indeed
Key Account Manager - Biotech Pharma
ZEISS Group
Toronto, CAN
Full Time
Senior
Field
1 months ago
Consultative SellingTechnical SalesAdvanced MicroscopyCustomer Relationship ManagementSalesforceNegotiation
Free
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Consultative SellingTechnical SalesAdvanced Microscopy
About the Role
ZEISS Group seeks a Key Account Manager to drive growth in Biotech, Pharma, and Industrial accounts through consultative selling of advanced microscopy solutions. The role involves prospecting, technical presentations, and managing the full sales cycle.
Key Skills for This Role
Consultative SellingTechnical SalesAdvanced MicroscopyCustomer Relationship ManagementSalesforceNegotiation
Responsibilities
- Proactively identify, prospect, and qualify new business opportunities within Biotech, Pharmaceutical, Pre clinical, CRO, and R&D sectors
- Conduct discovery sessions to uncover prospect pain points and deliver tailored presentations demonstrating ROI
- Deliver high impact technical presentations to Key Opinion Leaders, Lab Managers, and Procurement heads
- Monitor industry trends and competitor activity to identify emerging market segments
- Lead end to end sales cycle for capital equipment and microscopy as a service solutions
- Utilize ZEISS Sales Process and Challenger Sales techniques to qualify opportunities
- Serve as primary technical and commercial liaison for established accounts
- Maintain rigorous CRM hygiene to ensure sales funnel is current and forecasting accurate
- Generate technically accurate quotes and proposals
- Partner with Sales Support and Logistics to streamline order booking and system delivery
Requirements
- Master's or Ph.D. in Life Sciences, Biotechnology, Pharmaceutical Sciences, Engineering, or a related field
- Minimum of 3–5 years of experience in account management, sales, or business development within the biotech, pharma, or industrial sectors
- Proven track record in selling high value laboratory instrumentation
- Working knowledge of advanced microscopy, specifically Laser Scanning Confocal Microscopy and Super Resolution techniques
- Knowledge and experience in biological applications and end to end workflow solutions
- Proven success in managing and growing key accounts within a technical or scientific field
- Strong proficiency in MS Office, CRM platforms (e.g., Salesforce), and virtual presentation tools
- Must be legally eligible to work in Canada and hold a valid passport for international business travel
- Valid Canadian driver's license and good driving record
Full Job Posting
About Us
- ZEISS has been in business for over 178 years
- Pioneers of science with cutting edge technologies
- Global company with over 42,000 employees
What’s the role?
- High impact technical sales role focused on expanding into new Biotech, Pharma, and Industrial accounts
- Consultative selling and delivering end to end solutions
- Drive growth by identifying and winning new business opportunities while serving as strategic lead for existing portfolio
Strategic Market Growth & Prospecting
- Proactively identify, prospect, and qualify new business opportunities within Biotech, Pharmaceutical, Pre clinical, CRO, and R&D sectors
- Conduct discovery sessions to uncover prospect pain points; deliver tailored presentations demonstrating ROI
- Deliver high impact technical presentations to Key Opinion Leaders, Lab Managers, and Procurement heads
- Monitor industry trends and competitor activity to identify emerging market segments
- Lead end to end sales cycle for capital equipment and microscopy as a service solutions
The ZEISS Sales Process (ZSP) & Technical Execution
- Utilize ZSP and Challenger Sales techniques to qualify opportunities
- Own the Information Gathering phase: assessing customer needs, budgets, and timelines
- Maintain full responsibility for sales while leading by influence
- Drive sales motion from lead response through Information Sharing and final closure
Operational Excellence & Account Management
- Serve as primary technical and commercial liaison for established accounts
- Demonstrate high sense of urgency by responding to new leads within 24 hours
- Maintain rigorous CRM hygiene
- Prioritize high touch relationship building through maximal face to face interaction (target 75% onsite presence)
Internal Collaboration & Logistics
- Generate technically accurate quotes and proposals
- Partner with Sales Support and Logistics to streamline order booking and system delivery
- Coordinate with Service stakeholders to manage successful installations
- Ensure administrative precision by completing Customer Perfect Order form within 30 days
Do you qualify?
- Master’s or Ph.D. in Life Sciences, Biotechnology, Pharmaceutical Sciences, Engineering, or a related field
- Minimum of 3–5 years of experience in account management, sales, or business development within biotech, pharma, or industrial sectors
- Proven track record in selling high value laboratory instrumentation
- Working knowledge of advanced microscopy, specifically Laser Scanning Confocal Microscopy and Super Resolution techniques
- Knowledge and experience in biological applications and end to end workflow solutions
- Proven success in managing and growing key accounts within a technical or scientific field
- Strong proficiency in MS Office, CRM platforms (e.g., Salesforce), and virtual presentation tools
- Must be legally eligible to work in Canada and hold valid passport for international business travel
Nice to have
- Capable and willing to engage customers within BSL 2 and BSL 3 facilities
- Willing and able to travel domestically and overseas
- Ability to lift and maneuver heavy equipment crates (approximately 75 lbs)
- Must maintain a driving record in good standing and hold a valid Canadian driver’s license
- Primarily remote/home office based role with approximately 75% of time spent on site at customer locations
Salary & Benefits
- Salary range: CAD 77,000 CAD 110,000 plus commission
- Eligible for performance bonus or sales commissions
- Benefits: Medical, Vision, Dental, RRSP, Employee Assistance Program, Paid time off
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