Material Science Sales Development Manager- EM/ XRM/ HIM/ mSEM systems

East Coast

Step out of your comfort zone, excel and redefine the limits of what is possible. That’s just what our employees are doing every single day – in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people.

The Sales Development Manager- EM/XRM will work in the PASS (Product and Applications Sales
Support) as the primary resource for our EM/XRM/HIM and mSEM products and secondarily as support for the field team with “supported” EM/Ion Beam systems. This is a US based position primarily responsible on long term sales development success (nurturing), from lead generation to opportunity and secondarily for deployment activities for microscopy workflows or products. This includes working closely with both US and Global Sales, Applications, Sector and Product Center teams, he/she will be responsible for implementing strategies to optimize EM/ Ion Beam and XRM product positioning (including content, messaging and pricing); understanding the market (size, needs, and competition); and increasing the opportunity funnel and won orders for assigned instruments. Responsibilities also include the launch of new Microscope products within the ZEISS portfolio, training both colleagues and customers, giving level 4 presentations, and aiding in the development of marketing collateral and campaigns. The goal of the position is to serve as the main resource product success and secondarily as a US based deployment applications/sector resource while ensuring US sales goals are met or exceeded.

We are looking for people who are keen to try something new:

The Sales Development Manager works closely with and drives local Sales Deployment efforts in conjunction with local Sales and ZMCC teams, Global Sectors, Marcom, and other Sales Development Managers within Carl Zeiss, to optimize product positioning and maximize market share while meeting company vision and financial goals in their respective products or workflows across the portfolio and sectors.
  • Work with all stakeholders to successfully translate the global product strategy to the US market
  • Identify and build relationships with key customers and early adopters. Understand their make-it or break it technical/application needs
  • Grow funnel per GTM and facilitate order wins on a quarterly basis
  • Support related marketing campaigns by creating, optimizing, targeting, and messaging of resources from global Sectors/Customer Centers and Product Centers as well as local collateral development
  • Participate in and/or lead Product and Applications training courses for North American sales/application team and customers
  • Identify and Monitor KPIs for Product and Sector Performance for given products or workflows
  • Collect competitor information, analyze it, and make it available to sales and business sectors
  • Analyze market and application trends and work closely with Business Sectors, Product Centers, and marketing colleagues in US and Germany to take full advantage of opportunities and address competitive threats. Implement changes where needed
  • With PASS and Customer Center Managers, define and implement measures (training, marketing, positioning) and support performance successes and improvements. Participate in the planning and implementation of the marketing approach such as, workshops, trade shows, newsletters, internet initiative, promotions, etc.
  • Participate in the development of the budget
  • Assist on setting of list price and margins on assigned products
  • Grow sales funnel and facilitate won orders measured on a quarterly basis
  • Active support BID responses
  • Maintain product information (SAP, Widen, BD SharePoint)
  • Provide sales support (develop and present level 3/4 technical knowledge and presentations) and support development of competitive positioning and marketing collateral
  • Practice, plan and implement content to support the ZEISS Selling Process (ZSP) process.
  • Support Technical Support, Product Support, Customer Centers, Aftersales, and the Back Office with technical, application, configuration, questions and needs
  • Facilitate collateral generation (i.e. images and applications examples) when needed in the US or by global colleagues.
  • Analyze product performance (i.e. performance to specification and reliability) and provide feedback, together with recommended improvements, to HQ
  • Monitor market for upcoming new applications and possible interaction with products of other ZEISS companies as well as third party companies

You are:

  • Ph.D in Material Sciences with direct experience in microscopy workflows required.
  • Greater than 5 years of microscopy and EM/ XRM/ HIM applications experience and a deep understanding of EM/ XRM/ HIM microscopy market; ability to plan and conduct successful market launches; thorough knowledge of microscopy industry, good overview of key applications and key customers; ability to analyze customer/application trends, industry trends and to prioritize product improvements; ability to analyze product performance and to plan and implement counteractions as needed.
  • Ability to communicate effectively with both North American field and in-house teams as well as Headquarters‘ Product Center and Sector teams both orally and in writing; Analytical skills; Team Orientation, Project Management Skills.
In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long-term goal of the Carl Zeiss Foundation: to bring science and society into the future together.

Join us today. Inspire people tomorrow.

Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity.

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Kristie Schmitz
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