Account Manager - IOLs

ZEISS Group•Montreal, QC

17d•Hybrid

About The Position

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! The ideal candidate would be based in Montreal or in Quebec City. Fluent in French and proficiency in English is required. The Account Manager is responsible for the generation of new business sales and profits in a specific territory. Commits to an annual sales plan, writes specific objectives and forecasts orders and expected orders and 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. Responsible for communicating with management any ideas, market trends or competitive activities.

Requirements

Bachelor’s degree in a science related field or equivalent.
Minimum 2 - 5 years of Strategic Account Management and Experience.
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.
Computer literacy in word processing, spreadsheet and database management.
Well organized and capable of working independently; exercising independent judgment with minimum supervision.
Must possess a valid motor vehicle license

Nice To Haves

Minimum 2 years of Surgical/OR sales experience is preferred.
Strong knowledge of ophthalmic products, particularly IOLs, and their clinical applications is an asset

Responsibilities

Attain or exceed yearly revenue and profit quotas for region of responsibility.
Monitoring & reporting about sales activity, market & competitor's situation.
Schedule personalized sales demonstrations to Customers in the Field of Surgical Ophthalmology market in region of responsibility. Customers include but are not limited to Surgeons (Ophthalmology) as well as all training on applications and in servicing relevant to hospitals and clinic staff.
Educate and follow up with the Surgeons and staff members on the operation, utilization and applications of our product to ensure overall customer satisfaction.
Represent and sell Intraocular Lenses and surgical consumables.
Recommend and perform intraocular lens (IOL) calculations for physicians, clinics, and clinical staff.
Manage account consignment inventory.
Generate monthly and / or quarterly sales reports to internal management and / or customers.
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.
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 of customer orders, deliveries, etc.
Review pending service jobs together with the Service team and offering 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.
A good working relationship with colleagues, service and office personnel is vital.
Maintain currency of and adhere to applicable Company and ISO 9001 processes and procedures.
Ability to visit USA and Germany for training.
Abide by provincial and federal employment laws.
provide support on key projects, including managing timelines, deliverable coordination, etc.