Job Description

What we\'re looking for:

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 the 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, teamplayer, self-motivation, skilled negotiation and leadership with a \xe2\x80\x9ccan do\xe2\x80\x9d attitude are a few traits for success in this role. At all times, conduct in accordance with company guidelines and standards is expected.

What you\'ll do:

• Follow-up with customers (email/phone calls) with a \xe2\x80\x9csense of urgency\xe2\x80\x9d (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 non-Systems as defined (including strong presentation skills for information sharing , both in-lab as well as online/remote)
• Drive discussion and demonstrate technical competency in discussions and during demonstrations on the core light-microscopy 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 face-to-face interactions (75% onsite in non-COVID environment) related to selling, support, relationship development, and customer retention, including the customer\xe2\x80\x99s functional partners such as procurement, departmental supervisors, and all key contributors to the customer\xe2\x80\x99s 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 back-office 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 on-time 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 self-inspired development of knowledge as it relates to the role)

Who you are:

• Ph.D. in biological sciences or bio-engineering preferred from an accredited college or university. Working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation (e.g., automated time lapse with Z-stack, etc.).
• Sound knowledge and understanding of Laboratory Safety requirements for BSL-1, BSL-2, and when required BLS-3 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 in-person 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 \xe2\x80\x9ccan do\xe2\x80\x9d attitude coupled with a willingness to continuously acquire product and application knowledge independently.
• Other business-related 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

Working Conditions and Special Demands:

• Capable and willing to engage customers in their workspace/environment, including BSL -2 and BSL-3 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.
• Lifting of heavy equipment crates required; crate weight ~ 75 lbs.
• 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 on-site at customer locations.
• Must have ability to present in a professional manner in person and from home office environment

Your ZEISS Recruiting Team: John Rapea

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.

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