Account Manager

Primary Duties and Responsibilities :

• Attain or exceed yearly revenue and profit quotas for region of responsibility.
• Monitoring & reporting about sales activity, market & competitor's situation
• Scheduled personalized sales demonstrations to Customers in the Fields of Business of Visualization, Surgical Ophthalmology and Surgical Oncology market in region of responsibility.

Customers include but are not limited to Surgeons (Ophthalmology, Neuro, ENT, P+R, Spine, Gyn, Dental, General) and Oncologists as well as all training on applications and In servicing relevant hospital and clinic staff.

• Educate and follow up the Surgeons and staff members on the operation, utilization and applications of our product to insure overall customer satisfaction.
• 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, AR and DSO.

• 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.
• Abide by provincial and federal employment laws.
• Prioritizes inquires and requests while troubleshooting conflicts; ensures adequate focus-time towards company objectives.

Experience and Education Requirements :

• Bachelor’s degree
• Minimum of 5 years of Strategic and Key / Strategic Account Management and Experience.
• Minimum of 2 years of Surgical capital equipment / OR sales experience is mandatory.
• 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.
• Four (4) years Bachelor’s degree in a business related discipline or equivalent industry experience.
• 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
• provide support on key projects, including managing timelines, deliverable coordination, etc.

Your ZEISS Recruiting Team :

Jo Anne Mittelman