Join Zeiss as a Business Development Manager - Aftersales & eCommerce (BDM - AeC). Work in the North American Business Sector Marketing group, utilizing their expertise and understanding of the North American RMS market and deep applications knowledge to successfully adapt and execute the global Field of Businesses (FoB) strategies for Aftersales and eCommerce across all business sectors in North America (US and Canada). The primary objective of the position is to drive opportunity generation and conversion to meet short, mid, and long-term RMS business goals for Aftersales and eCommerce.
You will also be responsible for product positioning of aftersales solutions including pricing strategies, market intelligence, marketing plan development, and execution. Your efforts help drive the development of appropriate solutions and ensure that the company's business in these markets have appropriate strategies and activity plans to grow profitably. The BDM - AEC will primarily focus on NA RMS; however, the impact of the position will span both North American business units of IQS and RMS.
The success of this position requires close collaborative work with colleagues in the North American RMS marketing groups and sales/service organizations as well as in the Global RMS marketing structure. Cascade relevant information in a clear and concise manner to implement global (Product and Market) Strategies with the RMS sales and service organizations. Be present in the North American RMS market to work with sales colleagues to ensure success of Key Selling Propositions (KSPs); coordinate with Global IQR marketing to strengthen and adjust KSPs when appropriate. This position can be fully remote - with travel as needed to Zeiss offices, conferences/tradeshows, and customer locations as required.
Primary Duties and Responsibilities:
The primary duties and responsibilities of the BDM - AEC fall into four key foci for the Aftersales and eCommerce portion of the NA IQR market:
1.Leading North American Activities to Foster Opportunity Generation
Execute Global Marketing Strategies in NA for Aftersales and eCommerce
Working with the Head of NA Business Sector Marketing and NA Sales/Service Management to analyze the state and velocity of the funnel for the RMS-Aftersales and eCommerce portion of the NA RMS business. Based on this information partner with colleagues in the Global RMS marketing structure for derivation of counter measures, roadmap planning and gap to budget activities. This position will lead local NA organizational efforts to implement counter measures.
Contribute to and develop the standing market analysis for Aftersales and eCommerce in NA. This effort includes partnering with NA MarCom, NA Sales / Service to develop NA Marketing plans meet short, mid and long-term NA RMS business goals
Work with Global Marketing colleagues to create and develop Key Selling Propositions (KSPs) for solutions across the target sectors. These efforts will culminate in the position support content generation for internal training, sales materials, and marketing campaigns both in NA and globally.
Participate in conferences and trade shows as required
In coordination with out ZEISS portal, Define, Develop, Execute, and Maintain an active user base of the install base to market to (separate from the installation base).
2.Enabling Go-to-market Activities in NA - Product Positioning in our Target Markets
Define and own market-based pricing strategies with a focus on prize realization for Aftersales and eCommerce in NA RMS
Work with the NA RMS organization to shape all Go to Marketing plans as well as participate in the budget process
Is the primary enabler related to Aftersales upgrade launch activities and/or activities to promote eCommerce (i.e. in the lead)
Work with ZMCC facilities and Labs@Locations to ensure sales and service application knowledge is at the appropriate levels for Aftersales and eCommerce
Implementation and Refinement of HQ marketing Messaging for NA Market. This effort will require BDM - AEC to partner with the NA sales team throughout the ZSP process to ensure our solutions are positioned in line with HQ sector
3.NA Market Sizing and Understanding - Market Intelligence
Serve as the primary bi-directional interface between the global IQR marketing structures and the NA market and organization
Analyze the market to understand current and emerging trends, customer value drivers, our current position and market share, total addressable market, and market shares of all key competitors.
Develop a standing market analysis of the Aftersales and eCommerce portion of the NAIQR market; keep the analysis current and updated with appropriate frequency
Understand the top customer value drivers for NA RMS customers for Aftersales and eCommerce, develop and adapt to the NA market as needed
4.NA Key Opinion Leaders (KOL) Identification and Development to Feed into Local/Global Marketing Efforts
Develop and Foster KOL relationships for Aftersales and eCommerce in the NA RMS market. This effort needs to focus on customers at varies stages of their career to ensure an active KOL 'pipeline'
Working with NA sales colleagues, identify and develop plans to advance KOL's in key accounts into Brand Ambassadors where appropriate to meet NA RMS long term goals
In unison with Global Marketing utilize KOLs for alpha/beta/early adopter sites to further the success of marketing efforts centered around product launches and marketing campaigns; work with Global Marketing to actively engage our NA KOL customer base and form Focus Groups for the purpose of shaping our roadmaps and agenda
Work with global and NA MarComm colleagues to capitalize on our KOL relationships to amplify the voice of the customer in our marketing campaigns and messages
Experience in the life/physical sciences with direct experience in microscopy workflows required
Working knowledge of highend microscopy equipment a bonus
Greater than 5 years of microscopy and relevant applications experience and a deep understanding of the Aftersales and eCommerce microscopy market; thorough knowledge of microscopy industry, good overview of key applications and key customers; ability to analyze customer/application trends
Be able to travel 25 - 30% within North America
Ability to communicate effectively with the North American Marketing, field sales and in-house teams as well as Headquarters' Product Center and marketing teams both orally and in writing
Knowledge of software for post aquisition analysis such as quantification, visualization, correlation, coding/scripting and other microscopy based solutions is a plus
Implementation of MS Office, photoshop, related software and strong presentation skills is required
Prior experience in technical sales and managing a field coverage area for technical sales or product support is a plus
Positive "can do" attitude coupled with a willingness to continuously acquire product and application knowledge independently
Knowledge and experience in biological applications is a great advantage
The salary range for this position is $93 - 115K annually.
The salary offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, & complexity/specialization/scarcity of talent. This position is also eligible for a performance bonus.
ZEISS also offers robust benefits, including medical plans, retirement savings plan, and paid time off.
Your ZEISS Recruiting Team:Steve Warner