Ophthalmology Account Manager

### **Job Title:** Ophthalmology Account Manager (OAM) **Department:** Medical (MED) **Reporting to:** Regional Sales Manager **Location:** Field-based, London and surrounding areas (with travel to Head Office in Cambourne as required) ### **Role Overview** ### The Ophthalmology Account Manager (OAM) is responsible for driving sales and business growth across the ZEISS ophthalmic diagnostic, surgical and digital portfolio within a designated territory. The role focuses on developing strategic relationships with NHS and private healthcare customers, promoting integrated clinical workflows, and delivering commercial success through solution-based selling. ### Working closely with Regional Sales Managers, Clinical Application Specialists, and cross-functional teams, the OAM will identify opportunities, manage the full sales cycle, coordinate product demonstrations and implementations, and ensure an exceptional customer experience while consistently achieving and exceeding sales targets. ### **Key Responsibilities** ### **Sales & Business Development** * ### Develop and execute territory and account plans to achieve and exceed sales targets. * ### Promote and sell the ZEISS ophthalmic diagnostic, surgical and digital product portfolio across hospitals, clinics and theatres. * ### Identify, qualify and convert new business opportunities while expanding existing customer relationships. * ### Manage the complete sales cycle from lead generation through to quotation, negotiation, tender submission and contract completion. * ### Deliver compelling commercial and clinical presentations to healthcare professionals, procurement teams and senior decision makers. * ### Negotiate pricing within agreed commercial guidelines while maintaining profitability. ### **Customer Relationship Management** * ### Build and maintain strong relationships with ophthalmologists, surgeons, clinical teams, biomedical engineers, procurement departments and key stakeholders. * ### Deliver high levels of customer satisfaction through proactive account management. * ### Understand customer needs and recommend tailored ZEISS workflow solutions that improve clinical outcomes and operational efficiency. * ### Act as the primary point of contact for customers throughout the sales and implementation process. ### **Product Demonstrations & Clinical Support** * ### Plan, organise and deliver product demonstrations and evaluations in collaboration with Clinical Application Specialists. * ### Ensure demonstration equipment is managed effectively, maintained to a high standard and fully accountable. * ### Coordinate product installations and support customer training alongside clinical specialists. * ### Assist customers with product adoption, workflow integration and basic troubleshooting. ### **Territory & Pipeline Management** * ### Maintain accurate and up-to-date customer records, opportunities and forecasting within Salesforce CRM. * ### Prepare quarterly Account Development Plans aligned with regional business objectives. * ### Forecast capital equipment and consumable sales accurately using CRM and sales reporting tools. * ### Monitor market activity, competitor developments and customer trends to identify growth opportunities. ### **Cross-Functional Collaboration** * ### Work collaboratively with Sales, Marketing, Clinical Application Specialists, Service Engineers and Operations teams. * ### Support marketing campaigns, workshops, exhibitions and customer events. * ### Coordinate supply contracts and customer order fulfilment. * ### Share market intelligence and customer feedback to support product development and commercial strategy. ### **Compliance & Professional Standards** * ### Maintain accurate CRM data and sales reporting. * ### Ensure all activities comply with company policies, quality standards and ethical guidelines. * ### Represent ZEISS professionally at all times. * ### Undertake additional duties as required by the Regional Sales Manager. ### **Person Specification** ### **Essential Skills** * ### Excellent communication and presentation skills. * ### Strong commercial awareness with the ability to negotiate effectively. * ### Solution-focused sales approach. * ### Ability to explain complex technical and clinical information to varied audiences. * ### Strong planning, organisation and time management skills. * ### Customer-focused with excellent relationship-building abilities. * ### Resilient, self-motivated and target driven. * ### Proficient in CRM systems (preferably Salesforce) and Microsoft Office. * ### Strong analytical and forecasting skills. * ### Full UK driving licence. ### **Personal Attributes** * ### Excellent interpersonal and influencing skills. * ### Customer-centric mindset. * ### Professional and ethical approach. * ### Adaptable and flexible in a changing environment. * ### Strong problem-solving ability. * ### Collaborative team player. * ### Results-oriented with a proactive attitude. * ### Committed to continuous learning and development. * ### High level of integrity and accountability. ### **Experience** ### **Essential** * ### Proven sales experience within the medical device, healthcare or life sciences sector. * ### Experience managing complex sales cycles. * ### Demonstrable track record of achieving sales targets. * ### Experience delivering customer presentations and product demonstrations. * ### Experience managing customer accounts and maintaining CRM systems. ### **Desirable** * ### Ophthalmology sales experience. * ### Experience selling capital medical equipment. * ### Knowledge of NHS procurement and tender processes. * ### Understanding of ophthalmic clinical workflows and surgical environments. ### **Qualifications** ### **Essential** * ### Full UK driving licence. ### **Desirable** * ### Degree in Business, Life Sciences, Healthcare or a related discipline. * ### Medical sales or ophthalmology-related qualifications or certifications. ### **Working Location** ### This is a field-based role covering **London and the surrounding areas**, with regular travel throughout the territory and occasional travel to the ZEISS Head Office in **Cambourne**. ### **Performance Measures** ### Performance will be measured against agreed objectives, including: * ### Achievement of annual sales and revenue targets. * ### Growth in market share and share of wallet. * ### Pipeline development and conversion rates. * ### CRM accuracy and forecasting quality. * ### Customer satisfaction and relationship management. * ### Successful implementation of account development plans. * ### Compliance with company processes and standards. * ### Annual performance appraisal conducted by the Regional Sales Manager, with objectives agreed for the following year. ### Looking for your next move within Ophthalmology? Please Apply! Your ZEISS Recruiting Team: Abigail Hannaby, Farzana Rahman, Kate Benyon, Lara Haslam, Natarlee Lawrence, Suya Rolph