Account Manager - Surgical Ophthalmology -

ZEISS Group•Montreal, QC

11d•Onsite

About The Position

The Surgical Ophthalmology Account Manager is responsible for generating new business sales and profits within a specific territory. This role requires committing to an annual sales plan, setting specific objectives, and forecasting orders and revenue monthly. The Account Manager must develop excellent product knowledge and market awareness, report activities weekly, and represent the company with high ethical standards. Key responsibilities include communicating market trends and competitive activities to management, managing the entire sales process from lead generation to post-sale support, engaging key stakeholders (surgeons, OR directors, procurement, hospital administrators), prospecting new customers, and growing existing accounts. The role involves conducting in-depth product demonstrations, providing technical support and training, staying updated on industry trends, maintaining territory records, building strong relationships, partnering with internal teams, acting as a trusted advisor, managing the sales pipeline, and utilizing CRM tools. The Account Manager will educate medical doctors and staff on product operation and application, provide timely communications to management, assist in new product launches, develop synergy opportunities with other Zeiss teams, and ensure all administrative tasks are completed accurately and on time. A good working relationship with colleagues, service, and office personnel is vital, along with adhering to company and ISO 9001 processes and provincial/federal employment laws.

Requirements

Bachelor’s Degree in a scientific related field (health, biology, etc…), Engineering or equivalent
Minimum three to five (3-5) years of sales experience in the Healthcare field is preferred
Proactive, results-driven with a hunter mindset
High level of technical/ clinical product knowledge
Ability to manage multiple tasks
Ability to understand and communicate complex technical product features
Strong organizational and communication skills
Computer literacy in word processing, spreadsheet and database management
Exceptional negotiating and diplomacy skills
Develop expertise in product application and practice management implications
Safely operate a motor vehicle and maintain a valid motor vehicle license
Willingness to travel within the assigned territory (up to 50-70%)
Ability to travel to the U.S.A. for training
Must be willing to travel in Canada and internationally for training, meetings, exhibit support and coverage outside assigned territory
Must have a valid driver’s license and good driving record

Nice To Haves

Experience working in the Ophthalmology industry
In depth understanding of the ophthalmic surgical environment, including cataract and retinal procedures

Responsibilities

Attain or exceed yearly revenue quota and Profit & Loss for region of responsibility
Managing the entire sales process including lead generation, opportunity development, closing sales, installing equipment and providing post-sale support
Identify and engage key stakeholders, including surgeons, Operating Room (OR) directors, procurement teams, and hospital administrators
Prospect and convert new customers while managing and growing existing accounts
Conduct in-depth product demonstrations, highlighting the advanced features and clinical benefits of our surgical microscopes
Make scheduled personalized sales demonstrations to the Medical Doctors (MD) market in region of responsibility
Provide technical support and training to surgeons and OR staff on product applications
Conducting cold calls to initiate contact with potential clients and generate new business opportunities
Stay updated on ophthalmic surgical trends, competitive landscape, and industry advancements
Maintains analyzes and utilizes territory records and other information to efficiently organize, plan, execute and measure results
Build and maintain strong, long-term relationships with key accounts and decision-makers
Partner with marketing, clinical specialists, and customer support teams to enhance the customer experience
Act as a trusted advisor by providing consultative solutions tailored to surgeons' needs
Manage sales pipeline, forecast revenue, and track performance against targets
Utilize CRM tools to document customer interactions and sales activities
Educates and follows up with, Medical Doctors and staff members on the operation, utilization and application of our product to ensure overall customer satisfaction
Provide timely, accurate and constructive written and oral communications to management regarding expected sales and planned monthly activity
Be responsible and assist in market introductions and launches of new products planning
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.
Maintain currency of and adhere to applicable Company and ISO 9001 processes and procedures
Abide by provincial and federal employment laws