Biotech & Pharma Solutions Sales Lead

About ZEISS About Us ZEISS has a long-standing history and a global presence with portfolios across 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. Make a difference, come join the team! Role Overview 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 relies on consultative, value-based selling to meet customer needs and achieve individual and territorial sales targets, supported by 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 and an entrepreneurial mindset are essential to drive sales performance in this role. 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 relationships with ZEISS as the primary point of contact, set clear expectations, and proactively manage 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 understanding of biotech and pharma technical imaging & analysis needs, as well as business trends such as funding and 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 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, and 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 engage in continuous professional development, including CurioZ training and self-directed learning. Key Performance Indicators (KPIs) and Metrics Sales Order Intake: Achieve annual sales targets of $2M (Year 1), $3M (Year 2), and $4M (Year 3) with balanced system mix and active funnel growth across ZEISS solutions. Price Realization: Maintain strong price realization 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 beyond single transactions. Qualifications Bachelor’s degree or higher in biological science or bioengineering preferred; working knowledge of high-end microscopy, including laser scanning microscopy, and imaging techniques beyond simple image capture and manipulation. Prior experience in technical sales and managing a field coverage area for technical sales or product support preferred. Prior experience in a research position within a pharmaceutical or biotech company environment preferred. Knowledge of biological applications and workflow solutions, including spatial biology, high content imaging, image analysis and bioinformatics, preferred. Excellent verbal and written communication skills; ability to align internal stakeholders and engage customers effectively. Strong team player with the ability to collaborate across cross-functional teams. Positive, proactive attitude and willingness to continuously acquire product and application knowledge. Knowledge of Laboratory Safety requirements for BSL 1-3 environments and handling of related biological hazards. Proficiency with MS Office and strong communication skills (in person and virtual). Working Conditions Willingness to travel up to 60% of the time. May be asked to work on defined projects in addition to sales responsibilities. Valid driver's license, ability to drive a company-provided car/van; good driving record. Must have valid employment authorization to work in the United States and ability to obtain a passport for international travel. Ability to lift microscope equipment up to 75 lbs. The annual pay range for this position is $67,000 – $84,000 . The pay offered may be influenced by factors such as location, scope, qualifications, education, experience, and talent scarcity. This position is eligible for a performance bonus or sales commissions. Benefits Medical Vision Dental 401k Matching Employee Assistance Programs Vacation and sick pay Additional benefits may apply 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 regard to 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, genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by law. #J-18808-Ljbffr ZEISS Group