ZEISS Group
Ophthalmology Account Manager
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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.
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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.
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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
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