Manager, National Accounts

About Us:

How many companies can say they have been in business for over 178 years?!

Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the ever-changing environments in a fast-paced world, meeting it with cutting edge technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team!

What’s the role?

Reporting to Director/Sr. Director, Retail, the National Account Manager is responsible for the overall revenue, profit, operating expense, and account management for the assigned national/global retail account(s) within the U.S. Retail Business.

The National Account Manager will cover the full range of retail relationship across all business segments including Lab Rx Services, Lens Substrate, Dispensing Tools and Instruments, AR Coatings, Lens Accessories and Lab Enablement Services across ZEISS Branded, non-branded and OEM product portfolios. The National Account Manager will seek to increase CZV revenue, volume, profit and share of wallet by developing annual business plans and value-added programs and services that uniquely meet the needs of the retail key account. The goal is to strengthen and grow partnerships with retailers and partners while accelerating market share. The National Account Manager will seek to be a cohesive member of a strong, high performing team by championing the ZEISS Values (Serve, Act, Empower, Win) and implementing ZEISS leadership principles.

Sound Interesting?

Here’s what you’ll do:

National Retail Partnerships

• Oversee ZEISS’s partnership with key accounts, including contract negotiation, assortment planning, pricing, and execution of joint business initiatives.

• Manage current national customers

• Pursue and develop potential partnerships with new customers

• Conduct quarterly business reviews with leadership on key accounts to evaluate performance, growth opportunities, and collaboration plans.

Strategic Growth & Execution

• Responsible for sales development and growth for assigned portfolio.

• Act as the main contact between customers and internal team

• Lead the negotiation of RFP’s and contracts with Key Account Customers with leader support

• Meet and exceed monthly, quarterly, and annual revenue targets as communicated by VP/SVP/President.

• Initiate, organize and facilitate business activities between CZV and National Accounts including quarterly/annual business review and business plans.

• Develop and deliver high impact, customer relevant, and financially supported strategy, proposals and presentations

• Develop and plan key product initiatives and go-to-market programs to achieve customer objectives and CZV revenue/profit targets. Inclusive of RFP’s and pricing strategies.

• Align on Customer KPI’s and facilitate internal communication with all relevant cross-functional departments; Monitor, track and take corrective actions as necessary

• Prepare sales and volume forecasts, by product line and sku, to support budget and demand planning cycles and provide timely input to Director/VP to ensure plans are on track

• Follow up on accounts receivables to ensure financial hygiene

• Gather and analyze competitive data; Communicate findings and recommendations.

• Represent the company at trade shows, events, exhibitions when applicable

Cross-Functional Collaboration

• Partner with Marketing and training team to plan, execute, develop co-branded consumer campaigns, promotions, or training activities emphasizing ZEISS lens innovation and quality.

• Coordinate with Operations and Supply Chain to ensure optimal product availability, pricing accuracy, service levels, and inventory turns.

• Collaborate with Product and Digital teams to embed ZEISS technologies within retail environments.

• Follows safety standards and reports any safety concerns to leadership

5. Key Performance Indicators (KPI’s)

• Year-over-year growth in ZEISS/ CZV lens sales through national retail accounts.

• Retail partner satisfaction and contract renewal rates.

• Execution quality and ROI of co-branded retail marketing initiatives.

• Development and successful scale of new market initiatives and business models.

• Operating efficiency and cost reduction, expense to sales ratio, margin accretion year-over-year.

Do you qualify?

• Bachelors

• Preferred: Business/Optical Preferred

• Business/Optical Preferred: Masters

• Minimum of 5-10 years’ account management experience in the ophthalmic industry leading large retail accounts; Experience in CPG or related consumer products industry will be considered.

• Must have direct experience working for or calling on customers at the VP or Sr. Director level with relationships among key customer decision makers.

• Strong account management and relationship building skills

• Strong business acumen and understanding of P&L

• Proven success developing strategies that enable others to win new business and expand market share.

• Demonstrated success managing RFP processes under tight timelines.

• Proven history of complex negotiations yielding long-term, mutually beneficial partnerships.

• High integrity and discernment—able to evaluate and decline opportunities inconsistent with brand or ethical standards.

• Experience in global organizations and cross-cultural collaboration.

• Demonstrated customer-centric results

• Professional approach to selling techniques, negotiation skills and customer relations

• Strong interpersonal and cross-functional team skills

• Exceptional verbal and written communication skills.

• Problem solving and decision making in a complex and changing environment.

• Financial skills in budgeting, forecasting, and analytics

• Microsoft Office Suite

• SalesForce, RXPortal

• Domestic & International | Percent: from 25% to 50%

We have amazing benefits to support you as an employee at ZEISS!

• Medical

• Vision

• Dental

• 401k Matching

• Employee Assistance Programs

• Vacation and sick pay 

• The list goes on! 

The above is intended to describe the general content of and requirements for this job. It is not to be construed as an exhaustive statement of requirements, duties, or responsibilities. The Company reserves the right to interpret, amend, or otherwise modify, in whole or in part, any job description at any time, at its sole discretion. 

Your ZEISS Recruiting Team:

Lindsay Walker Goodman

Zeiss provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).