Account Manager - Refractive and Intraocular lenses

Job description

About Us: How many companies can say they’ve been in business for over 179 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 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/Region: Montreal

What’s the role? The Account Manager, Refractive and Intraocular Lenses, is responsible for driving profitable sales growth and expanding ZEISS market presence within an assigned territory. The incumbent manages the full sales cycle for refractive and intraocular lens products and related technologies, from prospecting and account development through product evaluation, implementation, training, and post-sale support. The role develops strategic relationships with ophthalmologists, surgeons, clinics, hospitals, ambulatory surgical centers, and other healthcare stakeholders while achieving annual revenue, profitability, and market share objectives.

Sound Interesting? Here’s what you’ll do:

Territory Planning and Business Development

- Develop and execute an annual territory business plan, including account segmentation, growth objectives, and opportunity prioritization.

- Identify and pursue new business opportunities while expanding ZEISS market share within existing accounts.

- Conduct proactive prospecting and account development activities to generate qualified sales opportunities.

- Develop and execute strategic account plans for key customers, including stakeholder mapping, growth opportunities, retention strategies, and competitive positioning.

- Maintain accurate and timely customer records, opportunities, activities, contact information, installed equipment data, and sales forecasts within Salesforce.

- Maintain a robust sales pipeline and accurately forecast business activity through Salesforce and other reporting tools.

- Achieve or exceed assigned revenue, profitability, and market share objectives.

Sales Management and Execution

- Lead complex sales opportunities from prospecting through implementation and post-sale follow-up.

- Conduct needs assessments and develop tailored solutions that meet customer clinical and business requirements.

- Prepare and deliver commercial proposals, quotations, presentations, and business cases.

- Negotiate pricing, terms, and agreements in accordance with company guidelines.

- Coordinate customer onboarding activities to support successful product adoption.

Clinical and Product Expertise

- Develop and maintain 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 activities.

- Act as a trusted advisor by understanding customer clinical objectives, patient pathways, and operational requirements.

- Collaborate with Clinical Applications Specialists and internal subject matter experts to deliver comprehensive customer support.

Market Intelligence and Strategic Planning

- Gather and analyze market intelligence, competitive activity, customer feedback, and industry trends.

- Monitor emerging technologies, healthcare funding initiatives, reimbursement programs, and procurement opportunities.

- Identify opportunities for business growth and provide strategic recommendations to leadership.

- Support product launches, market development initiatives, and territory expansion strategies.

Proposal, Tender, and Contract Management

- Lead or support responses to Requests for Proposal (RFPs), Requests for Quotation (RFQs), and public tender opportunities.

- Coordinate internal resources to develop accurate, compliant, and competitive submissions.

- Navigate complex healthcare procurement processes, purchasing committees, and contract requirements.

- Support contract negotiations and implementation activities as required.

Customer Relationship Management

- Develop and maintain strong relationships with ophthalmologists, surgeons, clinics, hospitals, and key decision-makers.

- Build long-term strategic partnerships focused on customer success and clinical outcomes.

- Ensure high levels of customer satisfaction through responsive communication and ongoing support.

- Maintain a comprehensive understanding of the customer installed base, including ZEISS and competitive technologies, equipment, clinical workflows, purchasing history, and future capital investment plans.

- Regularly assess account infrastructure and identify opportunities to expand ZEISS solutions by aligning customer clinical, operational, and business objectives.

- Build long-term strategic partnerships focused on customer success and clinical outcomes.

- Ensure high levels of customer satisfaction through responsive communication and ongoing support.

- Identify opportunities to expand business relationships and increase product adoption.

Cross-Functional Collaboration

- Collaborate with Sales, Marketing, Clinical Applications, Customer Care, Finance, and Operations teams to deliver an exceptional customer experience.

- Work closely with internal stakeholders to 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.

Administration and Compliance

- Maintain accurate customer records, opportunity tracking, and pipeline data within Salesforce.

- Complete forecasts, expense reports, activity reports, and other required documentation within established timelines.

- Comply with company policies, quality requirements, regulatory standards, and ethical business practices.

- Ensure adherence to ISO and applicable healthcare industry requirements.

Do you qualify?

- 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.

Working Environment:

- Extensive travel within the assigned territory, representing up to 80% of working time.

- Occasional travel across Canada and internationally for meetings, conferences, training, and customer support.

- Valid driver's license and satisfactory driving record required.

- Ability to travel to the United States and other required destinations for business purposes.

- Occasional evening and weekend work required to support customer events, surgical schedules, demonstrations, and conferences

- Ability to support customers throughout the Province of Quebec and travel extensively within the territory.

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

- Medical

- Vision

- Dental

- RRP

- Employee Assistance Program

- Paid time off including vacation, personal, and sick days

- The list goes on!

The above is intended to describe the general content of and requirements for this job. It is not to be construed as an exhaustive statement of requirements, duties, or responsibilities. The Company reserves the right to interpret, amend, or otherwise modify, in whole or in part, any job description at any time, at its sole discretion.

Your ZEISS Recruiting Team: Lindsay Walker Goodman

As part of our recruitment process, we currently do not use Artificial Intelligence (AI) to assess applications or make hiring decisions. This job posting is for an existing vacancy.

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.