Account Manager, Life Sciences

Overview

Account Manager, Life Sciences – a highly skilled technical sales role that relies on consultative selling skills and the use of the ZEISS Selling Process (ZSP) and Challenger Sales Approach. The role focuses on providing outstanding customer support in assigned territories and key accounts across research application fields such as Neuroscience, Cell Biology, Cancer Biology, Core Laboratories, Infectious Disease and other academic, pharmaceutical and biotech environments.

• Follow-up with customers (email/phone calls/video calls/webchat) with a sense of urgency (within 24 hours) on leads received from the business development team.
• Track, convert or disqualify leads in CRM in a timely manner and prioritize opportunity to order conversion employing ZSP and Challenger sales techniques.
• Apply broad knowledge across the entire product portfolio, including benefits, points of difference, positioning against competition and product application, while holding full responsibility for non-Systems.
• Strategically drive discussion and demonstrate technical competency during demonstrations of the core light‑microscopy portfolio; remain current with ZEISS products and evolving technology.
• Initiate, control and drive a sales motion from answering leads, through IG/IS and close of the sale.
• Maintain detailed Salesforce CRM to keep the funnel current and characterize opportunities accurately, with quarterly forecasting as required.
• Maximize customer face‑to‑face interactions (up to 75% onsite) and build a network within the territory; use digital methods when appropriate.
• Collaborate with cross‑functional teams to ensure customer satisfaction and contribute insights to drive overall sales success.
• Seek feedback and coaching from RSM & PASS Managers; initiate business development activities such as lunch & learn sessions, product demonstrations and workshops.
• Generate quotes and proposals that are technically accurate, meet customer demands and create value.
• Coordinate with sales support and logistics to streamline booking, delivery and installation of systems, ensuring acceptance certificates are signed.
• Complete Customer Perfect Order (CPO) forms within 30 days of qualifying orders.
• Handle demo equipment responsibly, ensuring return procedures are followed and demo resources are optimized.
• Install equipment, fully integrate, calibrate, troubleshoot and provide ongoing training/support to ensure successful instrument use.
• Work closely with local business partners to provide optimal portfolio coverage in alignment with company strategy.
• Demonstrate initiative, goal‑orientation, problem‑solving mindset, strong time management and prioritization skills.
• Communicate professionally, effectively and timely, internally and externally, and uphold ethical behavior and ZEISS values.
• Ensure personal safety when visiting labs and institutions; understand basic lab behavior and risk awareness.
• Engage in personal development using ZEISS CurioZ online training portal and self‑inspired knowledge growth.

• Bachelor’s degree or higher in Life Sciences or Bioengineering from an accredited college or university.
• Working knowledge of high‑end microscopy, including laser scanning microscopy and imaging techniques beyond simple image capture.
• Experience in Life Sciences/Bioengineering/Analytical fields applying widefield fluorescence and confocal microscopy to research applications and/or technical sales, or managing a field coverage area, or research experience in a lab environment.
• Knowledge of biological applications and workflow solutions, including image analysis and bioinformatics.
• Sound knowledge of Laboratory Safety requirements for BSL‑1, BSL‑2, and BSL‑3 environments.
• Good knowledge of MS Office and strong presentation skills in both in‑person and virtual environments.
• Positive “can do” attitude and willingness to continuously acquire product and application knowledge independently.

Engage customers in their workspace/environment, including BSL‑2 and BSL‑3 facilities, and travel domestically and overseas. Field sales involve up to 75% onsite time; overnight travel…