Business Development and Marketing
- Develop & execute sales plan for Academia Electron Microscopy portfolio for RMS Sales and RMS distributor markets to meet sales target. Primary focus in VN, TH, and MY countries.
- Analyze, predict, and monitor market trends, emerging technologies to identify hot topics and opportunities for profitable growth.
- Deep market and account penetration, new account development, and intelligence gathering.
- Develop and implement marketing plans to raise awareness of ZEISS solutions GtM for product launches.
- Work with Sales, PASS and APAC business sector team (Academia) to plan & execute portfolio strategies in each market.
- Work with PASS and APAC business sector team (Academia) to form competitor counter strategies and related sales materials .
- Support marketing and workshops with Sales, DP sales, PASS and BDM in assigned territories.
Sales and Technical Support
- Direct sales support for Academia EM MUST WIN opportunities.
- Champion the EM MUST WIN initiative for RMS SEA.
- Coaching and supporting Sales and DP development.
- Provide market and technical feedback to shape product roadmap and solutions portfolio.
- Build Academia sector funnels in territories assigned.
- Increase win rate forAcademia sector EM in territories assigned.
- Execute projects assigned, including project beyond territories assigned.
- With the support of PASS, develop custom solutions and applications involving automation, software, customized workflows with SCS and Solution Lab team for existing customers and new opportunities
Business Development reporting & CRM
- Collect customer & market intelligence and report them periodically.
- Provide monthly report on funnel building plans and win rate increment plans on sales opportunities and on territories assigned.
EM coaching and training
- Support management in build up sales and DP sales competency in EM sales.
- Conduct post-mortem analysis and review meeting on EM sales case involved.
Job Requirements
Education
- Degree in Materials Science, Electrical and Computer Engineering or relevant discipline.
Experience
- Experience and broad knowledge in academia, material research, life science sector with specific expertise in microscopy and software solutions, SEM, FESEM, XB and CorrMIC (LM-EM, EM-XRM).
- > 15 years of experience in electron microscope sales and / or marketing with a successful track record in selling medical capital equipment through both direct & indirect channels in the region.
- Experience in driving and coaching DP.
- Ability to work with various cultures.
- Experience in doing sales in VN, TH and MY. Experience in government tendering system is a plus.
Other skills
- Internationality, good business English. Bahasa Malaysia, Thai and Vietnamese language is a plus.
- Good team-player as well as an independent worker.
- Intermediate expertise in Microsoft Office (Word, Excel, PowerPoint).
- Familiarity with sales processes and CRM as a sales tool.
Your ZEISS Recruiting Team:
Kuganeswari GunasekaranSimilar Jobs
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What We Do
ZEISS is an internationally leading technology enterprise operating in the fields of optics and optoelectronics. In the previous fiscal year, the ZEISS Group generated annual revenue totaling 10 billion euros in its four segments Semiconductor Manufacturing Technology, Industrial Quality & Research, Medical Technology and Consumer Markets (status: 30 September 2023). With around 43,000 employees, ZEISS is active globally in almost 50 countries with around 30 production sites, 60 sales and service companies and 27 research and development facilities (status: 30 September 2023). Founded in 1846 in Jena, the company is headquartered in Oberkochen, Germany. The Carl Zeiss Foundation, one of the largest foundations in Germany committed to the promotion of science, is the sole owner of the holding company, Carl Zeiss AG. Data privacy: www.zeiss.com/data-protection Imprint: http://zeiss.com/publisher This is ZEISS's official LinkedIn account. It follows the ZEISS Netiquette: www.zeiss.com/netiquette
