Account Manager – Refractive and Intraocular Lenses

🔥 32 minutes ago

🇨🇦 Canada – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

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ZEISS Group

WebsiteLinkedInAll Job Openings

10,000+ employees

🏭 Manufacturing

🏥 Healthcare

🧬 Biotechnology

Manufacturing • Healthcare • Biotechnology

ZEISS Group is a global technology leader specializing in optics and optoelectronics, with a rich history dating back to 1846. Headquartered in Oberkochen, Germany, ZEISS operates in four main segments: Semiconductor Manufacturing Technology, Industrial Quality & Research, Medical Technology, and Consumer Markets. The company generated annual revenue of 10 billion euros and employs around 43,000 people across nearly 50 countries, including a robust network of production sites, sales and service companies, and research & development facilities. ZEISS’s specialties include binoculars, microscopy, eyeglass lenses, biomedical research, and various advanced technologies such as artificial intelligence and machine learning.

📋 Description

• Drive profitable sales growth and expand ZEISS market presence within an assigned territory • Manage the full sales cycle for refractive and intraocular lens products and related technologies • Develop strategic relationships with ophthalmologists, surgeons, clinics, hospitals, ambulatory surgical centers, and other healthcare stakeholders • Develop and execute annual territory business plans and strategic account plans • Identify and pursue new business opportunities and expand market share within existing accounts • Conduct prospecting and account development activities • Maintain customer records, opportunities, activities, installed equipment data, and sales forecasts in Salesforce • Maintain a robust sales pipeline and accurately forecast business activity • Achieve or exceed revenue, profitability, and market share objectives • Lead complex sales opportunities from prospecting through implementation and post-sale follow-up • Conduct needs assessments and develop tailored clinical and business solutions • Prepare and deliver proposals, quotations, presentations, and business cases • Negotiate pricing, terms, and agreements • Coordinate customer onboarding and product adoption • Develop advanced knowledge of refractive and intraocular lens products, surgical technologies, workflows, and industry trends • Deliver product demonstrations, evaluations, educational programs, and training sessions • Support clinicians and surgical teams during product evaluations and implementation • Collaborate with Clinical Applications Specialists and internal subject matter experts • Gather and analyze market intelligence, competitive activity, customer feedback, and industry trends • Monitor healthcare funding initiatives, reimbursement programs, procurement opportunities, and emerging technologies • Support product launches, market development initiatives, and territory expansion strategies • Lead or support RFP, RFQ, and public tender responses • Coordinate internal resources for accurate, compliant, and competitive submissions • Navigate healthcare procurement processes, purchasing committees, and contract requirements • Support contract negotiations and implementation • Develop and maintain customer relationships and long-term strategic partnerships • Ensure customer satisfaction through responsive communication and ongoing support • Assess account infrastructure and identify opportunities to expand ZEISS solutions and product adoption • Collaborate with Sales, Marketing, Clinical Applications, Customer Care, Finance, and Operations teams • Coordinate product evaluations, installations, and customer support activities • Support national sales initiatives, conferences, educational events, and customer programs • Share market intelligence and customer feedback to support organizational decision-making • Complete forecasts, expense reports, activity reports, and required documentation • Comply with company policies, quality requirements, regulatory standards, ethical business practices, ISO requirements, and healthcare industry requirements

🎯 Requirements

• Bachelor's degree in Science, Health Sciences, Biology, Business, or a related discipline, or equivalent combination of education and experience • Three to five (3-5) years of successful sales experience within medical devices, healthcare, ophthalmology, optometry, or a related field • Experience selling refractive, intraocular lens, ophthalmic, or surgical products is considered an asset • Demonstrated experience developing new business opportunities and managing a geographic sales territory • Experience working with RFPs, RFQs, tenders, and healthcare procurement processes is preferred • Strong prospecting and new business development skills • Results-oriented with a demonstrated ability to achieve sales targets • Strong consultative selling, negotiation, and relationship management capabilities • Ability to develop territory growth strategies and business plans • Exceptional presentation and communication skills • Ability to communicate clinical, technical, and commercial information effectively • Proficiency with Salesforce CRM and Microsoft Office applications • Strong analytical and territory management capabilities • Fluent in French and English, both written and verbal, required to support customers and business operations across Canada • Eighty percent (80%) or more of time is spent traveling • Possesses the ability to secure a B1/B2 Visa to travel to the United States for required training • Extensive travel within the assigned territory, representing up to 80% of working time • Ability to travel to the United States and other required destinations for business purposes • Valid driver's license and satisfactory driving record required • Occasional evening and weekend work required • Ability to support customers throughout the Province of Quebec and travel extensively within the territory

🏖️ Benefits

• Medical • Vision • Dental • RRP • Employee Assistance Program • Paid time off including vacation, personal, and sick days • Accessible and inclusive employment practices • Barrier-free and accessible employment practices • Code-protected accommodation through any stage of the recruitment process