Account Manager

ZEISS Group•Remote - USA WA, WA

7d•$66,000 - $82,000

About The Position

ZEISS is seeking an Account Manager to manage key customer relationships and maximize revenue and customer satisfaction across the Washington and Oregon territory. The ideal candidate resides in the Seattle market. The role combines technical sales of ZEISS microscopy products with customer relationship development, opportunity management, demonstrations, system installation, and ongoing training and support. It involves frequent customer contact, including up to 75% onsite interaction depending on the assigned territory, as well as digital meetings and demonstrations where appropriate. The Account Manager follows up on leads, qualifies and advances sales opportunities, maintains accurate CRM records and forecasts, and develops tailored sales approaches for customers. The position requires technical knowledge of microscopy products and applications, effective presentations, coordination with internal teams and business partners, and an active role in supporting successful customer installations and use of equipment. The role also includes business development activities, personal development, and adherence to ZEISS safety, ethical, and professional standards.

Requirements

Bachelor’s degree or higher in Life Sciences or Bioengineering from an accredited college or university.
Good knowledge of MS Office.
Strong presentation skills for in-person and virtual settings.
Sound knowledge and understanding of laboratory safety requirements for BSL-1 and BSL-2 environments and, when required, BSL-3 environments.
Knowledge of specimen handling for Level 3 and below pathogenic biohazards, including bacteria, viruses, fungi, parasites, and prions.
Positive, can-do attitude and willingness to continuously acquire product and application knowledge independently.
Professional communication, ethical conduct, adaptability, emotional intelligence, integrity, problem-solving, time management, and prioritization skills.

Nice To Haves

Working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation, such as automated time lapse with Z-stack.
Experience in Life Sciences, Bioengineering, or analytical fields applying widefield fluorescence and confocal microscopy to research applications.
Experience in technical sales or product support with field coverage responsibility, and/or research experience in a laboratory environment.
Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics.

Responsibilities

Follow up with customers on business-development leads within 24 hours and track, convert, or disqualify leads in CRM.
Qualify leads and progress opportunities toward order conversion using ZSP and Challenger sales techniques, including assessing customer needs, budgets, timelines, stakeholders, and competition.
Explain and position ZEISS products across the portfolio, including product benefits, differentiators, applications, functionality, and competitive positioning.
Conduct sales discussions and demonstrations on the core light-microscopy portfolio and maintain technical competency through ongoing product and technology education.
Drive the sales process from lead response through customer needs assessment, solution presentation, and closing.
Maintain Salesforce CRM records and opportunity data, and keep the sales funnel and forecasts current at the intervals set by sales leadership.
Maximize customer face-to-face interactions, including selling, support, relationship development, retention, and engagement with customer stakeholders and functional partners.
Use digital communication and virtual demonstrations where appropriate to serve remote accounts or support sales productivity and profitability.
Collaborate with cross-functional teams and seek feedback, sales strategy, and coaching from managers and colleagues.
Organize business-development activities such as lunch-and-learns, product demonstrations, and workshops to build campus presence and generate leads.
Set customer expectations and advocate for customers when issues arise.
Prepare technically accurate quotes and proposals that address customer applications and create value.
Work with Sales Support and Logistics to streamline order booking and delivery.
Coordinate with relevant internal stakeholders and customers for successful LM, EM, and XRM installations and obtain signed Customer Acceptance Certificates before training.
Complete the Customer Perfect Order form within 30 days of each qualifying order unless circumstances prevent it.
Care for demonstration equipment and follow receiving and return procedures; optimize onsite and virtual demo resources and leverage existing installations when appropriate.
Install sold equipment and integrate, calibrate, and troubleshoot hardware and software components.
Provide initial and ongoing training and support following system installation to support successful use in lab imaging applications.
Work with local business partners to provide portfolio coverage aligned with company strategy.
Use initiative, goal orientation, problem-solving, time management, and prioritization to carry out the role.
Communicate professionally, effectively, and promptly in writing and verbally, internally and externally.
Act ethically and uphold ZEISS values and the Code of Conduct; demonstrate professionalism, adaptability, emotional intelligence, and integrity.
Take personal safety precautions when visiting labs and institutions, including awareness of laboratory behavior and risks.
Engage in personal development using the ZEISS CurioZ training portal and independent learning.