Key Account Manager

Key Account Manager – Vision Care

ZEISS Vision Care · Vietnam

ZEISS is a globally leading technology enterprise in the optics and optoelectronics industries, generating over €11.8 billion in annual revenue with approximately 46,000 employees across nearly 50 countries.

Founded in Germany in 1846, we are proud of our rich heritage. As a company owned by the Carl Zeiss Foundation, we are deeply committed to responsibility in all our activities. A significant portion of our revenue is continuously invested in research and development. ZEISS believes that innovation and technology are key to a sustainable future and solutions to global challenges.

If you want to drive strategic partnerships and contribute to the growth of a global healthcare and vision care leader, ZEISS is the place for you.

Purpose of the Role

As a Key Account Manager within the ZEISS Vision Care Strategic Business Unit, you will play a vital role in managing and expanding relationships with strategically important customers across Vietnam, including private hospital groups and key Eye Care Professional (ECP) accounts.

You will lead commercial initiatives for assigned accounts, acting as a trusted business partner and primary point of contact for strategic and commercial discussions. Working closely with internal stakeholders across Sales, Marketing, Product Management, Finance, and Medical Affairs, you will develop customer-centric solutions that drive sustainable growth, strengthen partnerships, and enhance the ZEISS brand presence in the market.

Through strategic account management, business planning, and cross-functional collaboration, you will help position ZEISS as a preferred partner while delivering commercial performance and exceptional customer experiences.

The key responsibilities for this position include (but are not limited to):

Strategy & Business Development

• You develop and execute the national key account strategy in alignment with Vision Care business objectives.
• You identify and prioritize strategic key accounts with the highest growth and brand impact potential.
• You analyze market trends, category performance, and competitive activities to refine account plans and value propositions.
• You identify new business opportunities and support long-term growth initiatives within the assigned customer portfolio.

Key Account Management

• You own and manage end-to-end relationships with national key accounts, serving as the primary commercial contact.
• You develop and implement annual Joint Business Plans (JBPs), including volume targets, product mix, pricing frameworks, promotions, and marketing initiatives.
• You negotiate contracts, trading terms, rebate structures, and long-term partnership agreements in collaboration with cross-functional teams.
• You monitor account performance and implement corrective actions where required.
• You maintain accurate sales forecasts and demand planning for key accounts.

Commercial Performance & Execution

• You deliver sales, profitability, and market share objectives for assigned accounts.
• You drive solution selling across the ZEISS Vision Care portfolio to maximize customer value and business performance.
• You coordinate pricing implementation, promotional investments, and discount management within established frameworks and compliance requirements.
• You collaborate with Finance to ensure timely collections, effective credit management, and payment discipline.

Cross-Functional Collaboration

• You work closely with Marketing, Product Management, Sales, and other internal stakeholders to deliver integrated customer solutions.
• You align with field sales teams to ensure effective implementation of national agreements at the local level.
• You provide structured customer insights and market feedback to support portfolio development, service enhancements, and go-to-market strategies.
• You support collaboration across ZEISS business units to deliver an integrated One ZEISS approach, particularly within the hospital channel.

Customer Experience & Partnership Development

• You position ZEISS as a trusted strategic partner by bringing industry insights, innovation, and category management expertise to customers.
• You drive the implementation of strategic ZEISS initiatives, including Vision Clinic concepts, Myopia Management programs, loyalty initiatives, and professional training activities.
• You ensure high levels of customer satisfaction through proactive relationship management, service excellence, and effective issue resolution.
• You identify opportunities for continuous improvement within customer partnerships and account management processes.

Required knowledge & experience

• Bachelor's degree in Optometry, Ophthalmology, Medical Sciences, Life Sciences, Business, or a related discipline.
• Additional qualifications in Marketing, Business Administration, or a related field are advantageous.
• Proven experience in commercial roles within the medical, pharmaceutical, healthcare, or medical device industries.
• Demonstrated success in managing strategic customer accounts and driving business growth.
• Experience within the ophthalmic industry is advantageous but not essential.
• Strong understanding of key account management principles, sales strategy, and business development.

Knowledge, Skills & Competencies

• Strong interpersonal, communication, and relationship-building skills.
• Excellent business acumen and negotiation capabilities.
• Strong analytical and problem-solving skills.
• Ability to manage complex projects and develop strategic account plans.
• Excellent planning, prioritization, and time management skills.
• Ability to influence and collaborate effectively across multiple stakeholder groups.
• Customer-focused mindset with a proactive and results-oriented approach.
• Team player with a strong willingness to learn and embrace new challenges.
• Fluent in English, both written and spoken.

What do we offer you

• An opportunity to work for a global leader in optics and vision care.
• A dynamic and collaborative work environment with regional and global exposure.
• Professional development and career growth opportunities.
• The opportunity to shape strategic customer partnerships and contribute to business growth.
• Access to innovative products, technologies, and solutions that improve vision and quality of life.

Who are we

ZEISS Vision Care

ZEISS Vision Care is one of the world's leading manufacturers of ophthalmic lenses and eye care solutions. We combine innovation, technology, and expertise to help people experience the world more clearly. Through strong partnerships with eye care professionals, healthcare institutions, and strategic customers, we continue to shape the future of vision care.

ZEISS Group

ZEISS is a global leader in optics and optoelectronics. Its portfolio includes solutions for industrial quality and research, medical technology, semiconductor manufacturing, and consumer optics. ZEISS technologies contribute to the production of a large portion of the world's microchips.

With a strong commitment to innovation, ZEISS invests heavily in research and development and continues to shape the future of technology and science.

Diversity & Inclusion

Diversity is a core part of ZEISS. We welcome applications regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation, or identity.