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 Logistics Coordinator to streamline booking orders and delivery of systems.
Coordinate with PASS, SASS and Service stakeholders (CSE, RFSM) and customers for a successful installation on LM/EM/XRM systems to ensure Customer Acceptance Certificate is signed off prior to training.
Completes 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.
Optimize demo resources between on-site demos, remote ZMCC demos and on-site ZMCC demos to provide maximum return on demo costs. Also, when appropriate, leverage an existing installation base within a given territory to for demonstrations.
Installation of equipment which has been sold, for a varied product line, with competency and understanding of how to properly integrate, calibrate, and troubleshoot hardware and software components.
Following system installation, initial and ongoing training/support to that system, to ensure the success of this instrument for a lab
Work closely with local business partner(s) to provide optimal portfolio coverage in alignment with company strategy.
Demonstrate an initiative-taking and goal-oriented approach, while maintaining a problem-solving mindset with strong time management and prioritization skills.
Communicate in a professional, effective, and timely manner, internally and externally, both written and verbal.
Demonstrate ethical behavior in all interactions with customers, colleagues, and stakeholders to uphold the ZEISS values and Code of Conduct.
Exhibit professionalism, adaptability, emotional intelligence, and integrity.
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).
Do you qualify?
Bachelor’s degree or higher in Life Sciences or Bioengineering from an accredited college or university required. Working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation (e.g., automated time lapse with Z-stack, etc.) preferred.
Experience in Life Sciences/Bioengineering/Analytical fields applying widefield fluorescence and confocal microscopy to research applications and/or technical sales and managing a field coverage area for technical sales or product support and/or research experience in lab environment preferred.
Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics a huge plus
Sound knowledge and understanding of Laboratory Safety requirements for BSL-1, BSL-2, and when required BLS-3 environments, as well as specimen handling of Level 3 (and below) pathogenic biohazards (e.g., bacteria, viruses, fungi, parasites, and prions)
Good knowledge of MS Office, and strong presentation skills required in both in-person and virtual environments
Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently.
Working Conditions and Special Demands:
Capable and willing to engage customers in their workspace/environment, including BSL -2 and BSL-3 facilities.
Willingness and ability to travel domestically and overseas. In addition to sales function, may be asked to work in assigned teams on defined projects as directed by management. Lifting of heavy equipment crates required; crate weight ~ 75 lbs. Must have driven record in good standing, a valid U.S. driver license, and be able to drive a company provided car/van.
Field sales with up to 75% of time spent on-site at customer locations.
Overnight travel requirement is approximately 50%.
Must have ability to present in a professional manner from home office environment.
We have amazing benefits to support you as an employee at ZEISS!
Medical
Vision
Dental
401k Matching
Employee Assistance Programs
Vacation and sick pay
The list goes on!
The above is intended to describe the general content of and requirements for this job. It is not to be construed as an exhaustive statement of requirements, duties, or responsibilities. The Company reserves the right to interpret, amend, or otherwise modify, in whole or in part, any job description at any time, at its sole discretion.
Your ZEISS Recruiting Team:
Lindsay Walker Goodman
Zeiss provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).