ZEISS Group
Key Account Manager
ZEISS Group, Los Angeles, California, United States,
The Biotech/Pharma Key Account Manager role is a highly skilled, technical sales position which relies heavily on consultative selling skills to meet customer requirements, and individual/territorial sales targets, with a focus exclusively in the Biotech and Pharmaceutical Industry. Success requires strong product, application, data analysis and workflow knowledge of solutions specific to the Biotech/Pharma industry, and outstanding levels of customer support in assigned key accounts. Technical knowledge of each solution within the current ZEISS microscopy portfolio and associated applications, combined with excellent communication and time management skills are required to be successful in this position. The position requires strong interpersonal skills to excel in a networked environment and clear demonstration of entrepreneurial thought and action to effectively drive sales performance as a Biotech /Pharma Key Account Manager.At all times, conduct in accordance with company guidelines and standards is expected.Key Performance Indicators (KPIs) and Metrics of this position:
Sales order intake: Minimum annual orders of $2 Mio (first year), $3 Mio (second year) and $4 Mio (third year) with a good system mix of orders in LM widefield, LM Automation, LSM and opportunity generation/funnel advancement for LM Special 3D, EM and XRM with existing as well as with new customers in Biotech/Pharma.Price Realization against Global List Price (minimal discounting, value selling).Travel and other business expense control.Responsibilities:
Initiate, control and drive a sales process to completion using consultative selling skills, i.e., ZEISS Selling Process (ZSP) and Challenger sales techniques. Account Manager must qualify leads/opportunities, manage Information Gathering (assess customer needs, budget, timeline), coordinate demonstrations, and generate technically accurate proposals to meet customer application needs and complete the sale.Assume full responsibility for Core LiMi portfolio (including demonstrations, strong presentation skills for information sharing (IS), both in-person as well as online/remote) and work closely with Product Applications Sales Specialists (PASS) on System sales opportunities.Align with PASS, Service Engineer, and then communicate with customer in a timely manner to share delivery timelines, coordinate installation of LM/EM systems, schedule training, and manage follow up support to enable customer success.Use time management skills to prioritize day-to-day schedule and efficiently move all sales and support projects forward.Continuously develop broad knowledge across the entire ZEISS Microscopy portfolio (product, application, and software functionality).Use interpersonal skills to work effectively in a team-sale scenario, and network within and across the Biotech/Pharmaceutical industry (both locally and nationally – perhaps even globally).Drive opportunity generation across Life Science product portfolio for defined territory in Biotech/Pharma. Execute local customer outreach programs (e.g. ZEISS On Your Campus (ZOYC) workshops to create awareness, generate interest, and build sales funnel).Develop knowledge of industry funding/budgeting processes including the very dynamic financial situation in Start Ups. Regularly communicate trends, dynamics, and customer expectations within the biotech/pharma industry to management and marketing teams.Actively maintain Customer Relationship Management (CRM) system to ensure sales funnel is current with all opportunities properly characterized, key fields (leads, opportunity qualification, CPO, project end dates) maintained so that forecasting is accurate.Maximal usage of Customer face-to-face interactions 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.Manage customer relationship with ZEISS- work to establish expectations, and support and manage the customer as their advocate when things do not go as planned.Optimize demo resources between on-site demos, remote ZMCC demos and on-site ZMCC demos to provide maximum return on demo costs.Work closely with local business partner(s) to provide optimal portfolio coverage in alignment with company strategy.Establish a working relationship with the back-office Sales Support Administrator and Logistics Coordinator to streamline booking orders and delivery of systems.Drive progress of ZEISS company goals within a networked organization and actively contribute to team goals in addition to promoting individual success.Exhibit appropriate care and handling of demo equipment and follows receiving and on-time return procedures.Be responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks.Serve as a brand ambassador for ZEISS and actively engage in personal development (leverage the content available on the ZEISS CurioZ online training portal, as well as self-inspired development of knowledge as it relates to the role).Requirements:
Bachelor’s degree or higher in biological science or bioengineering preferred from an accredited college or university. Working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation.Prior experience of working in a research position within a pharmaceutical or biotech company environment preferred.Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics a huge plus.Prior experience in technical sales and managing a field coverage area for technical sales or product support preferred.Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently.A “Team player”- that can work effectively with others and communicates clearly.Sound 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).Good knowledge of MS Office, and strong communication skills required (both in person and virtual environments).Good knowledge of image analysis pipelines and data handling.Capable and willing to engage customers in their workspace/environment, including BSL -2 and BSL-3 facilities. If capable and willing, may be asked to engage in a BSL-4 environment.Willingness and ability to travel domestically and overseas.The annual pay range for this position is $77,880 - $97,350. The pay offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, & complexity/specialization/scarcity of talent. This position is also eligible for a performance bonus or sales commissions. ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off.This job description contains the general details considered necessary to outline the principal functions of the job and shall not be construed as inclusive of all work requirements. All position requirements are subject to possible modification to reasonably accommodate individuals with a disability. 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
#J-18808-Ljbffr
Sales order intake: Minimum annual orders of $2 Mio (first year), $3 Mio (second year) and $4 Mio (third year) with a good system mix of orders in LM widefield, LM Automation, LSM and opportunity generation/funnel advancement for LM Special 3D, EM and XRM with existing as well as with new customers in Biotech/Pharma.Price Realization against Global List Price (minimal discounting, value selling).Travel and other business expense control.Responsibilities:
Initiate, control and drive a sales process to completion using consultative selling skills, i.e., ZEISS Selling Process (ZSP) and Challenger sales techniques. Account Manager must qualify leads/opportunities, manage Information Gathering (assess customer needs, budget, timeline), coordinate demonstrations, and generate technically accurate proposals to meet customer application needs and complete the sale.Assume full responsibility for Core LiMi portfolio (including demonstrations, strong presentation skills for information sharing (IS), both in-person as well as online/remote) and work closely with Product Applications Sales Specialists (PASS) on System sales opportunities.Align with PASS, Service Engineer, and then communicate with customer in a timely manner to share delivery timelines, coordinate installation of LM/EM systems, schedule training, and manage follow up support to enable customer success.Use time management skills to prioritize day-to-day schedule and efficiently move all sales and support projects forward.Continuously develop broad knowledge across the entire ZEISS Microscopy portfolio (product, application, and software functionality).Use interpersonal skills to work effectively in a team-sale scenario, and network within and across the Biotech/Pharmaceutical industry (both locally and nationally – perhaps even globally).Drive opportunity generation across Life Science product portfolio for defined territory in Biotech/Pharma. Execute local customer outreach programs (e.g. ZEISS On Your Campus (ZOYC) workshops to create awareness, generate interest, and build sales funnel).Develop knowledge of industry funding/budgeting processes including the very dynamic financial situation in Start Ups. Regularly communicate trends, dynamics, and customer expectations within the biotech/pharma industry to management and marketing teams.Actively maintain Customer Relationship Management (CRM) system to ensure sales funnel is current with all opportunities properly characterized, key fields (leads, opportunity qualification, CPO, project end dates) maintained so that forecasting is accurate.Maximal usage of Customer face-to-face interactions 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.Manage customer relationship with ZEISS- work to establish expectations, and support and manage the customer as their advocate when things do not go as planned.Optimize demo resources between on-site demos, remote ZMCC demos and on-site ZMCC demos to provide maximum return on demo costs.Work closely with local business partner(s) to provide optimal portfolio coverage in alignment with company strategy.Establish a working relationship with the back-office Sales Support Administrator and Logistics Coordinator to streamline booking orders and delivery of systems.Drive progress of ZEISS company goals within a networked organization and actively contribute to team goals in addition to promoting individual success.Exhibit appropriate care and handling of demo equipment and follows receiving and on-time return procedures.Be responsible for your personal safety when visiting labs and institutions by understanding the basics of lab behavior and an awareness of risks.Serve as a brand ambassador for ZEISS and actively engage in personal development (leverage the content available on the ZEISS CurioZ online training portal, as well as self-inspired development of knowledge as it relates to the role).Requirements:
Bachelor’s degree or higher in biological science or bioengineering preferred from an accredited college or university. Working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation.Prior experience of working in a research position within a pharmaceutical or biotech company environment preferred.Knowledge and experience in biological applications and workflow solutions, including image analysis and bioinformatics a huge plus.Prior experience in technical sales and managing a field coverage area for technical sales or product support preferred.Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently.A “Team player”- that can work effectively with others and communicates clearly.Sound 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).Good knowledge of MS Office, and strong communication skills required (both in person and virtual environments).Good knowledge of image analysis pipelines and data handling.Capable and willing to engage customers in their workspace/environment, including BSL -2 and BSL-3 facilities. If capable and willing, may be asked to engage in a BSL-4 environment.Willingness and ability to travel domestically and overseas.The annual pay range for this position is $77,880 - $97,350. The pay offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, & complexity/specialization/scarcity of talent. This position is also eligible for a performance bonus or sales commissions. ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off.This job description contains the general details considered necessary to outline the principal functions of the job and shall not be construed as inclusive of all work requirements. All position requirements are subject to possible modification to reasonably accommodate individuals with a disability. 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
#J-18808-Ljbffr