Area Sales Manager

About ZEISS Group

ZEISS is an internationally leading technology enterprise operating in the fields o f 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.

Purpose of the Job

To take care of sales through channel partners in South India.

Key Responsibilities & Accountabilities :

➢ Set up a network of Channel partner/improve existing channel partner setup.

➢ Works with relevant functions (product management, legal, finance, support and operations) to identify, recruit, appoint and enabling new Channels partners in the marketplaces.

➢ Responsible for achieving sales objectives per territory and execution of Channels sales strategies. Working with partners on industry alignment, account mapping, go to market strategy, and facilitating partnering efforts with fellow Channel Sales Managers.

➢ Lead and execute activities such as joint sales calls, sales workshop, product training, cooperative pipeline management, joint value proposition, joint business cases and other ongoing activities designed to gain and maintain channel mind-share.

➢ Developing & executing short term and long term Channels business strategy for assigned territory.

➢ Responsible for sales/orders through indirect Channels in assigned territory.

➢ Responsible for proper participation in tenders through indirect Channels in assigned territory.

➢ To manage the ongoing day-to-day relationship.

➢ Hitting their monthly goals / developing the strategy to hit said goals.

➢ Monitor and manage Channels partners' sales activity within territory.

➢ Monitor and manage the KPI performance of Channels partners to ensure high value solutioning are in place to target the market to meet assigned sales goals.

➢ Coordinate with other functions such as marketing and shared technical resources to efficiently execute Channels program and solutioning strategies.

➢ Work to manage and resolve Channels and channel conflicts.

➢ Execute marketing campaign.

➢ Training channel partners and their staff.

➢ coach partners on value selling and negotiations.

➢ Develop and maintain a Channels sales strategy and business plan for account. Use the business plan as a roadmap for a 'Go to Market' and program development, including sales goals.