MONDAY, AUGUST 12, 2019   ■   JOBS

ZEISS Has Opening for Territory/Account Manager (TAM)

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