Senior Account Manager, Surgical

About the role

The Senior Account Manager is a motivated individual with an entrepreneurial spirit, hunter mentality, skilled negotiator, and has proven capital equipment sales experience. They are responsible for generating new business equipment sales and profits (P&L) in a specific territory. They commit to an annual sales budget, develop an annual business plan to achieve territory objectives, and forecast monthly equipment pipeline.

The Account Manager must be a team player, develop excellent clinical and technical knowledge, and demonstrate a high business acumen for the surgical market. They are responsible for working effectively within their territory to ensure the growth of the entire Zeiss surgical equipment portfolio to optimize customer workflow experience. They must report on their activities weekly and represent the company in keeping with the highest standards of business ethics and professionalism. They are also responsible for communicating with management any ideas, market trends, or competitive activities.

Responsibilities

• Maintain currency of, and adhere to applicable GMP and ISO 9001 processes and procedures.
• Abide by state and federal employment laws.
• Attain or exceed yearly revenue and profit quotas for region of responsibility while managing a specific expense budget.
• Make scheduled personalized sales demonstrations to the surgeons, operating room staff, and administration at facilities in region of responsibility.
• Work effectively in a team environment to ensure lead sharing, account management, and account development.
• Maintain, analyze, and utilize territory records and other information to efficiently organize, plan, execute, and measure results.
• Educate and follow up with surgeons, operating room staff, and administration on the operation, utilization, and application of our products to ensure overall customer satisfaction.
• Provide timely, accurate, and constructive written and oral communications to management regarding expected sales planned monthly activity.
• Operate a specific cost center (business) to control sales, expenses, inventory, and accounts receivable.
• Develop and implement synergy opportunities among other Zeiss companies, Carl Zeiss Meditec field service, and other corporate partners when such programs arise.

Qualifications

• A four-year college degree or equivalent.
• Five plus (5+) years’ sales experience.
• High level of technical/clinical product knowledge.
• Ability to manage multiple tasks.
• Strong organizational and communication skills.
• Computer literacy in word processing, spreadsheet, and database management.
• Exceptional negotiating and diplomacy skills.
• Develop expertise in product application and practice management implications.
• Safely operate a motor vehicle and maintain a valid motor vehicle license.