Key Account Manager - Biotech Pharma

About Us:

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!

Location: Toronto (ON), or Vancouver (BC), or Montreal (QC).

Coverage Area: National responsibility across all Canadian provinces and territories.

What’s the role?

The Key Account Manager is a high-impact technical sales role focused on expanding into new Biotech, Pharma, and Industrial accounts via consultative selling and delivering end-to-end solutions. You will drive growth by identifying and winning new business opportunities while simultaneously serving as the strategic lead for an existing portfolio to ensure long-term retention and revenue expansion. Success requires understanding of industry applications, building new accounts, strong product knowledge and exceptional customer support to meet sales targets and foster long-term relationships in the industry. Creative problem-solving, tenacity, team player, self-motivation, skilled negotiation, time management, interpersonal skills and leadership are a few traits for success in this role.

Sound Interesting?

Here’s what you’ll do:

Strategic Market Growth & Prospecting

• Proactively identify, prospect, and qualify new business opportunities within Biotech, Pharmaceutical, Pre-clinical, CRO, and R&D sectors through outbound outreach, networking, and industry research.

• Conduct discovery sessions to uncover prospect pain points; deliver tailored presentations demonstrating ROI on key applications such as high-content screening, drug discovery, 3D cellular imaging, and super-resolution microscopy.

• Deliver high-impact technical presentations to Key Opinion Leaders (KOLs), Lab Managers, and Procurement heads on key solutions, services and capabilities focused on how advanced automated microscopy reduces Time to Market (TTM).

• Monitor industry trends and competitor activity to identify emerging market segments and refine the value proposition for the CRO market, specifically focusing on data reproducibility and multi-site scalability.

• Lead the end-to-end sales cycle for capital equipment and microscopy-as-a-service solutions, including Request For Purchase responses and complex contract negotiations.

The ZEISS Sales Process (ZSP) & Technical Execution

• Utilize ZSP and Challenger Sales techniques to qualify opportunities and disrupt the .

• Own the Information Gathering phase: assessing customer needs, budgets, and timelines across the entire portfolio (product, application, and functionality).

• Maintain full responsibility for sales while leading by influence to ensure team effectiveness when collaborating with Product and Applications Sales Specialists (PASS) on complex system sales.

• Drive the sales motion from lead response through Information Sharing and final closure, utilizing both in-lab and remote/online presentation platforms.

Operational Excellence & Account Management

• Serve as the primary technical and commercial liaison for established accounts, ensuring imaging systems remain optimized for regulatory-compliant workflows (e.g., GMP/GLP).

• Demonstrate a high sense of urgency by responding to new leads within 24 hours and ensuring all CRM data is converted or disqualified within seven days.

• Maintain rigorous CRM hygiene to ensure the sales funnel is current and forecasting is accurate for the Head of Sales.

• Prioritize high-touch relationship building through maximal face-to-face interaction (target 75% onsite-presence), engaging not only with end-users but also with procurement, supervisors, and key decision-influencers.

Internal Collaboration & Logistics

• Generate technically accurate quotes and proposals that align with customer application demands while maximizing value.

• Partner with Sales Support and Logistics to streamline order booking and system delivery.

• Coordinate with Service stakeholders to manage successful installations for systems, ensuring the Customer Acceptance Certificate is secured prior to training.

• Ensure administrative precision by completing the (Customer Perfect Order) form within 30 days of qualifying orders.

• Responsible for the meticulous care of demo equipment and ensuring the timely execution of return procedures.

Safety & Professional Development

• Maintain a high awareness of laboratory risks and uphold rigorous personal safety standards when visiting client institutions.

• Proactively engage in personal development via the CurioZ online training portal and self-inspired learning to remain an expert in advanced microscopy solutions.

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 the biotech, pharma, or industrial sectors. A proven track record in
  selling high-value laboratory instrumentation is required.

• Working knowledge of advanced microscopy, specifically Laser Scanning Confocal Microscopy and Super-Resolution techniques. Candidates must understand imaging beyond simple capture, including automated time-lapse, Z-stacking, and tiling, with a strong emphasis on their practical applications in an industrial R&D or QA/QC environment.

• Knowledge and experience in biological applications and end-to-end workflow solutions are essential. Expertise in image analysis, bioinformatics, and AI-driven data quantification is considered a significant asset.

• Proven success in managing and growing key accounts within a technical or scientific field. Prior experience managing a field coverage area for technical sales or product support is preferred.

• Sound knowledge of Laboratory Safety requirements for Biosafety Level 3 preferred, including the safe handling of Level 3 pathogenic biohazards (bacteria, viruses, fungi, parasites, and prions).

• Strong proficiency in MS Office, Customer Relationship Management platforms (e.g., Salesforce), and virtual presentation tools. Must demonstrate the ability to deliver compelling technical presentations in both in-person and remote environments.

• A positive “can-do” attitude with a high degree of self-motivation and a willingness to continuously acquire complex product and application knowledge independently.

• Must be legally eligible to work in Canada and provide valid documentation upon request. Must hold a valid passport and be legally eligible for international business travel (USA/EU).

Nice to have:

• Laboratory Engagement: Capable and willing to engage customers directly within their workspace, including BSL-2 and BSL-3 (Biosafety Level) facilities.

• Travel Requirement: Must be willing and able to travel domestically and overseas. This includes attending international trade shows, corporate meetings, and participating in global project teams as directed by management. In addition to sales function, may be asked to work in assigned teams on defined projects as directed by management.

• Physical Demands: Ability to lift and maneuver heavy equipment crates (approximately 75 lbs) required for system transport and set-up.

• Mobility: Must maintain a driving record in good standing and hold a valid Canadian driver’s license to operate a company-provided car or van for territory coverage.

• Work Environment: Primarily a remote/home-office based role, with approximately 75% of time spent on-site at customer locations for sales, support, and relationship development.

• Professional Presentation: Must have the ability to present in a professional and polished manner, whether in person at a client site or from a remote home-office environment.

The salary range for the below roles is $77,000 - $110,000 + commission.

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.

We have amazing benefits to support you as an employee at ZEISS!

• Medical

• Vision

• Dental

• RPP

• Employee Assistance Program

• Paid time off including vacation, personal, and sick days

Your ZEISS Recruiting Team:

Abbie Walters, Jo Anne Mittelman