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.

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.

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. Support contract negotiations and implementation activities as required.

Marketing and Market Development: Support product launches, promotional campaigns, customer education programs, and marketing initiatives. Represent ZEISS at conferences, trade shows, educational events, and customer programs. Develop creative and profitable approaches to market development within the assigned territory.

Cross-Functional Collaboration: Collaborate with Marketing, Clinical Applications, Customer Care, Service, Finance, and Sales Administration teams to deliver a consistent customer experience. Build robust working relationships with colleagues across ZEISS and affiliated business units. Share customer feedback and market intelligence to support business planning and continuous improvement.

Support the onboarding and development of newly hired Account Managers when required. Salesforce, Reporting and Administration: Maintain accurate customer, pipeline, and opportunity data within Salesforce. Utilize CRM tools and analytics to manage territory performance.

Complete activity reports, sales forecasts, expense reports, and other required documentation accurately and on time.

Assist Sales

Administration with customer orders, delivery coordination, and issue resolution when required. Ensure all customer interactions and opportunities are documented in accordance with company standards. Quality, Compliance and Ethics: Maintain compliance with applicable company policies, quality standards, and regulatory requirements.





Comply with all applicable provincial and federal legislation. Bachelor's degree in Science, Health Sciences, Life Sciences, Business, or a related field, or an equivalent combination of education and experience.

Demonstrated experience managing a geographic sales territory and achieving revenue objectives.

Experience presenting, negotiating, and building relationships with healthcare professionals.

Experience supporting RFPs, RFQs, tenders, or healthcare procurement processes.

Experience with CRM systems, preferably Salesforce.

Knowledge of ophthalmic technologies, chronic disease management solutions, or related healthcare products.

Three to five (3-5) years sales experience or related field.

Strong prospecting, account development, and territory planning capabilities.

Exceptional relationship-building and stakeholder management skills.

Consultative selling approach focused on long-term customer success.

Ability to communicate clinical, technical, and business information effectively.

Strong analytical skills and the ability to interpret market, customer, and sales data.

Ability to develop strategic business recommendations and account plans.

Proficiency with Salesforce CRM and Microsoft Office applications.

Strong organizational and time management skills.

Must be Fluent in French and English.

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.

Evening and weekend work may be required to support demonstrations, conferences, customer events, and business needs.

The demonstration of product can require weekend work and frequent traveling.

Medical

Dental

Employee Assistance Program

Paid time off including vacation, personal, and sick days

EEO / Diversity Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity.

Your ZEISS Recruiting Team: Lindsay Walker Goodman The above is intended to describe the general content of and requirements for this job.

Our recruitment process: We currently do not use Artificial Intelligence (AI) to assess applications or make hiring decisions.

Should you require Code-protected accommodation through any stage of the recruitment process, please make them known when contacted and we will work with you to meet your needs.

Step out of your comfort zone, excel and redefine the limits of what is possible. All of this is supported by a special ownership structure and the long-term goal of the Carl Zeiss Foundation: to bring science and society into the future together.

📌 Account Manager - Industrial Services (Quebec City)
🏢 Carl Zeiss Canada
📍 Quebec City