Account Manager, Life Sciences

About the role

How many companies can say they have been in business for over 178 years?! Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the ever-changing environments in a fast-paced world, meeting it with cutting edge 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! What's the role? The Account Manager, Life Sciences role is a highly skilled, technical sales position which relies heavily on consultative selling skills and the use of both the ZEISS Selling Process (ZSP) and Challenger Sales Approach to meet customer requirements, and individual/territorial sales targets. Success requires giving and receiving constructive feedback, product and application knowledge, and data analysis and workflow competency of Life Sciences solutions to provide outstanding levels of customer support in assigned territories and key accounts. Sales and support responsibilities include research application fields covering Neuroscience, Cell Biology, Cancer Biology, Core Laboratories, Infectious Disease, and others, within an academic, pharmceutical and biotech environment. Technical knowledge of each solution within the current ZEISS Research Microscopy Solutions (RMS) portfolio and associated microscopy applications, combined with excellent sales acumen, time management and interpersonal skills are required to be successful in this position. At all times, conduct in accordance with company guidelines and standards is expected. Sound Interesting? Here's what you'll do: Follow-up with customers (email/phone calls/video calls/webchat) 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. Prioritize opportunity to order conversion by employing ZSP and Challenger sales techniques to qualify leads and advance opportunities to completion; the primary sales function requires thorough IG1, IG2, etc. (customer needs, budgets, timeline, customer stakeholders assessment, competition being considered) capability (broad knowledge) across the entire product portfolio (benefits, favorable points of differences, understanding when and how to position against the competition, resonating focus, product application, and functionality), and full responsibility for non-Systems as defined (including strong presentation skills for IS, both in-lab as well as online/remote). Strategically drive discussion and demonstrate technical competency in discussions and during demonstrations on the core light-microscopy portfolio. This requires ongoing education of ZEISS products, and the ever-evolving technology in this competitive marketplace. Initiate, control and drive a sales motion from answering leads, through IG/IS and close of the sale. Regular and detailed Salesforce 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) Maximize customer face-to-face interactions (up to 75% onsite depending on assigned territory) 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. Continually develop and build upon the customer network within a given territory. Where necessary, utilize digital communication methods, e.g. MS Teams meetings, webchat, online marketplace and virtual demonstrations to maximize sales productivity and profitability in remote account geographies or for low-cost product lines Collaborate with cross-functional teams to ensure customer satisfaction, while actively contributing insights, ideas and strategies to drive the overall success of the sales team. Seek active feedback, sales strategy and coaching from RSM & PASS Managers and colleagues on sales motions and team dynamics Initiate, coordinate, and drive business development activities e.g., organize lunch & learns, product demonstrations and workshops to maintain campus presence and generate new leads. Work to establish expectations with the customer and support the customer 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 Logistic

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