Global Account Manager

**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