The Surgical Ophthalmology Account Manager is responsible for the generation of new business sales and profits (P&L) in a specific territory. Commits to an annual sales plan, writes specific objectives, and forecasts orders, and expected revenue on a monthly basis. The Surgical Ophthalmology Account Manager must develop excellent product knowledge and an awareness of market conditions. Must report on his/her activities weekly and must represent the company in keeping with the highest standards of business ethics and professionalism. The Surgical Ophthalmology Account Manager is responsible for communicating with management any ideas, market trends or competitive activities.
Primary Duties and 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.
- 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.
Experience, Skills and Education 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.
- Experience working in the Ophthalmology industry is an asset.
- The ideal candidate will be proactive, results-driven with a hunter mindset.
- High level of technical/ clinical product knowledge.
- Ability to manage multiple tasks.
- In depth understanding of the ophthalmic surgical environment, including cataract and retinal procedures is an asset.
- 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.
Working Conditions and Special Demands:
- Extensive travel is required by automobile and/or air. 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.
- The demonstration of product can require weekend work and frequent traveling.
- At times the company may move employees to different locations as requirements change.
Your ZEISS Recruiting Team:
Jo Anne Mittelman
As part of our recruitment process, we currently do not use Artificial Intelligence (AI) to assess applications or make hiring decisions. This job posting is for an existing vacancy.
Accommodation
ZEISS is committed to creating an accessible and inclusive organization. We are committed to providing barrier-free and accessible employment practices. Should you require Code-protected accommodation through any stage of the recruitment process, please make them known when contacted and we will work with you to meet your needs.