We are a global technology leader advancing the world of optics. #SeeingBeyond
Account Manager – Microsurgical
Location
Canada
Posted
119 days ago
Salary
0
Seniority
Senior
Job Description
Account Manager – Microsurgical
ZEISS Group
• The Account Manager is responsible for the generation of new business sales and profits (P&L) in a specific territory. • Commits to an annual sales plan, writes specific objectives, and forecasts orders, and expected revenue on a monthly basis. • The Account Manager must develop excellent product knowledge and an awareness of market conditions. • Must report on his/her activities weekly and must represent the company in keeping with the highest standards of business ethics and professionalism. • Attain or exceed yearly revenue and profit quotas for region of responsibility. • Monitoring & reporting on sales activity, market & competitor's situation. • Scheduled personalized sales demonstrations to Customers in the Fields of Business of Visualization, Surgical Ophthalmology and Surgical Oncology market in region of responsibility. • Customers include but are not limited to Surgeons (Ophthalmology, Neuro, ENT, P+R, Spine, Gyn, Dental, General) and Oncologists as well as all training on applications and in servicing relevant hospital and clinic staff. • Educate and follow up the Surgeons and staff members on the operation, utilization and applications of our product to ensure overall customer satisfaction. • Establish/ maintain good relationships with customers and accounts. • Develop and implement creative and profitable marketing approaches to the individual demands of the representative’s region. • Be responsible and assist in market introductions and launches of new products planning. • Maintain, analyze and utilize territory records and other information to efficiently organize, plan, execute and measure results. Including SOM, CRM, AR and DSO. • Provide timely, accurate, and constructive written and oral communications to management regarding expected sales planned monthly activity. • Develop and implement synergy opportunities among other Zeiss team members, companies, Carl Zeiss field service and other corporate partners when such programs arise. • All paperwork and other requested information should be furnished in a complete and timely manner. • Assist / advise the local sales administration personnel when necessary, on all matters pertaining to processing customer orders, deliveries, etc. • Review pending service jobs together with the Service team and offer any assistance that may be required in their execution. • The position requires the ability to continuously adapt to change and to represent the company as per the strategy implemented by the management, including participation in training sessions and keeping updated on technology changes. • Maintain currency of and adhere to applicable Company and ISO 9001 processes and procedures. • Abide by provincial and federal employment laws. • Prioritize inquires and requests while troubleshooting conflicts; ensures adequate focus-time towards company objectives.
Job Requirements
- Four (4) years bachelor’s degree in a business-related discipline or equivalent industry experience.
- Minimum of 3 years of Strategic and Key/Strategic Account Management and Experience.
- Minimum of 5 years of Surgical capital equipment / OR sales experience is mandatory.
- Experience working with senior-level executives, client relationship management and ability to influence decisions.
- Exceptional negotiating and diplomacy skills.
- Ability to develop and make Key/Strategic account level presentations.
- Experience required in contract negotiation and development.
- Resourceful, creative, with an ability to prioritize and proactively offer solutions.
- Strong organizational and communication skills.
- Ability to work with customers in intense surgical environment.
- Excellent verbal, written, consultative, teaching, and interpersonal communication skills and awareness of cross-cultural issues.
- 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.
- Proven track record of sustained sales success maintaining peak performances to at least the top 20% in sales rankings.
- Excellent team player, coachable and self-motivated, negotiating, closing skills are required.
- Ability to handle difficult situations and deal effectively and harmoniously with various personnel, internally and externally, at all levels.
- Must possess a valid motor vehicle license.
- Provide support on key projects, including managing timelines, deliverable coordination, etc.
Benefits
- Medical
- Vision
- Dental
- RPP
- Employee Assistance Programs
- Paid time off including vacation, personal, and sick days
Related Guides
Related Job Pages
More Account Manager Jobs
• Develop a deep understanding of partners, including their objectives, needs, and working styles • Drive adoption of products/services in collaboration with partners • Monitor usage data to support partner-led adoption efforts • Maintain accurate users lists that reflect active users • Seek opportunities for growth, specifically with user adds, within existing accounts • Serve as the product expert for services within your client base • Conduct product trainings • Assist with inbound product and research related questions • Partner with Product to ensure client feedback is integrated into product enhancement roadmaps • Partner with Marketing on campaign strategies within existing accounts
• Grow and protect brand volume, share, and profitability by executing impactful headquarter and retail selling strategies. • Strengthen customer relationships by personally engaging decision‑makers across headquarter, supervisory, and operational levels. • Leverage data, market insights, and trade‑marketing funds to build persuasive selling stories and deliver winning customer programs. • Drive efficient revenue growth by managing expenditures, maximizing brokerage and commissions, and operating within corporate budget expectations. • Lead analytics and measurement initiatives that simplify complex data into clear, compelling insights that guide future strategy. • Ensure a superior in‑store presence for assigned brands and partner with Retail Sales Managers on selling drives, product introductions, and promotional initiatives. • Develop customer business plans aligned with principal priorities while proactively communicating performance, opportunities, and needs. • Utilize digital tools and retail communication platforms (including RW3) to track distribution, manage pricing reviews, and execute customer plans. • Collaborate across Marketing, Technology, Administration, and Business Management to deliver principal and company objectives. • Provide regular feedback on program effectiveness and contribute ideas that strengthen organizational capacity and customer value. • Lead, mentor, and support direct reports (where applicable), including coaching, performance reviews, and professional development. • Stay current on market activity, competitive insights, and customer strategies to ensure our clients maintain a winning edge. • Support special projects and additional assignments as needed to advance team and client priorities. • Travel 50 weeks out of the year to GA, TN, and the Carolinas.
• Identify, initiate, and grow partnerships that influence or serve mid-market customers in the U.S. • Develop strategic relationships with software platforms, accounting ecosystems, channel partners, and vertical associations (Nonprofit, Construction, Government, Education, and Industrial Manufacturing). • Generate a prospect pipeline through cold outreach and discovery calls to build a portfolio of critical partners in the finance sector. • Lead scoping discussions with prospective and existing Tier 1 partners to identify market penetration opportunities. • Define partnership strategy aligned with revenue and ICP goals to maximize market penetration. • Lead C-suite relationships for Tier 1 partners and drive strategic plans for high-impact accounts. • Own all partnership outcomes, including partner-sourced pipeline, revenue growth, and card spend. • Mentor the team on deal strategy and executive presence to elevate collective performance. • Build repeatable partner motions and serve as the lead escalation point for complex negotiations. • Deepen existing relationships to drive incremental revenue, card spend, and platform adoption. • Develop a deep understanding of the PEX platform—including corporate cards, expense management, disburse cards, vendor payments, and integrations—to map solutions to partner challenges. • Establish and maintain a high-quality partnership pipeline within Salesforce to track outcomes and revenue impact. • Elevate PEX’s visibility within key partner ecosystems supporting mid-market ICP customers. • Work closely with Sales, Product, Marketing, and Customer Success to ensure alignment on partner execution and shared workflows. • Communicate partner feedback to the Product team to influence the development of integrations or referral pathways.
• Own retention and net revenue expansion targets within the US East and EMEA regions • Coach, mentor, and develop your team in identifying expansion opportunities and developing growth strategies • Develop and implement rigorous account planning and customer engagement framework that yields high-value customer outcomes and retention • Build a culture of operational excellence with disciplined forecasting, pipeline hygiene, and rigorous execution cadences • Support Account Managers with oversight of customer health, assess renewal risk, taking proactive measures to address customer needs • Partner with cross-functional teams to unlock customer value and represent the voice of clients to ensure delivery of a frictionless customer experience and transform customer insights into actionable priorities improving Alation’s GTM strategies and products • Maintain active involvement with your teams’ accounts, frequently leading Quarterly Business Reviews (QBRs), negotiating renewals and expansions, and attending customer meetings in person and virtually • Champion Alation’s data intelligence and AI-driven solutions to help customers achieve trusted, innovative outcomes at scale
