Biotech/Pharma Key Account Manager

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 Biotech/Pharma Key Account Manager is a highly specialized technical sales role responsible for driving sales growth and expanding ZEISS’s presence within the biotech and pharmaceutical market. Success in this position relies on consultative, value‑based selling to meet customer needs and achieve individual and territorial sales targets, supported by strong knowledge of products, applications, data analysis, and imaging workflows specific to biopharma. The role requires deep technical expertise across the ZEISS microscopy portfolio and associated applications (such as spatial biology), combined with strong sales acumen, communication, teamwork, and time‑management skills to deliver exceptional support to assigned key accounts. Strong interpersonal skills, the ability to operate effectively in a networked environment, and a demonstrated entrepreneurial mindset are essential to consistently drive sales performance in this role.

Sound Interesting?

Here’s what you’ll do:

Sales & Account Management

• Develop and execute strategic account plans to achieve sales targets and drive revenue growth within the biotech and pharmaceutical markets.

• Own and drive the full sales cycle using consultative, value‑based selling methodologies (e.g., ZEISS Selling Process and Challenger), including lead qualification, needs discovery, demonstrations, proposal development, and deal closure.

• Assume commercial responsibility for the Core Light Microscopy portfolio, delivering effective in‑person and remote presentations and demonstrations, and partnering with PASS on complex 3D system opportunities.

• Identify new business opportunities while expanding and deepening relationships within existing accounts.

• Serve as the primary point of contact for customers, ensuring timely communication and resolution of inquiries or issues.

• Maintain accurate pipeline visibility and forecasting through disciplined use of the CRM system, ensuring all opportunities are properly qualified and up to date.

• Prioritize daily activities and manage time effectively to move sales and support initiatives forward efficiently.

Customer Success & Relationship Management

• Build strong, long‑term customer relationships through frequent face‑to‑face engagement and collaboration with key stakeholders, including scientists, departmental leaders, and procurement teams.

• Manage customer relationship with ZEISS as primary point of contact, set clear expectations and proactively managing challenges when plans do not proceed as expected.

• Align closely with Product Application Sales Specialists (PASS), service engineers, sales support, logistics, and business partners to communicate delivery timelines, coordinate installations and training, and ensure successful onboarding and ongoing customer success.

Market, Product & Application Expertise

• Continuously develop broad knowledge across the ZEISS microscopy portfolio, including product capabilities, applications, and software functionality.

• Build strong understanding of biotech and pharma technical imaging & analysis needs, as well as business trends such as funding, budgeting cycles.

• Regularly communicate relevant biotech and pharma market trends, customer insights, and industry dynamics to management and marketing teams, both local and global.

Pipeline Generation & Market Development

• Drive opportunity generation across the Life Science portfolio within the assigned biotech/pharma territory.

• Execute targeted outreach and awareness initiatives (e.g., email campaigns, ZEISS On Your Campus workshops) to build pipeline, generate interest, and expand market presence.

• Network effectively within the biotech and pharmaceutical community locally, nationally, and as appropriate, globally.

Resource Management

• Optimize demonstration resources across onsite, remote, and ZMCC formats to maximize return on investment.

• Work closely 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.

• Independent and prudent management of travel, expenses, & reporting.

• Ensure appropriate care, handling, and timely return of demo equipment.

Safety, Professionalism & Development

• Operate safely and responsibly during customer site visits by following lab safety practices and maintaining awareness of potential risks.

• 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.

Key Performance Indicators (KPIs) and Metrics of this position:

• Sales Order Intake: Achieve annual sales targets of $2M (Year 1), $3M (Year 2), and $4M (Year 3) with a balanced system mix and active funnel growth across the ZEISS solutions portfolio.

• Price Realization: Maintain strong price realization against global list price through disciplined, value based selling and minimal discounting.

• CRM Accuracy & Forecast Quality: Ensure timely, complete, and accurate CRM updates to support reliable pipeline visibility and forecasting.

• Key Account Growth & Retention: Expand and retain strategic biotech and pharmaceutical accounts through sustained relationship development, beyond single transactions.

Do you qualify?

• Bachelor’s degree or higher in biological science or bioengineering preferred from an accredited college or university. Working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation (e.g., automated time lapse with Z-stack, etc.).
• Prior experience in technical sales and managing a field coverage area for technical sales or product support preferred.
• Prior experience of 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.
• Excellent verbal and written communication skills, with the ability to clearly align internal stakeholders and engage customers effectively.
• Strong team player with the ability to collaborate effectively across cross‑functional teams.
• Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently.
• Sound knowledge and understanding of Laboratory Safety requirements for BSL 1, 2, and 3 environments, as well as specimen handling of Level 3 (and below) pathogenic biohazards (e.g., bacteria, viruses, fungi, parasites, and prions).
• Good knowledge of MS Office, and strong communication skills required (both in person and virtual environments).

Working Conditions and Special Demands:

• Willingness to travel up to 60% of the time.
• In addition to sales function, may be asked to work in assigned teams on defined projects as directed by management.
• Must have driving record in good standing, a valid driver license, and be able to drive a company provided car/van
• Must have valid employment authorization to work in the United States
• Must have the ability to procure a passport for international travel
• Ability to lift microscope equipment to 75lbs

The annual pay range for this position is $67,000 – $84,000

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
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay
• The list goes on!

The above is intended to describe the general content of and requirements for this job. It is not to be construed as an exhaustive statement of requirements, duties, or responsibilities. The Company reserves the right to interpret, amend, or otherwise modify, in whole or in part, any job description at any time, at its sole discretion.

Your ZEISS Recruiting Team:

Lindsay Walker Goodman

Zeiss provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).