Account Manager IOL-Surgical Implants

ZEISS Group; Edmonton; On-site; CAD 90,000 - 130,000; Full time

Benefits offered by this job

Medical

Vision

Dental

Employee Assistance Programs

Vacation and sick pay

Vacation and sick pay

Job summary

A global technology leader is seeking an experienced Account Manager based in Alberta to generate new business sales in the Surgical Ophthalmology market. The role requires a Bachelor's degree and a minimum of 2-5 years in Strategic Account Management, strong negotiation, and communication skills. Responsibilities include maintaining customer relationships, monitoring sales activity, and adapting to market changes. The position offers excellent benefits and a supportive work environment.

Qualifications

• Minimum 2 - 5 years of Strategic Account Management experience.
• Experience in Surgical/OR sales is mandatory.
• Strong knowledge of ophthalmic products, particularly IOLs.
• Experience with senior executives and client relationships.
• Excellent negotiating and diplomacy skills.
• Ability to present at the Key/Strategic account level.
• Contract negotiation experience.
• Strong organizational and communication skills.
• Knowledge of ophthalmic products, especially IOLs.
• Valid driver's license.
• Ability to travel to USA and Germany for training.

Responsibilities

• Generate new business sales and profits in a specific territory.
• Establish and maintain relationships with customers and accounts.
• Monitor and report on sales activity and market conditions.
• Educate surgeons on operation and applications of our products.
• Maintain strong customer relationships and accounts.
• Develop marketing approaches for the region.
• Assist with product launches and market introductions.
• Maintain territory data and plan results.
• Communicate monthly activity to management.
• Collaborate with ZEISS teams and partners on programs.
• Prepare required paperwork promptly.
• Support service and order processing as needed.
• Adapt to change and participate in training.
• Maintain working relationships with colleagues and staff.
• Adhere to ISO 9001 processes.
• Represent and sell IOLs and surgical consumables.
• Recommend IOLs to physicians.
• Manage account consignment inventory.
• Ability to visit USA and Germany for training.
• Comply with employment laws.

Skills

Strategic Account Management

Negotiating skills

Strong communication

Client relationship management

Cross-cultural communication

Cross-functional

Market Analysis

Education

Bachelor's degree

Job description

About Us

How many companies can say they’ve been in business for over 177 years?! Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the everchanging environments in a fast-paced world, meeting it with cutting edge of technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team!

Location

This position is located in Alberta.

What’s the role?

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.

Here’s What You’ll Do

• 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 Surgical Ophthalmology market in region of responsibility. Customers include but are not limited to Surgeons (Ophthalmology) as well as 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.
• 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.
• Represent and sell IOLs and surgical consumables.
• Recommend and calculate IOLs to physicians, practices and staff.
• Manage account consignment inventory.
• Ability to visit USA and Germany for training.
• Abide by provincial and federal employment laws.

Do you qualify?

• Bachelor’s degree
• Minimum 2 - 5 years of Strategic Account Management and Experience.
• Minimum 2 years of Surgical/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.
• Strong knowledge of ophthalmic products, particularly IOLs, and their clinical applications
• 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.
• Four (4) years Bachelor’s degree in a business related discipline or equivalent industry experience.
• 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.

We have amazing benefits to support you as an employee at ZEISS!

• Medical
• Vision
• Dental
• RPP
• Employee Assistance Programs
• Vacation and sick pay
• The list goes on!

ZEISS is an EEO/AA/M/F/Disabled Veteran Employer

Your ZEISS Recruiting Team

Jo Anne Mittelman

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.