Global Account Manager (m/w/x)

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) 55 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