[Hiring] Account Manager @ZEISS Group

Role Description

The Account Manager, Chronic Disease Management is responsible for driving profitable sales growth, expanding ZEISS market presence, and managing strategic customer relationships within an assigned territory. The incumbent develops and executes territory business plans, manages the full sales cycle, and partners with ophthalmologists, optometrists, clinics, hospitals, and other healthcare stakeholders to deliver innovative solutions that improve clinical outcomes and practice performance. The role serves as a trusted advisor to customers by combining clinical, technical, and commercial expertise with a strong understanding of market conditions, customer needs, and emerging industry trends. The Account Manager is accountable for achieving revenue, profitability, and market share objectives while ensuring exceptional customer experience and long-term customer retention.

Here’s what you’ll do:

• Territory Planning and Business Development
  • Develop and execute an annual territory business plan, including growth objectives, account segmentation, opportunity prioritization, and sales strategies.
  • Identify and pursue new business opportunities within existing and prospective accounts.
  • Establish account-specific growth plans for strategic customers.
  • Analyze territory performance and develop action plans to maximize revenue and market share.
  • Achieve or exceed assigned sales, profitability, and growth objectives.
• Sales Management and Revenue Growth
  • Manage the complete sales cycle, including prospecting, needs assessment, solution development, proposal preparation, negotiation, closing, implementation/instrument installations, and post-sale follow-up.
  • Conduct customer meetings, sales presentations, product demonstrations, and evaluations.
  • Develop proposals and recommendations aligned with customer clinical and business objectives.
  • Maintain an active sales pipeline and ensure consistent opportunity progression.
  • Prepare accurate sales forecasts and revenue projections.
• Clinical and Customer Partnership
  • Develop and maintain a high level of clinical, technical, and product knowledge.
  • Educate ophthalmologists, optometrists, clinicians, and support staff regarding product applications, best practices, and utilization.
  • Support product implementation and customer onboarding activities.
  • Understand customer clinical workflows, operational challenges, and growth objectives.
  • Serve as a trusted advisor by recommending solutions that support both patient outcomes and practice success.
• Strategic Account Planning and Market Intelligence
  • Develop strategic account plans for key customers and growth opportunities.
  • Assess customer equipment footprints, technology utilization, replacement cycles, and future business needs.
  • Monitor competitor activity, market dynamics, emerging technologies, and industry trends.
  • Identify opportunities for technology upgrades, product conversions, and account expansion.
  • Provide market intelligence and business insights to Sales Leadership to support strategic decision making.
• Hospital Procurement, Tenders and Contract Management
  • Identify and support opportunities involving hospitals, healthcare systems, clinics, and purchasing groups.
  • Lead or participate in Requests for Proposal (RFPs), Requests for Quotation (RFQs), and tender opportunities.
  • Collaborate with internal stakeholders to prepare accurate, compliant, and competitive submissions.
  • Support contract negotiations and implementation activities as required.
  • Develop a strong understanding of healthcare procurement processes and purchasing decision criteria.
• Marketing and Market Development
  • Support product launches, promotional campaigns, customer education programs, and marketing initiatives.
  • Represent ZEISS at conferences, trade shows, educational events, and customer programs.
  • Develop creative and profitable approaches to market development within the assigned territory.
  • Identify opportunities to increase awareness and adoption of ZEISS technologies.
• Cross-Functional Collaboration
  • Collaborate with Marketing, Clinical Applications, Customer Care, Service, Finance, and Sales Administration teams to deliver a consistent customer experience.
  • Build strong working relationships with colleagues across ZEISS and affiliated business units.
  • Share customer feedback and market intelligence to support business planning and continuous improvement.
  • Support the onboarding and development of newly hired Account Managers when required.
• Salesforce, Reporting and Administration
  • Maintain accurate customer, pipeline, and opportunity data within Salesforce.
  • Utilize CRM tools and analytics to manage territory performance.
  • Complete activity reports, sales forecasts, expense reports, and other required documentation accurately and on time.
  • Assist Sales Administration with customer orders, delivery coordination, and issue resolution when required.
  • Ensure all customer interactions and opportunities are documented in accordance with company standards.
• Quality, Compliance and Ethics
  • Maintain compliance with applicable company policies, quality standards, and regulatory requirements.
  • Adhere to ISO processes and procedures.
  • Conduct all business activities in accordance with ZEISS values and the highest standards of ethics and professionalism.
  • Comply with all applicable provincial and federal legislation.

Qualifications

• Bachelor's degree in Science, Health Sciences, Life Sciences, Business, or a related field, or an equivalent combination of education and experience.
• Demonstrated experience managing a geographic sales territory and achieving revenue objectives.
• Experience presenting, negotiating, and building relationships with healthcare professionals.
• Experience supporting RFPs, RFQs, tenders, or healthcare procurement processes.
• Experience with CRM systems, preferably Salesforce.
• Knowledge of ophthalmic technologies, chronic disease management solutions, or related healthcare products.
• Three to five (3-5) years sales experience or related field.
• Strong prospecting, account development, and territory planning capabilities.
• Demonstrated ability to identify and capitalize on growth opportunities.
• Exceptional relationship-building and stakeholder management skills.
• Consultative selling approach focused on long-term customer success.
• Excellent presentation, communication, and negotiation skills.
• Ability to communicate clinical, technical, and business information effectively.
• Strong analytical skills and the ability to interpret market, customer, and sales data.
• Ability to develop strategic business recommendations and account plans.
• Proficiency with Salesforce CRM and Microsoft Office applications.
• Strong organizational and time management skills.
• Safely operate a motor vehicle and maintain a valid motor vehicle license.
• Must be Fluent in French and English.
• Extensive travel is required by automobile and/or air.
• Ability to lift up to 80lbs.
• Valid driver's licence and satisfactory driving record required.
• Evening and weekend work may be required to support demonstrations, conferences, customer events, and business needs.
• The demonstration of product can require weekend work and frequent traveling.
• At times the company may move employees to different locations as requirements change.

Benefits

• Medical
• Vision
• Dental
• RRP
• Employee Assistance Program
• Paid time off including vacation, personal, and sick days
• The list goes on!