https://live.solique.ch/microsites/showPublication/ef0a8917-7a46-4c1f-a2ce-b912b6b115a7?_ga=2.114011780.2026780978.1565021706-44317662.1555432165

The Territory/Account Manager (TAM) - Sports Optics would be responsible to manage the ZEISS Sports Optics sales and retail distribution efforts associated with an assigned territory and/or account listing.

Primary Sales and Retail Distribution Facing Duties include:

Developing the Sales Relationship with the assigned account base and strategically executing the Sales and Service Cycle accordingly:

1. Product Assortment

• Planning
• Set-up

1. Merchandising

• Plan-o-gram placement
• Physical and Digital asset delivery and implementation

1. Promotional and Event Planning

• Pre-planning / customer specific

1. Training

• Store level curriculum
• Spiff and loyalty program execution

1. Scheduled Service Calls

• Skype, phone, e-mail
• In person visitation frequency

1. Inventory Management

• POS Reporting
• Supply-chain management (ideal on-hand v. turn ratio)
• When possible achieving Vendor Managed Inventory responsibility

1. Seasonal Transition Management

• Anticipating portfolio changes, planning accordingly

Primary Responsibilities toward internal ZEISS stakeholders include:

1. Building, maintaining and executing a comprehensive Territory Plan

• Setting clear and measurable business goals for current and prospective accounts
• Developing actionable initiatives designed to accomplish these specific goals
• Communicating the required resources (tools, people, budget) required to drive success
• And managing the accountability thereof within a defined calendar
• Identify account challenges and propose relevant solutions to overcome challenges
• Manage sales programs
• Assist internal AR to ensure timely payment for your accounts
• Find, grow, maximize, and maintain quality stocking dealer accounts for repeat business

1. Forecasting / Demand Planning

• Top line
• By Acct and by SKU
• Quickly identify issues that lead to assortment retractions as well as additions
• Ability to coach and challenge an account for growth
• Identify which products aren’t going to perform well for the company, and explain why

1. POS Reporting

• Securing POS data
• Compiling POS within Right to Play Report (Top Accounts)

1. Field Pulse Reporting

• Gathering and communication field call intel
• Retail landscape, trends
• Competitive intel
• Product Development counsel
• Market opportunities (e.g. product extension and/or distribution extension)
• Competition assessments re: “like” products doing well with accounts – and why

Event Participation expectations:

• Shooting Sport Trade Shows: SHOT, NBS, Sports Inc., others tbd
• Shooting Sport Consumer Events: NRA, DSC, SCI, other tbd
• Regional Shooting Events: tbd – provide estimated costing and product support
• Regional Retail Events: tbd by account – provide estimated costing and product support

Desired Experience and Skillset:

1. A deep level of the Shooting Sports Industry and shooting knowledge is mandatory

• Rifles: Strong understanding of various types and their intended applications
• Ammunition, ballistics and reloading understanding – and why they matter
• Birding knowledge (desirable)
• Optic knowledge (very desirable)

1. Seasoned direct-sales experience working within a prescribed territory, account base.

• Strategic account planning for maximizing each account
• Goal setting, forecasting, support planning and execution
• Strong ability to manage the relationship via Skype, Phone, e-mail and via in-person calls
• Seasoned travel experience (current Passport will be required)

1. Communication excellence – Internal and External

• Written, verbal
• Training (ability and willingness to teach others)
• Presentation (qualifying, presenting solutions, closing, and product demonstrations)
• Provides accounts with ongoing reminders and updates of all brand/product collateral available, via informing accounts of direct access to these resources

1. Other proven abilities/skills

• Microsoft Office (Outlook, Excel, Word, PowerPoint)
• SalesForce (not required but preferred)
• SAP (not required but helpful)

Desired Characteristics:

• Entrepreneurial spirit
• Team-oriented (able to work as part of a team and support that team)
• Proactive
• Results oriented
• Passion for success, driven, and hungry to develop business and product knowledge
• Accountability (strong follow-thru, ownership of assigned expectations)
• Willingness to learn; and to share what you have learned with others
• Team player (desires success of the overall team)
• Independently resourceful
• Looks for improvement opportunities in quality, service, and business
• Able to see and contribute to the bigger picture
• Able to constructively challenge self, internal systems, and staff for better business results
• Strong comprehension of Company vs account needs for a fair and profitable outcome

Understands when to manage a problem independently and when to take it up the chain

CONTACT: Kristie Schmitz Kristie.schmitz@zeiss.com