Sales Manager | SCHOTT Advanced Optics

Date Posted: 
Thursday, December 7, 2017

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Position Location: 
West Coast, USA
Job Description: 

INDUSTRY: Optical glasses, Special Materials and Components


  • Bachelor (required) or Advanced Degree (preferred) in Optics, Materials, Electronics or related Engineering Field
  • Equivalent practical experience will be considered (in lieu of formal education)
  • Knowledge of Optical materials and components, their properties, and performance
  • Demonstrated Success in Technical Sales role (3+ years)
  • Demonstrated abilities to work in an intercultural environment
  • Demonstrated abilities with the effective buildup of cross national and functional teams
  • Customer Relationship Management


  • Sales
    • Achieve planned KPIs (turnover, GM) for all products sold to the customers assigned
    • Acquire incoming orders, turnover, and standard gross margin for all products sold to the customers assigned
    • Elaborate monthly rolling forecast and performance report including deviation analysis and action plan for the customers assigned
  • Customers
    • Plan, direct, and coordinate customer strategy and activities for the related products
    • Setup customer visitation schedules (according to customer visit monitoring tool), executing visits/interactions especially with key decision makers
    • Generate customer inquiries and quotations with support of Inside Sales and other internal entities, authorizes quotations and pricing
    • Perform quotation reviews, negotiations, and contracting with customers
    • Handle customer complaints with support of Inside Sales and other internal entities
    • Assist Accounts Receivable with overdue management
    • Document customer knowledge (organization, deciding nets, etc.) in CRM-system including maintenance of customer master data
    • Improve the overall customer satisfaction
  • New Business/Market Intelligence
    • Elaborate new sales potentials and related products considering the highest possible value creation for The Company
    • Search for new potential products and projects, initiate R&D cooperations with customers, and involve internal organization (e.g. applications, production, R&D). Promote AOO products, new developments, performance, and competences in order to generate new, respectively extended business opportunities
    • Monitor competitors’ activities
  • Planning / Strategy / Reporting
    • Carry out regular account planning (rolling up action plan with major milestones) and action plan.
    • Plan annual accounts for the associated products by region and site, reviews customer segmentation
    • Establish pricing policies for each of the associated products and lead the development of the necessary price calculation schemes
  • Leadership / Management
    • Ensure high level of morale and clear direction; strong teaming skills
    • Act locally and thinks globally in all decisions
    • Carry out leadership responsibilities in accordance with the organization’s mission, vision, policies, and applicable laws.
  • Miscellaneous
    • Cooperate with Marketing to set up visit and participation planning for the most relevant fairs and trade shows as well as presence in the most appropriate literature and advertising program for associated products
    • Work with Marketing to insure the successful dissemination of this information
    • Attend and support appropriate conferences and exhibitions
    • Attend appropriate internal and external trainings to improve skills upon approval by Director of Sales