Key Account Manager - Biotech Pharma

ZEISS

6d•$77,000 - $110,000•Hybrid

About The Position

The Key Account Manager is a high-impact technical sales role focused on expanding into new Biotech, Pharma, and Industrial accounts via consultative selling and delivering end-to-end solutions. You will drive growth by identifying and winning new business opportunities while simultaneously serving as the strategic lead for an existing portfolio to ensure long-term retention and revenue expansion. Success requires understanding of industry applications, building new accounts, strong product knowledge and exceptional customer support to meet sales targets and foster long-term relationships in the industry. Creative problem solving, tenacity, team-player, self-motivation, skilled negotiation, time management, interpersonal skills and leadership are a few traits for success in this role. Strategic Market Growth & Prospecting Proactively identify, prospect, and qualify new business opportunities within Biotech, Pharmaceutical, Pre-clinical, CRO, and R&D sectors through outbound outreach, networking, and industry research. Conduct discovery sessions to uncover prospect pain points; deliver tailored presentations demonstrating ROI on key applications such as high-content screening (HCS), drug discovery, 3D cellular imaging, and super-resolution microscopy. Deliver high-impact technical presentations to Key Opinion Leaders (KOLs), Lab Managers, and Procurement heads, on key solutions, services and capabilities focused on how advanced automated microscopy reduces Time to Market (TTM) . Monitor industry trends and competitor activity to identify emerging market segments and refine the value proposition for the CRO market , specifically focusing on data reproducibility and multi-site scalability. Lead the end-to-end sales cycle for capital equipment and microscopy-as-a-service solutions, including RFP responses and complex contract negotiations. The ZEISS Sales Process (ZSP) & Technical Execution Utilize ZSP and Challenger Sales techniques to qualify opportunities and disrupt the status quo . Own the IG-1 (Information Gathering) phase: assessing customer needs, budgets, and timelines across the entire portfolio (product, application, and functionality). Maintain full responsibility for sales while leading by influence to ensure team effectiveness when collaborating with Product and Applications Sales Specialists (PASS) on complex system sales. Drive the sales motion from lead response through IS (Information Sharing) and final closure, utilizing both in-lab and remote/online presentation platforms. Operational Excellence & Account Management Serve as the primary technical and commercial liaison for established accounts, ensuring imaging systems remain optimized for regulatory-compliant workflows (e.g., GMP/GLP). Demonstrate a high sense of urgency by responding to new leads within 24 hours and ensuring all CRM data is converted or disqualified within seven days. Maintain rigorous CRM hygiene to ensure the sales funnel is current and forecasting is accurate for the Head of Sales. Prioritize high-touch relationship building through maximal face-to-face interaction (target 75% onsite presence), engaging not only with end-users but also with procurement, supervisors, and key decision-influencers. Internal Collaboration & Logistics Generate technically accurate quotes and proposals that align with customer application demands while maximizing value. Partner with Sales Support and Logistics to streamline order booking and system delivery. Coordinate with Service stakeholders (FSE, PASS) to manage successful installations for systems , ensuring the Customer Acceptance Certificate is secured prior to training. Ensure administrative precision by completing the CPO (Customer Perfect Order) form within 30 days of qualifying orders. Responsible for the meticulous care of demo equipment and ensuring the timely execution of return procedures. Safety & Professional Development Maintain a high awareness of laboratory risks and uphold rigorous personal safety standards when visiting client institutions. Proactively engage in personal development via the CurioZ online training portal and self-inspired learning to remain an expert in advanced microscopy solutions.

Requirements

Master’s or Ph.D. in Life Sciences, Biotechnology, Pharmaceutical Sciences, Engineering, or a related field.
Minimum of 3–5 years of experience in account management, sales, or business development within the biotech, pharma, or industrial sectors. A proven track record in selling high-value laboratory instrumentation is required.
Working knowledge of advanced microscopy, specifically Laser Scanning Confocal Microscopy (LSM) and Super-Resolution techniques. Candidates must understand imaging beyond simple capture, including automated time-lapse, Z-stacking, and tiling, with a strong emphasis on their practical applications in an industrial R&D or QA/QC environment.
Knowledge and experience in biological applications and end-to-end workflow solutions are essential.
Proven success in managing and growing key accounts within a technical or scientific field. Prior experience managing a field coverage area for technical sales or product support is preferred.
Sound knowledge of Laboratory Safety requirements for BSL-1 and BSL-2 (BSL-3 preferred), including the safe handling of Level 3 pathogenic biohazards (bacteria, viruses, fungi, parasites, and prions).
Strong proficiency in MS Office, CRM platforms (e.g., Salesforce), and virtual presentation tools. Must demonstrate the ability to deliver compelling technical presentations in both in-person and remote environments.
Proficiency in English is required; Bilingualism (English/French), written and oral, is preferred.
A positive “can-do” attitude with a high degree of self-motivation and a willingness to continuously acquire complex product and application knowledge independently.
Must be legally eligible to work in Canada and provide valid documentation upon request.
Must hold a valid passport and be legally eligible for international business travel (USA/EU).
Capable and willing to engage customers directly within their workspace, including BSL-2 and BSL-3 (Biosafety Level) facilities.
Must be willing and able to travel domestically and overseas . This includes attending international trade shows, corporate meetings, and participating in global project teams as directed by management.
Ability to lift and maneuver heavy equipment crates (approximately 75 lbs ) required for system transport and set-up.
Must maintain a driving record in good standing and hold a valid Canadian driver’s license to operate a company-provided car or van for territory coverage.
Must have the ability to present in a professional and polished manner, whether in person at a client site or from a remote home-office environment.

Nice To Haves

Expertise in image analysis, bioinformatics, and AI-driven data quantification is considered a significant asset.
Prior experience managing a field coverage area for technical sales or product support is preferred.
Bilingualism (English/French), written and oral, is preferred.

Responsibilities

Proactively identify, prospect, and qualify new business opportunities within Biotech, Pharmaceutical, Pre-clinical, CRO, and R&D sectors through outbound outreach, networking, and industry research.
Conduct discovery sessions to uncover prospect pain points; deliver tailored presentations demonstrating ROI on key applications such as high-content screening (HCS), drug discovery, 3D cellular imaging, and super-resolution microscopy.
Deliver high-impact technical presentations to Key Opinion Leaders (KOLs), Lab Managers, and Procurement heads, on key solutions, services and capabilities focused on how advanced automated microscopy reduces Time to Market (TTM)
Monitor industry trends and competitor activity to identify emerging market segments and refine the value proposition for the CRO market , specifically focusing on data reproducibility and multi-site scalability.
Lead the end-to-end sales cycle for capital equipment and microscopy-as-a-service solutions, including RFP responses and complex contract negotiations.
Utilize ZSP and Challenger Sales techniques to qualify opportunities and disrupt the status quo
Own the IG-1 (Information Gathering) phase: assessing customer needs, budgets, and timelines across the entire portfolio (product, application, and functionality).
Maintain full responsibility for sales while leading by influence to ensure team effectiveness when collaborating with Product and Applications Sales Specialists (PASS) on complex system sales.
Drive the sales motion from lead response through IS (Information Sharing) and final closure, utilizing both in-lab and remote/online presentation platforms.
Serve as the primary technical and commercial liaison for established accounts, ensuring imaging systems remain optimized for regulatory-compliant workflows (e.g., GMP/GLP).
Demonstrate a high sense of urgency by responding to new leads within 24 hours and ensuring all CRM data is converted or disqualified within seven days.
Maintain rigorous CRM hygiene to ensure the sales funnel is current and forecasting is accurate for the Head of Sales.
Prioritize high-touch relationship building through maximal face-to-face interaction (target 75% onsite presence), engaging not only with end-users but also with procurement, supervisors, and key decision-influencers.
Generate technically accurate quotes and proposals that align with customer application demands while maximizing value.
Partner with Sales Support and Logistics to streamline order booking and system delivery.
Coordinate with Service stakeholders (FSE, PASS) to manage successful installations for systems , ensuring the Customer Acceptance Certificate is secured prior to training.
Ensure administrative precision by completing the CPO (Customer Perfect Order) form within 30 days of qualifying orders.
Responsible for the meticulous care of demo equipment and ensuring the timely execution of return procedures.
Maintain a high awareness of laboratory risks and uphold rigorous personal safety standards when visiting client institutions.
Proactively engage in personal development via the CurioZ online training portal and self-inspired learning to remain an expert in advanced microscopy solutions.