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 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
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