What's the role?

The Head of Sales ZEISS Medical Technology Ophthalmology is responsible for leading the Canadian commercial strategy, sales execution, revenue growth, profitability and market development for the Ophthalmic Devices business.

This role provides leadership across key Ophthalmic Devices segments, including ophthalmic diagnostics, surgical ophthalmology, refractive solutions, retina, anterior segment and related clinical education or professional development activities, as applicable to the Canadian market.

The incumbent is accountable for achieving annual revenue and profit objectives, developing a high-performing sales organization, strengthening customer relationships and ensuring alignment with ZEISS Canada priorities, regional business objectives and global Ophthalmic Devices strategies.

The role is also responsible for providing business insights to Canadian and regional leadership on market trends, customer needs, competitive activity, product requirements, pricing, territory planning and growth opportunities within the Canadian ophthalmology and optometry markets.

Sound Interesting?

Here's what you'll do:

Commercial Strategy and Business Planning

• Develop and execute the Canadian Ophthalmic Devices commercial strategy in alignment with ZEISS Canada, regional and global business priorities.
• Lead the achievement of annual revenue, profit and market share objectives for the Canadian Ophthalmic Devices business.
• Develop annual business plans, sales forecasts, expense budgets and growth initiatives.
• Provide regular business updates, sales funnel reviews and forecast submissions to Canadian and regional leadership.
• Lead monthly business reviews using data-driven performance analysis
• Lead capital equipment opportunity planning from lead generation through installation, customer adoption and lifecycle management.
• Monitor installed base performance, replacement opportunities and cross-selling opportunities across the customer portfolio.
• Recommend pricing strategies, promotional programs, territory planning, resource allocation and future product opportunities based on Canadian market needs.
• Identify incremental business opportunities with strategic partners, key accounts and healthcare institutions.

Sales Leadership and Performance Management

• Lead the Canadian Ophthalmic Devices sales organization in achieving annual sales and profitability targets.
• Build, coach and develop a high-performing sales team through effective recruitment, onboarding, motivation, mentoring and performance management.
• Establish clear sales goals, territory expectations and accountability measures.
• Support career development, succession planning and talent growth within the Canadian sales organization.
• Operate as a player-coach by actively participating in strategic customer engagements, major sales presentations, executive-level negotiations, and key opportunity pursuits.
• Conduct regular performance discussions and annual performance reviews in accordance with ZEISS Canada HR policies.
• Partner with Regional Sales Managers and Account Managers to develop account strategies, advance complex opportunities, and accelerate sales cycle progression.
• Conduct regular field coaching, joint customer visits, and opportunity reviews to improve sales effectiveness and support professional development across the commercial organization.
• Leverage Salesforce as the primary commercial management platform and single source of truth for pipeline management, account planning, forecasting, opportunity coaching, performance management, and commercial analytics, ensuring data integrity, visibility, and sales execution across the organization.
• Utilize CRM analytics to drive territory optimization, resource allocation, customer segmentation and business planning decisions.
• Utilize Salesforce analytics and reporting to support territory optimization, customer segmentation, resource allocation, forecasting accuracy, and strategic business planning.
• Foster a culture of collaboration, accountability, customer focus and achievement.

Market Development and Competitive Intelligence

• Monitor and evaluate Canadian market trends, customer needs, competitive activity, procurement practices and emerging opportunities in ophthalmology and optometry.
• Provide regular and meaningful insights to Canadian and regional leadership on market conditions, customer requirements, product needs and competitive positioning.
• Analyze market intelligence, customer feedback, sales data and pipeline information to identify risks and growth opportunities.
• Recommend strategies to strengthen ZEISS's market position in Canada.
• Reinforce ZEISS's brand as a trusted market leader in ophthalmic technology and solutions.

Customer and Strategic Account Management

• Build and maintain strong relationships with key customers, strategic accounts, ophthalmologists, optometrists, clinics, hospitals, academic institutions and buying groups.
• Lead complex sales opportunities involving Requests for Proposal (RFPs), public tenders, group purchasing organizations (GPOs), and hospital procurement processes.
• Coordinate cross-functional resources including Clinical Applications, Marketing, Service, Finance, and Regulatory teams to develop competitive proposals and customer solutions.
• Develop winning bid strategies and ensure timely submission of proposals aligned with customer requirements and ZEISS commercial objectives.
• Monitor upcoming capital equipment procurement opportunities and healthcare funding initiatives to proactively position ZEISS solutions.
• Represent ZEISS Canada at industry events, conferences, customer forums and strategic business discussions.
• Partner with internal stakeholders to resolve customer issues and improve the overall customer experience.
• Develop and oversee national strategic account plans for key customers, buying groups, hospital networks and academic institutions.
• Establish executive engagement plans for high-value customers and strategic growth accounts.
• Monitor account performance, share of wallet and customer retention metrics.
• Ensure customer insights are communicated back to Marketing, Service, Finance, Clinical Education and regional leadership teams.

Marketing, Product and Commercial Excellence

• Partner with Marketing and regional business leaders on product positioning, launch planning, promotional programs and market development initiatives.
• Provide input into product line strategy, market penetration plans and future product requirements for Canada.
• Support the implementation of sales contests, sales meetings, product launches and commercial initiatives.
• Ensure effective use of CRM, pipeline management tools and sales reporting processes.
• Collaborate with Clinical Education and Professional Development to support customer training, adoption and product utilization.

Financial Management and Forecasting

• Manage revenue plans, expense budgets, sales forecasts and profitability objectives for the Canadian Ophthalmic Devices business.
• Provide accurate and timely forecast updates to Finance, Canadian leadership and regional stakeholders.
• Review monthly revenue and expense projections, customer issues, sales activity and competitive business encounters.
• Maintain a rolling forecast and identify corrective actions where performance gaps arise.
• Ensure business decisions are supported by sound financial analysis and commercial judgment.

Cross-Functional and Matrix Leadership

• Work closely with ZEISS Canada leadership, regional Ophthalmic Devices leadership, Finance, Human Resources, Marketing, Service, Clinical Education, Regulatory/Quality and other internal stakeholders.
• Contribute to Canadian leadership discussions on matters related to Ophthalmic Devices strategy, sales execution, customer experience and business performance.
• Influence across a matrix environment to align priorities, resources and business outcomes.
• Ensure communication of corporate goals, strategies and tactics to the Canadian sales organization.

Compliance, Quality and Policy Adherence

• Maintain awareness of and adherence to applicable ZEISS policies, quality processes and regulatory requirements.
• Ensure the Canadian sales organization operates in accordance with company standards, compliance expectations and ethical business practices.
• Support adherence to applicable medical device quality, documentation and customer-facing processes.
• Maintain a safe, respectful and professional work environment.

Do you qualify?

Experience and Education Requirements:

• Bachelor's degree in Business, Life Sciences, Healthcare, Engineering or related discipline.
• MBA or advanced degree considered an asset.
• Minimum 8-10 years of progressive medical device or healthcare sales leadership experience.
• Medical device, healthcare technology or ophthalmology/optometry market experience strongly preferred.
• Experience leading sales teams and achieving revenue and profitability targets.
• Experience selling or leading teams that sell diagnostic, surgical, refractive or related ophthalmic products considered an asset.
• Experience working in a matrix organization considered an asset.
• Experience managing budgets, forecasts, sales performance and customer relationships.
• Strong business acumen and financial analysis capability.
• Strong understanding of sales strategy, forecasting, pipeline management and commercial execution.
• Ability to analyze complex business situations and make sound recommendations.
• Strong leadership, coaching and talent development skills.
• Excellent presentation and executive communication skills.
• Strong customer relationship management and negotiation skills.
• Ability to influence across functions and organizational levels.
• Strong planning, organizational and problem-solving skills.
• Proficiency with Microsoft Office, CRM tools and business reporting systems.
• Bilingual English/French considered an asset.

Working Conditions and Special Demands:

• Standard working hours are typically 40 hours per week Monday - Friday.
• In some cases, especially with the advancement of technology, remote work or flexible work arrangement may be possible. This depends on company's policies and the nature of the work.
• Willing to travel over weekends and holidays, including domestic and international travel (up to 25% - 50%).
• Ability to work in a multi-cultural business environment, foreign language skills are desirable.

This job description contains the general details considered necessary to outline the principal functions of the job and shall not be construed as inclusive of all work requirements.

The annual pay range for this position is $165,000 - $206,000

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. ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off.

We have amazing benefits to support you as an employee at ZEISS!

• Medical

• Vision

• Dental

• RSP

• Employee Assistance Program

• Paid time off including vacation, personal, and sick days
• The list goes on!

Your ZEISS Recruiting Team:
Debra Ann Rybolt, Lindsay Walker Goodman

As part of our recruitment process, we currently do not use Artificial Intelligence (AI) to assess applications or make hiring decisions. This job posting is for an existing vacancy.