Account Manager – Refractive and Intraocular Lenses

This is a fully remote position, open to applicants in Canada.

📋 Description

• Propel profitable sales growth and enhance ZEISS market presence within a designated territory.

• Oversee the complete sales cycle for refractive and intraocular lens products along with associated technologies.

• Cultivate strategic partnerships with ophthalmologists, surgeons, clinics, hospitals, ambulatory surgical centers, and other healthcare stakeholders.

• Formulate and implement annual territory business plans and strategic account strategies.

• Identify and pursue new business ventures while growing market share within existing clients.

• Conduct prospecting and account development initiatives.

• Maintain customer records, opportunities, activities, installed equipment data, and sales forecasts in Salesforce.

• Sustain a strong sales pipeline and provide accurate forecasts of business activities.

• Meet or surpass revenue, profitability, and market share goals.

• Lead complex sales opportunities from initial prospecting through implementation and post-sale follow-up.

• Perform needs assessments and create customized clinical and business solutions.

• Prepare and present proposals, quotations, presentations, and business cases.

• Negotiate pricing, terms, and agreements effectively.

• Coordinate customer onboarding and facilitate product adoption.

• Develop comprehensive knowledge of refractive and intraocular lens products, surgical technologies, workflows, and industry trends.

• Conduct product demonstrations, evaluations, educational programs, and training sessions.

• Assist clinicians and surgical teams during product evaluations and implementation phases.

• Collaborate with Clinical Applications Specialists and internal subject matter experts.

• Collect and analyze market intelligence, competitive dynamics, customer feedback, and industry trends.

• Keep abreast of healthcare funding initiatives, reimbursement programs, procurement opportunities, and emerging technologies.

• Support product launches, market development initiatives, and strategies for territory expansion.

• Lead or assist with RFP, RFQ, and public tender submissions.

• Organize internal resources for accurate, compliant, and competitive submissions.

• Navigate healthcare procurement processes, purchasing committees, and contract stipulations.

• Aid in contract negotiations and implementation.

• Build and sustain customer relationships and long-term strategic partnerships.

• Ensure customer satisfaction through responsive communication and ongoing support.

• Assess account infrastructure and identify opportunities to broaden ZEISS solutions and product usage.

• Collaborate with Sales, Marketing, Clinical Applications, Customer Care, Finance, and Operations teams.

• Coordinate product evaluations, installations, and customer support efforts.

• Assist in national sales initiatives, conferences, educational events, and customer programs.

• Share market intelligence and customer insights to aid organizational decision-making.

• Complete forecasts, expense reports, activity reports, and necessary documentation.

• Adhere to company policies, quality standards, regulatory requirements, ethical business practices, ISO standards, and healthcare industry norms.

⛳️ Requirements

• Bachelor's degree in Science, Health Sciences, Biology, Business, or a related field, or an equivalent combination of education and experience.

• Three to five (3-5) years of successful sales experience in medical devices, healthcare, ophthalmology, optometry, or a related field.

• Experience in selling refractive, intraocular lens, ophthalmic, or surgical products is an advantage.

• Proven experience in developing new business opportunities and managing a geographic sales territory.

• Experience with RFPs, RFQs, tenders, and healthcare procurement processes is preferred.

• Strong skills in prospecting and new business development.

• Results-driven with a proven ability to meet sales objectives.

• Excellent consultative selling, negotiation, and relationship management skills.

• Capability to devise territory growth strategies and business plans.

• Exceptional presentation and communication abilities.

• Proficient in conveying clinical, technical, and commercial information effectively.

• Familiarity with Salesforce CRM and Microsoft Office applications.

• Strong analytical skills and territory management capabilities.

• Fluent in both French and English, written and verbal, necessary to support customers and business operations across Canada.

• Willingness to travel up to eighty percent (80%) of the time.

• Ability to obtain a B1/B2 Visa for necessary training in the United States.

• Significant travel within the assigned territory, comprising up to 80% of working hours.

• Capacity to travel to the United States and other required locations for business purposes.

• Valid driver's license and acceptable driving record are mandatory.

• Occasional evening and weekend work may be necessary.

• Ability to support customers throughout the Province of Quebec and travel extensively within the territory.

🏝️ Benefits

• Medical

• Vision

• Dental

• RRP

• Employee Assistance Program

• Paid time off including vacation, personal, and sick days

• Accessible and inclusive employment practices

• Barrier-free and accessible employment practices

• Code-protected accommodation through any stage of the recruitment process