Key Account Manager

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!

What’s 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 account’s medium and long-term business goals, challenges, priorities, competitors, decision-making 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?

Here’s what you’ll do:

• Develop and maintain strategic, long-term, 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 product-related 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 cross-functional / 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 wet-labs 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 cross-cultural issues.

• Exceptional negotiating and diplomacy skills.

• History of signing multi-million-dollar 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.

• Bachelor’s 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 computer-aided 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:

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.