Account Manager - Ophthalmic Diagnostic Instruments

The Account Manager is responsible for the generation of new business sales and profits (P&L) in a specific territory.Commits to an annual sales plan, writes specific objectives, and forecasts orders, and expected revenue on a monthly basis. The Account Manager must develop excellent product knowledge and an awareness of market conditions. Must report on his/her activities weekly and must represent the company in keeping with the highest standards of business ethics and professionalism. The Account Manager is responsible for communicating with management any ideas, market trends or competitive activities and must develop and implement effective strategies to drive success, proactively address barriers, and adapt to evolving market conditions.

Primary Duties and Responsibilities

Sales Performance & Territory Management

• Attain or exceed assigned sales quotas by proactively identifying, developing, and closing opportunities.
• Develop and execute strategic territory and account plans to overcome market barriers and adapt to evolving conditions.
• Manage opportunity pipelines and provide accurate, timely sales forecasts.
• Adopt a “hunter” mindset to identify and secure new business opportunities while maintaining strong relationships with existing customers.

Customer Engagement & Support

• Serve as a trusted, customer-centric partner to ophthalmologists and/or optometrists, providing clinical, technical, and product support throughout the customer journey.
• Conduct product demonstrations, trials, and instrument installations to ensure a seamless adoption process.
• Deliver customer training sessions and coordinate with internal teams to ensure post-installation satisfaction.
• Respond promptly and professionally to customer inquiries, ensuring needs are met through appropriate follow-up and coordination.

Collaboration & Cross-Functional Alignment

• Partner with Marketing to implement local initiatives and support broader brand strategies.
• Collaborate with colleagues across divisions, providing leads and contributing to shared success.
• Foster a positive team environment built on trust, accountability, and collaboration.

Reporting & Administration

• Maintain accurate records in the CRM system, including customer interactions, opportunity management, and pipeline updates.
• Complete administrative tasks such as monthly reports, forecasts, and account reviews in a timely and accurate manner.
• Provide feedback and insights to management regarding market trends, customer needs, and competitive activity.

Experience, Education and Skills Requirements

This position is based in Quebec City and will cover Eastern Quebec and part of New Brunswick

Education & Experience

• Bachelor’s degree in Life Sciences, Engineering, or a related field required.
• Minimum 3–5 years of successful sales experience in medical devices, healthcare, or related technology sectors
• Proven track record of meeting or exceeding sales quotas in a competitive, quota-driven environment.
• Experience conducting product demonstrations, installations, or technical/clinical trainings strongly preferred.
• Previous experience supporting physicians, clinicians, or healthcare professionals (MDs and ODs) is an advantage.
• Familiarity with CRM systems, pipeline management, and sales reporting.
• Demonstrated ability to develop and execute territory and account strategies.
• Experience working cross-functionally with marketing, service, and technical teams.

Personal & Professional Skills

• Able to convey technical, clinical, and commercial information clearly and persuasively, both verbally and in writing.
• Comfortable learning and explaining complex instruments and medical technologies to diverse audiences
• Manages multiple priorities effectively, balancing sales activities, customer follow-ups, demos, and administrative tasks
• Focused on achieving measurable outcomes through structured planning, disciplined execution, and continuous improvement
• Maintains high ethical standards, follows through on commitments, and represents the company with integrity
• Computer literacy in word processing, spreadsheet and database management.
• Exceptional negotiating and diplomacy skills.
• Safely operate a motor vehicle and maintain a valid motor vehicle license.
• Fifty percent or more of time is spent traveling.
• Participate in the education and training of newly hired team members.

Working Conditions and Special Demands:

• Extensive travel is required by automobile and/or air. Must be willing to travel in Canada and internationally for training, meetings, exhibit support and coverage outside assigned territory.
• Must have a valid driver’s license and good driving record.
• The demonstration of product can require weekend work and frequent traveling.
• At times the company may move employees to different locations as requirements change.

Your ZEISS Recruiting Team:

Jo Anne Mittelman