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 Bachelor Bachelor , Master Master , equivalent ( Dipl. Dipl. ) or higher ( PhD PhD ) degree in business, engineering, natural sciences ( physics physics , chemistry chemistry , …), 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