Account Manager

ZEISS Group•Remote - USA CA, CA

7d•$78,000 - $98,000

About The Position

The Account Manager is responsible for managing key customer relationships to maximize revenue and ensure customer satisfaction. The role develops tailored sales strategies, analyzes accounts, tracks customer interactions in Salesforce CRM, coordinates cross-functional teams to deliver customized solutions, and identifies opportunities to grow business through upselling and cross-selling. The ideal candidate resides in Los Angeles and covers the greater area. This is a field-sales role focused on ZEISS light-microscopy products and related applications. The Account Manager follows up on leads, qualifies and advances opportunities through the sales process, maintains an accurate sales funnel, develops customer relationships, and organizes activities that generate new business. The role also involves product demonstrations, preparing quotes and proposals, coordinating orders and installations, installing equipment, and providing initial and ongoing customer training and support. The position requires technical competency in microscopy and imaging applications, professional communication, and the ability to work in customer laboratory environments, including BSL-2 and BSL-3 facilities. Field work may involve spending up to 75% of time onsite at customer locations and approximately 50% overnight travel, including domestic and overseas travel. The annual pay range is $78,000–$98,000, with eligibility for a performance bonus or sales commissions. ZEISS offers medical plans, a retirement savings plan, paid time off, and other benefits.

Requirements

Bachelor’s degree or higher in Life Sciences or Bioengineering from an accredited college or university.
Sound knowledge and understanding of laboratory safety requirements for BSL-1 and BSL-2 environments and, when required, BSL-3 environments, as well as handling Level 3 and lower pathogenic biohazard specimens.
Good knowledge of Microsoft Office.
Strong presentation skills in person and in virtual environments.
Positive, can-do attitude and willingness to continuously develop product and application knowledge independently.
Willingness and ability to travel domestically and overseas.
Ability to lift heavy equipment crates weighing approximately 75 pounds.
Valid U.S. driver’s license, a driving record in good standing, and ability to drive a company-provided car or van.
Ability to engage customers in their workspace, including BSL-2 and BSL-3 facilities.
Ability to present professionally from a home-office environment.

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 applying widefield fluorescence and confocal microscopy to life-sciences, bioengineering, or analytical research applications.
Technical sales, field-area coverage, product-support, or laboratory research experience in Life Sciences, Bioengineering, or analytical fields.
Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics.

Responsibilities

Follow up with business-development leads by email, phone, video call, or webchat within 24 hours, and track, convert, or disqualify leads in the CRM.
Qualify leads and advance opportunities to orders using ZSP and Challenger sales techniques, assessing customer needs, budgets, timelines, stakeholders, and competitors.
Present and position the ZEISS product portfolio, including non-Systems products, and conduct in-lab and remote presentations.
Lead sales discussions and demonstrate technical competency in the core light-microscopy portfolio; maintain current product and technology knowledge.
Manage the sales process from initial lead response through customer needs assessment, presentation, and close.
Maintain Salesforce CRM records and opportunity details to keep the sales funnel and forecasts accurate at the intervals set by sales leadership.
Maximize face-to-face customer interactions, develop relationships with customer stakeholders, and build the customer network within the assigned territory.
Use digital communication methods, online marketplaces, and virtual demonstrations where appropriate to support remote accounts and lower-cost product lines.
Collaborate with cross-functional teams and contribute customer insights, ideas, and strategies to the sales team.
Seek feedback, sales strategy guidance, and coaching from RSM and PASS managers and colleagues.
Organize business-development activities such as lunch-and-learns, product demonstrations, and workshops to maintain 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 needs and provide value.
Coordinate with the Sales Support Administrator and Logistics Coordinator to facilitate order booking and delivery.
Coordinate with PASS, SASS, Service stakeholders, and customers on LM, EM, and XRM system installations, and ensure the Customer Acceptance Certificate is signed before training.
Complete the Customer Perfect Order form within 30 days for each qualifying order, unless completion is not possible.
Handle demonstration equipment appropriately and follow receiving and return procedures; optimize demo resources and use existing installations for demonstrations when appropriate.
Install sold equipment across varied product lines, integrating, calibrating, and troubleshooting hardware and software components.
Provide initial and ongoing system training and support following installation to support laboratory and imaging-application success.
Work with local business partners to provide portfolio coverage in alignment with company strategy.
Apply initiative, goal orientation, problem-solving, time management, and prioritization in the role.
Communicate professionally, effectively, and promptly with internal and external stakeholders, in writing and verbally.
Uphold ZEISS values and the Code of Conduct, demonstrating ethical behavior, professionalism, adaptability, emotional intelligence, and integrity.
Take personal safety precautions when visiting laboratories and institutions, including understanding basic laboratory behavior and risks.
Engage in personal development using the ZEISS CurioZ training portal and independent learning relevant to the role.