Account Manager Research Microscopy
Account Manager Research Microscopy
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Job Description
About Us:
How many companies can say theyve 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 fastpaced 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 42000 employees and have over 4000 in the US and Canada alone! Make a difference come join the team!
Location/Region: This position is located in Toronto area and will cover the Ontario.
Whats the role
As a Account Manager you get to work with an astonishing team that plays a vital role with Zeiss products. Show case your skills and experience with process enhancement and sales excellence.
Sound Interesting
Heres what youll do:
The Account Manager role is a highly skilled technical sales position which relies heavily on consultative selling skills and the use of both the ZEISS Selling Process (ZSP) and Challenger Sales Approach to meet customer requirements and individual/territorial sales targets. Success requires strong product knowledge and application data analysis and workflow knowledge of research solutions in both the life and material sciences and outstanding levels of customer support in assigned territories and key accounts. Sales and support responsibilities include research application fields covering Neuroscience Cell Biology Cancer Biology Core Laboratories Infectious Disease and others within an academic pharmaceutical and biotech environment. Technical knowledge of each solution within the current ZEISS RMS portfolio and associated microscopy applications combined with excellent time management and interpersonal skills are required to be successful in this position. Creative problem solving tenacity team player selfmotivation skilled negotiation and leadership with a can do attitude are a few traits for success in this role. At all times conduct in accordance with company guidelines and standards is expected.
- Followup with customers (email/phone calls) with sense of urgency (within 24 hours) on leads received from business development team.
- Track convert or disqualify leads in CRM in a timely manner (within seven days).
- Use ZSP and Challenger sales techniques to qualify leads and opportunities and advance them to completion; the primary sales function requires IG (information gathering)1 (customer needs budgets timeline assessment) capability across the entire portfolio (product application and functionality) and full responsibility for nonSystems as defined (including strong presentation skills for information sharing (IS) both inlab as well as online/remote).
- Drive discussion and demonstrate technical competency in discussions and during demonstrations on the core lightmicroscopy portfolio.
- Initiate control and drive a sales motion from answering leads through IG/IS and close of the sale and lead by influence to ensure team effectiveness with Product and Applications Sales Specialist (PASS) and other direct and Business Partner colleagues.
- Regular and detailed CRM Maintenance to ensure a funnel is current with all opportunities properly characterized key fields maintained to ensure forecasting is accurate at a regular interval set by the Head of Sales and RSM (weekly/biweekly).
- Maximal usage of Customer facetoface interactions 75 onsite in nonCOVID environment) related to selling support relationship development and customer retention including the customers functional partners such as procurement departmental supervisors and all key contributors to the customers success within their organization.
- Seek active feedback sales strategy and coaching from Head of Sales & PASS Managers and colleagues on sales motions and team dynamics.
- Initiate coordinate and drive business development activities e.g. organizing lunch & learns product demonstrations and workshops (separate from Roadshows organized by the marketing) to maintain campus presence and generate new leads.
- Works to establish expectations with the customer and supports and manages the customer as their advocate when things do not go as planned.
- Generate quotes and proposals which are technically accurate meet the demands/needs of the customer applications and create value for the customer.
- Establish a working relationship with the backoffice Sales Support Administrator and Logistics Coordinator in order to streamline booking orders and delivery of systems.
- Coordinate with PASS and Service stakeholders (CSE RFSM PASS PASS Manager) and customer for a successful installation on LM/EM/XRM systems to ensure Customer Acceptance Certificate is signed off prior to training.
- Completes the CPO (Customer Perfect Order) form within 30 days (unless not possible) for each qualifying order.
- Exhibits appropriate care and handling of demo equipment and follow receiving and ontime return procedures.
- Responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks.
- Actively engages in personal development (leverages the content available on the ZEISS CurioZ online training portal as well as selfinspired development of knowledge as it relates to the role).
Do you qualify
- M.Sc. or Ph.D. in biological sciences or bioengineering preferred from an accredited college or university. Working knowledge of highend microscopy including laser scanning microscopy and imaging techniques beyond simple image capture and manipulation (e.g. automated time lapse with Zstack etc..
- Sound knowledge and understanding of Laboratory Safety requirements for BSL1 BSL2 and when required BLS3 environments as well as specimen handling of Level 3 (and below) pathogenic biohazards (e.g. bacteria viruses fungi parasites and prions).
- Good knowledge of MS Office and strong presentation skills required in both inperson and virtual environments.
- Good knowledge of data analysis.
- Prior experience in technical sales and managing a field coverage area for technical sales or product support preferred.
- Positive can do attitude coupled with a willingness to continuously acquire product and application knowledge independently.
- Other businessrelated work experience in direct client facing roles with a successful track record are welcome.
- Knowledge and experience in biological applications and workflow solutions including image analysis and bioinformatics a huge plus.
- Capable and willing to engage customers in their workspace/environment including BSL 2 and BSL3 facilities.
- Willingness and ability to travel domestically and overseas. In addition to sales function may asked to work in assigned teams on defined projects as directed by management.
- Must have driving record in good standing a valid Canadian. driver license and be able to drive a company provided car/van.
- Remote working environment with approx. 75 of time spent onsite at customer locations.
- Must have ability to present in a professional manner in person and from home office environment.
We have amazing benefits to support you as an employee at ZEISS!
Medical
Vision
Dental
RPP
Employee Assistance Program
Paid time off including vacation personal and sick days
The list goes on!
ZEISS is an equal opportunity employer.
Your ZEISS Recruiting Team:
Jo Anne MittelmanCOVID19 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 COVID19 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 barrierfree and accessible employment practices. Should you require Codeprotected accommodation through any stage of the recruitment process please make them known when contacted and we will work with you to meet your needs.
Required Experience:
Manager
Employment Type
Full-Time
