Global Account Manager (m/w/x)

Beschreibung:

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