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.

Whats 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? Heres what youll 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 ashigh-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 theCRO market, specifically focusing ondata 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 UtilizeZSP and Challenger Sales techniquesto qualify opportunities and disrupt the .

Own the Information Gatheringphase: 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 Sharingand 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 forregulatory-compliant workflows (e.g., GMP/GLP).

Demonstrate a highsense of urgencyby responding to new leads within 24 hours and ensuring all CRM data is converted or disqualified within seven days.

Maintain rigorousCRM hygieneto ensure the sales funnel is current and forecasting is accurate for the Head of Sales.

Prioritize high-touch relationship building throughmaximal 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 Logisticsto streamline order booking and system delivery.

Coordinate with

Service stakeholders to manage successful installations for systems, ensuring the

Customer Acceptance Certificateis 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 portaland self-inspired learning to remain an expert in advanced microscopy solutions.

Do you qualify? Masters or Ph.D. in Life Sciences, Biotechnology, Pharmaceutical Sciences, Engineering, or a related field.

Minimum of 35 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-Resolutiontechniques.

Candidates must understand imaging beyond simple capture, including automated time-lapse, Z-stacking, and tiling,



with a strong emphasis on theirpractical applications in an industrial R&D; or QA/QC environment.

Knowledge and experience inbiological applications and end-to-end workflow solutionsare essential.

Expertise inimage analysis, bioinformatics, and AI-driven data quantificationis 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 belegally eligible to work in Canadaand 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, includingBSL-2 and BSL-3(Biosafety Level) facilities.

Travel Requirement: Must be willing and able to traveldomestically 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 (approximately75 lbs) required for system transport and set-up.

Mobility: Must maintain adriving record in good standingand hold a valid Canadian drivers license to operate a company-provided car or van for territory coverage.

Work Environment: Primarily aremote/home-office basedrole, with approximately75% of time spent on-siteat customer locations for sales, support, and relationship development.

Professional Presentation: Must have the ability to present in a skilled 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

📌 Key Account Manager - Biotech Pharma (Toronto)
🏢 ZEISS Group
📍 Toronto