Job Description

Job Description

Job Description

About Us:

How many companies can say they’ve been in business for over 177 years?!

Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles ever-changing environments in a fast-paced world, meeting it with cutting edge of technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team!

Location/Region: This position is located in Alberta, Canada preferably in Calgary.

What’s the role?

The Account Manager is a technical sales role focused on consultative selling and delivering end-to-end solutions in life and material sciences. Success requires strong microscopy product knowledge, workflow expertise, and exceptional customer support to meet sales targets and build long-term relationships in academic (Neuroscience, Cell Biology, Cancer Biology, Core Laboratories, Infectious Disease), pharmaceutical, and biotech environments. 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.

Sound Interesting?

Here’s what you’ll do:

• Follow-up with customers (email/phone calls) with “sense of urgency” (within 24 hours) on leads received from business development team. Track, convert or disqualify leads in CRM in a timely manner (within seven days).
• Use ZSP and Challenger sales techniques to qualify leads and opportunities and advance them to completion; the primary sales function requires IG (information gathering)-1 (customer needs, budgets, timeline assessment) capability across the entire portfolio (product, application, and functionality), and full responsibility for non-Systems as defined (including strong presentation skills for information sharing (IS), both in-lab as well as online/remote).
• Drive discussion and demonstrate technical competency in discussions and during demonstrations on the core light-microscopy portfolio.
• Initiate, control and drive a sales motion from answering leads, through IG/IS and close of the sale, and lead by influence to ensure team effectiveness with Product and Applications Sales Specialist (PASS) and other direct and Business Partner colleagues.
• Regular and detailed CRM Maintenance to ensure a funnel is current with all opportunities properly characterized, key fields maintained to ensure forecasting is accurate at a regular interval set by the Head of Sales and RSM (weekly/biweekly).
• Maximal usage of Customer face-to-face interactions (75% onsite in non-COVID environment) related to selling, support, relationship development, and customer retention, including the customer’s functional partners such as procurement, departmental supervisors, and all key contributors to the customer’s success within their organization.
• Seek active feedback, sales strategy and coaching from Head of Sales & PASS Managers and colleagues on sales motions and team dynamics.
• Initiate, coordinate, and drive business development activities e.g., organizing lunch & learns, product demonstrations and workshops (separate from Roadshows organized by the marketing) to maintain campus presence and generate new leads.
• Works to establish expectations with the customer and supports them as their advocate when things do not go as planned.
• Generate quotes and proposals which are technically accurate, meet the demands/needs of the customer applications and create value for the customer.
• Establish a working relationship with the back-office Sales Support Administrator and Logistics Coordinator to streamline booking orders and delivery of systems.
• Coordinate with PASS and Service stakeholders (CSE, RFSM, PASS, PASS Manager) and customers for a successful installation to ensure Customer Acceptance Certificate is signed off prior to training.
• Complete the CPO (Customer Perfect Order) form within 30 days (unless not possible) for each qualifying order.
• Exhibits appropriate care and handling of demo equipment and follow receiving and on-time return procedures.
• Responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks.
• Actively engages in personal development (leverages the content available on the ZEISS CurioZ online training portal, as well as self-inspired development of knowledge as it relates to the role).

About Us:

How many companies can say they’ve been in business for over 177 years?!

Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles ever-changing environments in a fast-paced world, meeting it with cutting edge of technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team!

Location/Region: This position is located in Alberta, Canada preferably in Calgary.

What’s the role?

The Account Manager is a technical sales role focused on consultative selling and delivering end-to-end solutions in life and material sciences. Success requires strong microscopy product knowledge, workflow expertise, and exceptional customer support to meet sales targets and build long-term relationships in academic (Neuroscience, Cell Biology, Cancer Biology, Core Laboratories, Infectious Disease), pharmaceutical, and biotech environments. 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.

Sound Interesting?

Here’s what you’ll do:

• Follow-up with customers (email/phone calls) with “sense of urgency” (within 24 hours) on leads received from business development team. Track, convert or disqualify leads in CRM in a timely manner (within seven days).
• Use ZSP and Challenger sales techniques to qualify leads and opportunities and advance them to completion; the primary sales function requires IG (information gathering)-1 (customer needs, budgets, timeline assessment) capability across the entire portfolio (product, application, and functionality), and full responsibility for non-Systems as defined (including strong presentation skills for information sharing (IS), both in-lab as well as online/remote).
• Drive discussion and demonstrate technical competency in discussions and during demonstrations on the core light-microscopy portfolio.
• Initiate, control and drive a sales motion from answering leads, through IG/IS and close of the sale, and lead by influence to ensure team effectiveness with Product and Applications Sales Specialist (PASS) and other direct and Business Partner colleagues.
• Regular and detailed CRM Maintenance to ensure a funnel is current with all opportunities properly characterized, key fields maintained to ensure forecasting is accurate at a regular interval set by the Head of Sales and RSM (weekly/biweekly).
• Maximal usage of Customer face-to-face interactions (75% onsite in non-COVID environment) related to selling, support, relationship development, and customer retention, including the customer’s functional partners such as procurement, departmental supervisors, and all key contributors to the customer’s success within their organization.
• Seek active feedback, sales strategy and coaching from Head of Sales & PASS Managers and colleagues on sales motions and team dynamics.
• Initiate, coordinate, and drive business development activities e.g., organizing lunch & learns, product demonstrations and workshops (separate from Roadshows organized by the marketing) to maintain campus presence and generate new leads.
• Works to establish expectations with the customer and supports them as their advocate when things do not go as planned.
• Generate quotes and proposals which are technically accurate, meet the demands/needs of the customer applications and create value for the customer.
• Establish a working relationship with the back-office Sales Support Administrator and Logistics Coordinator to streamline booking orders and delivery of systems.
• Coordinate with PASS and Service stakeholders (CSE, RFSM, PASS, PASS Manager) and customers for a successful installation to ensure Customer Acceptance Certificate is signed off prior to training.
• Complete the CPO (Customer Perfect Order) form within 30 days (unless not possible) for each qualifying order.
• Exhibits appropriate care and handling of demo equipment and follow receiving and on-time return procedures.
• Responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks.
• Actively engages in personal development (leverages the content available on the ZEISS CurioZ online training portal, as well as self-inspired development of knowledge as it relates to the role).

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