Key Account Manager - Ophthalmology

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!

Whats the role

As a Key Account Manager you get to work with an astonishing team that plays a vital role Carl Zeiss Canada Ltd. Show case your skills and experience with process enhancement by being responsible for managing a regional territory of large strategic influential and / or highly complex accounts as defined by ZEISS to represent all ZEISS products services and available resources relevant to that account. Proactively develops effective business relationships with existing decision makers while establishing and building new partnerships within new defined growth areas.

The Key Account Manager is responsible for identifying opportunities developing proposals and business plans. The individual has a deep understanding of the key accounts medium and longterm business goals challenges priorities competitors decisionmaking processes and purchase criteria. He or she coordinates and participates in meetings with influencers in the account and brings in subject matter experts from ZEISS for evaluations demos and trials or in the development of proposals to be most effective. Subject matter experts would include product managers and product specialists sales managers sales directors service managers or executives as required. The Key Account Manager will be responsible for developing excellent product knowledge and an awareness of market conditions as well as communicating ideas market trends and competitive activities.

The Key Account Manager commits to an annual sales plan writes specific objectives and forecasts orders and expected revenue monthly.

Sound Interesting

Heres what youll do:

• Develop and maintain strategic longterm trusting relationships with key customers.

• Monitor and assess competitive environment and market dynamics to anticipate opportunities and prepare for potential objections as they relate to clinical economic or other productrelated challenges.

• Builds and maintains an understanding of the needs and issues of key stakeholders within the hospital / clinic environment; engages in conversation to uncover underlying or unexpressed clinical / customer needs; creates awareness of ZEISS products by conveying the best use of each product based on patient needs according to ZEISS guidelines.

• Identify practice development requirements and organize resources accordingly.

• Evaluate potential account transformation requirements and elaborate a plan.

• Leverage commercial integration / selling solutions using the complete Ophthalmology product portfolio with emphasis on working as a crossfunctional / product team.

• Develop and implement synergy opportunities among Product Specialists Clinical Application Specialists Regional Sales and Service Coordinators Support Sales Practice Development and other corporate partners.

• Schedule personalized sales presentations and business plans to key stakeholders.

• Ensure optimal turnkey implementation of solutions and follow up on the operation utilization and application of our solutions.

• Educate clinical staff on how to promote the benefits of Zeiss products over other competitive platforms.

• Direct customer inquiries to appropriate resources.

• Develop and coordinate ZEISS resident programs.

• Attend and support trade shows conferences exhibits seminars and wetlabs as approved.

• Educate and support referral network as required.

• Attain or exceed yearly revenue goals for territory of responsibility.

• Ensure that Key Account Management KPI targets are met.

• Provide timely accurate and constructive written and oral communications regarding expected sales and planned monthly activity.

• Provide feedback to management on sales trends.

• Other Key and Strategic Account Management tasks as assigned.

• Note: Essential functions may not be limited to the tasks and responsibilities listed within this section. Ordering of essential functions does not necessarily reflect importance of item.

Do you qualify

• Strong organizational communication and presentation skills.

• Excellent verbal written consultative teaching and interpersonal communication skills and awareness of crosscultural issues.

• Exceptional negotiating and diplomacy skills.

• History of signing multimilliondollar contracts within large / influential hospital / clinical accounts.

• Leadership skills.

• Capable of working independently; exercising independent judgment with minimum supervision.

• 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.

• Experience required in government RFPs and contracts.

• Ability to work with customers in intense surgical environment.

• Proven track record of sustained sales success maintaining peak performances to at least the top 20 in sales rankings.

• Bachelors degree is required.

• Proven experience in Key / Strategic Account Management.

• Minimum of 2 years of Surgical capital equipment / consumable sales experience is mandatory.

• Strong computer skills and affinity for computeraided data analysis products.

• Must possess a valid motor vehicle license.

Working Environment:

• While performing the duties of this role the employee is regularly required to sit talk hear and use hand tools objects or controls. The employee is occasionally required to stand walk and reach with his hands and arms. The employee must occasionally lift and / or move up to 80 pounds.

• Ability to travel as much as 70 of the time. Overnight travel maybe required and some occasional weekend work.

• Must be able sit for prolonged periods in an automobile/airplane. May be standing for long periods of time.

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

• Medical

• Vision

• Dental

• RPP

• Employee Assistance Program

• Vacation and sick pay

• The list goes on!

ZEISS is an equal opportunity employer.

Your ZEISS Recruiting Team:

COVID19 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.