Biotech/Pharma Key Account Manager

Carl Zeiss AG

Job Overview

Location

Remote - USA CA

Job Type

Full-time

Full Job Description

📋 Description

• Develop and execute strategic account plans to achieve annual sales targets of $2M (Year 1), $3M (Year 2), and $4M (Year 3) within the biotech and pharmaceutical markets.
• Own and drive the full sales cycle using consultative, value-based selling methodologies including lead qualification, needs discovery, demonstrations, proposal development, and deal closure.
• Serve as the primary point of contact for key biotech and pharmaceutical accounts, ensuring timely communication and resolution of customer inquiries or issues.
• Deliver in-person and remote presentations and demonstrations for the Core Light Microscopy portfolio, including complex 3D system opportunities in collaboration with Product Application Sales Specialists (PASS).
• Identify and pursue new business opportunities while expanding and deepening relationships within existing strategic accounts.
• Maintain accurate and up-to-date pipeline visibility and forecasting through disciplined use of the CRM system.
• Build long-term customer relationships through frequent face-to-face engagement with scientists, departmental leaders, and procurement teams.
• Collaborate with Product Application Sales Specialists, service engineers, sales support, logistics, and business partners to coordinate installations, training, and ensure successful customer onboarding and ongoing success.
• Continuously develop expertise across the ZEISS microscopy portfolio, including product capabilities, applications, and software functionality.
• Maintain a strong understanding of biotech and pharma technical imaging needs, business trends, funding cycles, and budgeting practices.
• Communicate market trends, customer insights, and industry dynamics to local and global management and marketing teams.
• Drive opportunity generation across the Life Science portfolio within the assigned biotech/pharma territory through targeted outreach and awareness initiatives such as email campaigns and ZEISS On Your Campus workshops.
• Network effectively within the biotech and pharmaceutical community locally, nationally, and globally.
• Optimize demonstration resources across onsite, remote, and ZMCC formats to maximize return on investment.
• Work with e-commerce, materials research, and business partner teams to ensure optimal portfolio coverage aligned with company strategy.
• Establish effective working relationships with field service, back-office sales support, and logistics teams to streamline order processing, system delivery, installation, and ongoing support.
• Independently manage travel, expenses, and reporting in compliance with company policies.
• Ensure proper care, handling, and timely return of demo equipment.
• Operate safely during customer site visits by adhering to lab safety practices and maintaining awareness of risks in BSL 1, 2, and 3 environments.
• Conduct all activities in accordance with ZEISS policies, standards, and professional expectations.
• Serve as a ZEISS brand ambassador and actively engage in continuous professional development, including CurioZ training and self-directed learning.
• Must be willing to travel up to 60% of the time.
• Must be able to lift microscope equipment up to 75lbs.
• Must have a valid driver’s license and a driving record in good standing to operate a company-provided vehicle.
• Must have valid employment authorization to work in the United States.
• Must be able to procure a passport for potential international travel.
• May be asked to work on assigned teams on defined projects as directed by management.

🎯 Requirements

• Bachelor’s degree or higher in biological science or bioengineering preferred
• Working knowledge of high-end microscopy, including laser scanning microscopy and imaging techniques such as automated time lapse with Z-stack
• Prior experience in technical sales and managing a field coverage area for technical sales or product support preferred
• Prior experience working in a research position within a pharmaceutical or biotech company environment preferred
• Knowledge and experience in biological applications and workflow solutions, including spatial biology, high content imaging, image analysis, and bioinformatics preferred
• Sound knowledge and understanding of Laboratory Safety requirements for BSL 1, 2, and 3 environments, including specimen handling of Level 3 (and below) pathogenic biohazards

🏖️ Benefits

• Medical
• Vision
• Dental
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay

Skills & Technologies

Remote

$67k-84k

Degree Required

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Carl Zeiss AG

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About Carl Zeiss AG

Carl Zeiss AG is a German manufacturer of optical systems, optoelectronics, and precision measuring instruments. Founded in 1846 in Jena, the company develops and produces lenses, microscopes, medical devices, semiconductor equipment, and industrial metrology systems. Its products serve ophthalmology, life sciences, research, photography, cinema, and the semiconductor industry worldwide.

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