Job Description

As a Key Accounts Manager within the ZEISS Vision Care SBU, this position will play a vital role in managing and expanding relationships with strategically important customers, including private hospital groups and key ECP accounts. He or she will lead the sales efforts across Vietnam, working closely with internal teams to align solutions with customer needs.

Primary duties and responsibilities

Including but not limited to.

1. Strategy & Business Development

• Develop and execute the national key account strategy for Vision Care’s business objectives.
• Identify and prioritize strategic key accounts (key Hospital, ECP key account) with highest growth and brand impact potential.
• Analyze market trends, category performance, and competitive activity to refine account plans and value propositions.

2. Key Account Management

• Own the end-to-end relationship with national key accounts, acting as primary interface for commercial and strategic topics.
• Develop annual joint business plans (JBP) with key accounts, including volume targets, mix, pricing framework, promotions, and marketing activities.
• Negotiate contracts, trading terms, rebates, and long-term agreements in coordination with cross-functional team
• Monitor performance vs. plan, drive corrective actions, and maintain a robust sales and demand forecast for key accounts.

3. Commercial Performance & Execution

• Deliver net sales, margin, and share-of-wallet targets for assigned key accounts.
• Optimize product mix and solution selling (lens, VCS,…) to maximize profitability.
• Coordinate pricing implementation, discounts, and promotional investments within agreed frameworks and compliance rules.
• Ensure on-time collections, payment discipline, and credit risk management in collaboration with Finance.

4. Cross-Functional Collaboration

• Work closely with Marketing, Sales, Product team to deliver integrated customer solutions.
• Align with Field Sales teams on local implementation of national agreements (store roll-out, training, merchandising).
• Provide structured feedback from key accounts to Marketing, Product Management, and Leadership to shape portfolio, services, and go-to-market models.
• Support the Commercial Head in driving collaboration with the MED team to deliver an integrated One ZEISS solutions approach for the hospital channel.

5. Customer Experience & Partnership Development

• Position ZEISS as a trusted strategic partner, not just a supplier, by bringing insights, innovation, and category management support to key accounts.
• Drive implementation of ZEISS Vision Clinic, ZEISS Myopia Management Cener concepts, loyalty programs, and training within the accounts’ networks.
• Ensure high service levels, complaint resolution, and continuous improvement of customer satisfaction.

Any other duties and responsibilities as assigned by the management

Education / Professional Certification

- Bachelor Degree in Optometry or Ophthalmology. A degree in medical, scientific, technical, or business disciplines.

- Post education degree in Marketing or business preferred but not essential

Experience

- 5 years of experience in commercial areas of medical channel, pharma or medical devices.

Proven experience in medical sales, with the ability to drive business growth and manage complex, strategic accounts.

-Ophthalmic industry preferred but not essential

Knowledge / Skills / Other characteristics

- Good interpersonal and communication skills

- Strong problem solving ability

- Ability to manage complex projects, be strategic and have excellent planning skills. Exceptional communication skills and the ability to influence both internally and externally. Strong time management skills and the ability to handle multiple priorities.

- Team player

- Proactiveness

- Willing to learn and take on new tasks

- Fluent in English (spoken and written)

- business acumen and negotiation skills

Your ZEISS Recruiting Team:

Doan Le Thuy Duong, Sayem Chowdhury