Biotech/Pharma Key Account Manager

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

📋 Description

• Develop and implement strategic account plans aimed at meeting sales objectives and promoting revenue growth within the biotech and pharmaceutical sectors.

• Take ownership of the entire sales process utilizing consultative, value-based selling techniques (such as the ZEISS Selling Process and Challenger), which include lead qualification, needs assessment, product demonstrations, proposal creation, and closing deals.

• Manage the commercial aspects of the Core Light Microscopy portfolio, providing impactful in-person and remote presentations and collaborating with PASS on intricate 3D system opportunities.

• Discover new business prospects while strengthening and broadening relationships within existing accounts.

• Act as the main point of contact for customers, ensuring prompt communication and resolution of queries or issues.

• Maintain precise pipeline visibility and forecasting through disciplined use of the CRM system, ensuring that all opportunities are accurately qualified and current.

• Prioritize daily tasks and manage time effectively to advance sales and support initiatives efficiently.

• Foster robust, long-term customer relationships through regular face-to-face engagement and collaboration with key stakeholders, including scientists, departmental leaders, and procurement teams.

• Manage the customer relationship with ZEISS as the primary liaison, setting clear expectations and proactively addressing challenges when plans deviate from expectations.

• Collaborate closely with Product Application Sales Specialists (PASS), service engineers, sales support, logistics, and business partners to communicate delivery timelines, coordinate installations and training, and ensure successful onboarding and ongoing customer success.

• Continuously expand knowledge across the ZEISS microscopy portfolio, including product capabilities, applications, and software functionalities.

• Develop a comprehensive understanding of the technical imaging and analysis needs in biotech and pharma, as well as business trends such as funding and budgeting cycles.

• Regularly update management and marketing teams, both locally and globally, on relevant biotech and pharma market trends, customer insights, and industry dynamics.

• Drive opportunity generation across the Life Science portfolio within the designated biotech/pharma territory.

• Implement targeted outreach and awareness initiatives (e.g., email campaigns, ZEISS On Your Campus workshops) to build the pipeline, generate interest, and enhance market presence.

• Effectively network within the biotech and pharmaceutical community at local, national, and, as appropriate, global levels.

• Optimize demonstration resources across onsite, remote, and ZMCC formats to maximize return on investment.

• Collaborate closely with e-commerce, materials research, and business partner teams to ensure optimal portfolio coverage aligned with company strategy.

• Establish effective working relationships with field service, back-office sales support, and logistics teams to streamline order processing, system delivery, installation, and ongoing support.

• Operate safely and responsibly during customer site visits by adhering to lab safety practices and being aware of potential risks.

• Conduct all activities in line with ZEISS policies, standards, and professional expectations.

• Act as a ZEISS brand ambassador and actively participate in ongoing professional development, including CurioZ training and self-directed learning.

⛳️ Requirements

• Bachelor’s degree or higher in biological science or bioengineering preferred from an accredited institution.

• Proficient knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques that extend beyond simple image capture and manipulation (e.g., automated time lapse with Z-stack, etc.).

• Previous experience in technical sales and managing a field coverage area for technical sales or product support is preferred.

• Experience working in a research role within a pharmaceutical or biotech company environment is preferred.

• Familiarity with biological applications and workflow solutions, including spatial biology, high content imaging, image analysis, and bioinformatics is preferred.

• Exceptional verbal and written communication skills, with the ability to effectively align internal stakeholders and engage customers.

• Strong team player with the capability to collaborate effectively across cross-functional teams.

• Positive “can-do” attitude combined with a readiness to independently acquire product and application knowledge.

• Comprehensive knowledge and understanding of Laboratory Safety requirements for BSL 1, 2, and 3 environments, as well as specimen handling of Level 3 (and below) pathogenic biohazards (e.g., bacteria, viruses, fungi, parasites, and prions).

• Proficient in MS Office, with strong communication skills necessary for both in-person and virtual environments.

🏝️ Benefits

• Medical

• Vision

• Dental

• 401k Matching

• Employee Assistance Programs

• Vacation and sick pay