Volume Products/Digital Classroom Specialist

Join Zeiss as a Volume Products/Digital Classroom Specialist. This is a highly skilled, technical sales and support position geared towards supporting sales, configuration, installation and training for networked microscopes in academic and research settings. The role will rely heavily on an understanding of and ability to work with network administration needs and IT configurations.  Experience working with or working in an academic space (e.g., technical college or university) preferred. Basic working knowledge of microscopy and/or microscopy experience is helpful but not required. This is a fully remote position.

Sales experience is also not required but this position does require a combination of both technical support and sales and would use both, the ZEISS Selling Process (ZSP) and Challenger Sales Approach to meet customer requirements and individual/territorial sales targets.  Sales and support responsibilities will target teaching programs and training labs within academic spaces including but not limited to high schools, technical schools, community colleges, liberal arts colleges, public and private universities, and medical schools.

Substantial background in computer networking and IT support within these types of institutions along with its associated microscopy applications, combined with project management, time management, communication, and interpersonal skills are required to be successful in this position.

Key Metrics and KPIs:

• A multiphased onboarding approach with Variable compensation tied to achieving KPIs (Phase I - 6 Months, Phase II - 6 Months and Phase III year 2 and on).

• Price realization against Global List Price (minimal discounting, value selling).

• Travel and Entertainment cost control (company vehicle provided)

• Minimum annual orders of $1M USD for volume light microscopy products in Digital Classroom set-ups (Stemi305 and 508, PrimoStar, PrimoVert, AxioVert, AxioLab, Axioscope and DiscoveryV8).

• Educating our Business Partner Team on computer networking skillsets to increase sales in the Digital Classroom environment.

• Create plan to put in place networking structure for Digital Classrooms supported by our experts in this field.

Primary Duties and Responsibilities:

• Achieve Phase 1 and II Onboarding KPI’s including several training expectations.

• Create a reliable, logical, corporate agreed upon and workable Digital Classroom Network architecture.

• LEAD generation and management within day-to-day activities (Utilization of LEAD Forms for tracking and monthly metrics)

• Drive discussion and demonstrate technical competency in discussions of volume portfolio.

• Initiate, control and drive a sale from answering leads, through gathering and sharing information and close of the sale, and lead by influence to ensure team effectiveness with direct Business Partner colleagues.

• Regular and detailed CRM Maintenance to ensure the funnel is current with all opportunities properly characterized, key fields maintained to ensure forecasting is accurate at a regular interval set by the Head of Sales and SBM (weekly/biweekly).

• Maximal usage of Customer face-to-face interactions (50-75% onsite in non-COVID environment) related to selling, support, relationship development, and customer retention, including the customer’s functional partners such as procurement, departmental supervisors, and all key contributors to the customer’s success within their organization.

• Seek active feedback, sales strategy and coaching from BPM along with other Managers and colleagues on sales motions and team dynamics.

• Initiate, coordinate, and drive business development activities.

• Generate quotes and proposals which are technically accurate, meet the demands/needs of the customer application and create value for the customer.

• Exhibits appropriate care and handling of demo equipment, and follow receiving and on-time return procedures.

• Optimize demo resources between on-site demos, remote ZEISS Microscopy Customer Center (ZMCC) demos and on-site ZMCC demos to provide maximum return on demo costs.

• Integrate completely with local business partner(s) to provide optimal portfolio coverage in alignment with company strategy.

• Be responsible for training all business partners, in the region-specific territories, in digital classroom setup and supporting business partner sales of same.

• Capable and willing to engage customers in their workspace/environment, including different type of teaching labs (microbiology, anatomy, geological, etc.), BSL -2 and BSL-3 facilities.

• Actively engages in personal development (leverages the content available on the ZEISS CurioZ online training portal, as well as self-inspired development of knowledge as it relates to the role).

Experience and Education Requirements:

• Bachelor’s degree or higher in biological (life) science, Computer Science or bioengineering preferred from an accredited college or university.

• Must have understanding of network administration and IT configurations (A+, Comp TIA, or other Computer Certifications such as CCIE, CCNA, or MCSE highly desired).

• Network administration and/or IT certifications must be current with proof provided.

• Basic working knowledge of microscopy, including video based, network-managed, multiple unit classroom installations, is helpful.

• Sales experience helpful but not required.

• Be willing to travel 50 - 75% regional and national.

• Helpful to have sound knowledge and understanding of Laboratory Safety requirements for BSL-1, BSL-2, and when required BLS-3 environments, as well as specimen handling of Level 1-3 pathogenic biohazards (e.g., bacteria, viruses, fungi, parasites, and prions).

• Good knowledge of MS Office, and strong presentation skills required in both in-person and virtual environments.

• Some knowledge of data analysis.

• Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently.

The salary range for this position is $70 - 75K 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: