Account Manager - Chronic Disease Management

About Us

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! What’s the role? The Account Manager, Chronic Disease Management is responsible for driving profitable sales growth, expanding ZEISS market presence, and managing strategic customer relationships within an assigned territory.

The incumbent develops and executes territory business plans, manages the full sales cycle, and partners with ophthalmologists, optometrists, clinics, hospitals, and other healthcare stakeholders to deliver innovative solutions that improve clinical outcomes and practice performance. The role serves as a trusted advisor to customers by combining clinical, technical, and commercial expertise with a strong understanding of market conditions, customer needs, and emerging industry trends.

The Account Manager is accountable for achieving revenue, profitability, and market share objectives while ensuring exceptional customer experience and long-term customer retention.

Key Responsibilities    Territory Planning and Business Development:
Develop and execute an annual territory business plan, including growth objectives, account segmentation, opportunity prioritization, and sales strategies. Identify and pursue new business opportunities within existing and prospective accounts. Establish account-specific growth plans for strategic customers. Analyze territory performance and develop action plans to maximize revenue and market share. Achieve or exceed assigned sales, profitability, and growth objectives.

Sales Management and Revenue Growth:
Manage the complete sales cycle, including prospecting, needs assessment, solution development, proposal preparation, negotiation, closing, implementation / instrument installations, and post-sale follow-up. Conduct customer meetings, sales presentations, product demonstrations, and evaluations. Develop proposals and recommendations aligned with customer clinical and business objectives. Maintain an active sales pipeline and ensure consistent opportunity progression. Prepare accurate sales forecasts and revenue projections.

Clinical and Customer Partnership:
Develop and maintain a high level of clinical, technical, and product knowledge. Educate ophthalmologists, optometrists, clinicians, and support staff regarding product applications, best practices, and utilization. Support product implementation and customer onboarding activities. Understand customer clinical workflows, operational challenges, and growth objectives. Serve as a trusted advisor by recommending solutions that support both patient outcomes and practice success.

Strategic Account Planning and Market Intelligence:
Develop strategic account plans for key customers and growth opportunities. Assess customer equipment footprints, technology utilization, replacement cycles, and future business needs. Monitor competitor activity, market dynamics, emerging technologies, and industry trends. Identify opportunities for technology upgrades, product conversions, and account expansion. Provide market intelligence and business insights to Sales Leadership to support strategic decision making.

Hospital Procurement, Tenders and Contract Management:
Identify and support opportunities involving hospitals, healthcare systems, clinics, and purchasing groups. Lead or participate in Requests for Proposal (RFPs), Requests for Quotation (RFQs), and tender opportunities. Collaborate with internal stakeholders to prepare accurate, compliant, and competitive submissions. Support contract negotiations and implementation activities as required. Develop a strong understanding of healthcare procurement processes and purchasing decision criteria.

Marketing and Market Development:
Support product launches, promotional campaigns, customer education programs, and marketing initiatives. Represent ZEISS at…