About this role
Your role:
Independent development and implementation of the sales strategy and achievement of sales targets together with the Sales Manager and BDM of the SMT SSC unit.
• Reporting to the Head of Sales & Service for managing sales and service activities in the regions. • Steering, reviewing, and optimizing cooperation between external sales organizations and the individual sites/FoBs of CZ SFS in Germany and Israel. • Aligning and drafting customer contracts in collaboration with the legal departments, FoB and SSC. • Supporting the sales organizations through regular on-site visits to customers for: • Conducting coordinated commercial negotiations • Assessing customer satisfaction • Identifying open requirements in early technology engagement, joint solution cooperation, sales projects, and support needs
• Joint decision-making with the SMT SSC unit on priorities and escalations covering the full lifecycle of sold products. • Capturing the most important topics in a digital management system for prioritization, follow-up, and KPI tracking related to customer satisfaction. • Optimizing the after-sales business in collaboration with the responsible Service Manager. • Continuous development and maintenance of a strong network with customers and the regional organization.
CIP & Training
• Conducting sales trainings on new products. • Joint development of sales strategies, including the definition of individual customer value for new products, involving local representatives and experts from the respective sites depending on the product line. • Deriving measures to increase margin and safeguard profitability through sales projects. • Embedding and promoting value-based selling. • Ensuring continuous exchange between the customer and ZEISS regarding requirements and feedback. • Supporting and continuously improving the use of an IT-driven sales process (DevOps).
Cross-Regional Coordination
• Steering collaboration between different external organizations for cross-country customer setups. • Aligning, preparing, and (co-)conducting negotiations with customers. • Coordinating margin allocation between different organizations for cross-country customer business. • Coordinating cross-FoB sales projects (bundle deals) together with FoB Sales.
Planning
• Contributing to the overall strategic planning of Carl Zeiss SFS with regard to: • Medium-term revenue planning • Sales projects • Introduction of new technologies at customers • Development of the after-sales business in alignment with the Head of Sales and the leadership team.
• Jointly deciding, together with the SSC SMT unit, on planning figures, targets, and measures for implementation. • Ensuring and reporting the global forecast, monthly sales figures, financial KPIs, and market trends. • Contributing to the planning of Objectives and Key Results (OKRs).
Your Profile
Education
• (Minimum) At least a BachelorBachelor, MasterMaster, equivalent (Dipl.Dipl.) or higher (PhDPhD) degree in business, engineering, natural sciences (physicsphysics, chemistrychemistry, …), computer science or a related field.
Professional Experience
• (Minimum) 5 years of commercial, technical or application-related experience in the semiconductor environment. • Experience in project management and intercultural collaboration within teams.
Other Skills & Competencies
• Strong self-management and willingness to travel. • Experienced in negotiations. • Business-fluent English. • Strong affinity for technology. • Basic knowledge of business administration and marketing. • Intercultural, methodological and social competence.
Your ZEISS Recruiting Team: Georgios Tanoglou