Account Manager - Surgical Ophthalmology

The Account Manager is responsible for the generation of new business sales and profits in a specific territory. Commits to an annual sales plan, writes specific objectives and forecasts orders and expected orders and revenue on a monthly basis. The Account Manager must develop excellent product knowledge and an awareness of market conditions. Must report on his/her activities weekly and must represent the company in keeping with the highest standards of business ethics and professionalism. Responsible for communicating with management any ideas, market trends or competitive activities.

Primary Duties and Responsibilities:

• Attain or exceed yearly revenue and profit quotas for region of responsibility.
• Monitoring & reporting about sales activity, market & competitor's situation
• Scheduled personalized sales demonstrations to Customers in the Fields of Business of Visualization, and Surgical Ophthalmology in region of responsibility. Customers include but are not limited to Surgeons as well as clinic staffs, nurses and all training on applications and in servicing relevant hospital and clinic staff.
• Educate and follow up the Surgeons and staff members on the operation, utilization and applications of our product to ensure overall customer satisfaction.
• Establish/ maintain good relationships with customers and accounts.
• Develop and implement creative and profitable marketing approaches to the individual demands of the representative’s region.
• Be responsible and assist in market introductions and launches of new products planning
• Maintain, analyze and utilize territory records and other information to efficiently organize, plan, execute and measure results. Including SOM, CRM, AR and DSO.
• Provide timely, accurate, and constructive written and oral communications to management regarding expected sales planned monthly activity.
• Develop and implement synergy opportunities among other Zeiss team members, companies, Carl Zeiss field service and other corporate partners when such programs arise.
• All paperwork and other requested information should be furnished in a complete and timely manner.
• Assist / advise the local sales administration personnel when necessary, on all matters pertaining to processing of customer orders, deliveries, etc.
• Review pending service jobs together with the Service team and offering any assistance that may be required in their execution
• The position requires the ability to continuously adapt to change and to represent the company as per the strategy implemented by the management including participation in training sessions and keeping updated on technology changes.
• Ability to travel as much as 70% of the time. Overnight travel maybe required and some occasional weekend work.
• A good working relationship with colleagues, service and office personnel is vital.
• Maintain currency of and adhere to applicable Company and ISO 9001 processes and procedures.
• Abide by provincial and federal employment laws.

Prioritizes inquires and requests while troubleshooting conflicts; ensures adequate focus-time towards company objectives.

• Bachelor’s degree in a scientific or related field (health, biology etc).
• Minimum of 5 years of Strategic and Key/Strategic Account Management and Experience.
• Minimum of 2 years of Surgical capital equipment / OR sales experience is mandatory.
• Experience working with senior-level executives, client relationship management and ability to influence decisions.
• Exceptional negotiating and diplomacy skills
• Ability to develop and make Key/Strategic account level presentations.
• Experience required in contract negotiation and development.
• Resourceful, creative, with an ability to prioritize and proactively offer solutions.
• Strong organizational and communication skills.
• Ability to work with customers in intense surgical environment.
• Excellent verbal, written, consultative, teaching, and interpersonal communication skills and awareness of cross-cultural issues.
• Must demonstrate their ability to work with internal corporate partners (sales divisions, marketing, regulatory, legal, finance, production, service, etc…) to develop cohesive, comprehensive, and innovative solutions for strategic accounts.
• Proven track record of sustained sales success maintaining peak performances to at least the top 20% in sales rankings.
• Excellent team player, coachable and self-motivated, negotiating, closing skills are required
• Ability to handle difficult situations and deal effectively and harmoniously with various personnel, internally and externally, at all levels.
• Computer literacy in word processing, spreadsheet and database management.
• Well organized and capable of working independently; exercising independent judgment with minimum supervision.
• Must possess a valid motor vehicle license
• Provide support on key projects, including managing timelines, deliverable coordination, etc.
• Must be willing and eligible to travel to the US for training, trade shows and other business related purposes.

Your ZEISS Recruiting Team:

COVID-19 Considerations

At ZEISS our highest priority is the safety of our employees and Customers. As a result, we are adopting additional prevention measures to ensure the safety of our employees and Customers. Therefore, any offer of employment is conditional upon you submitting proof that you have been fully vaccinated with a Health Canada or World Health Organization (WHO) approved COVID-19 vaccination as soon as possible and no later than fourteen (14) calendar days prior to the effective start date, in addition to satisfying any other condition(s) that may be set out in an offer. If a candidate fails to satisfy this condition (or any other condition(s) set out in an offer), any offer of employment shall be immediately rescinded.

Accommodation

ZEISS is committed to creating an accessible and inclusive organization. We are committed to providing barrier-free and accessible employment practices. Should you require Code-protected accommodation through any stage of the recruitment process, please make them known when contacted and we will work with you to meet your needs.