Senior Sales Response Manager leading complex RFP responses and championing Loopio’s proposal - management platform. Improving response processes, content, workflows, and cross - functional revenue operations.
About the role
- Leading ZEISS Canada’s ophthalmic devices sales strategy, revenue growth, and profitability. Building the Canadian sales organization and expanding healthcare customer relationships.
Responsibilities
- Lead the Canadian commercial strategy, sales execution, revenue growth, profitability and market development for the Ophthalmic Devices business
- Lead ophthalmic diagnostics, surgical ophthalmology, refractive solutions, retina, anterior segment and related clinical education or professional development activities
- Achieve annual revenue, profit and market share objectives
- Develop annual business plans, sales forecasts, expense budgets and growth initiatives
- Provide 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
- Recommend pricing strategies, promotional programs, territory planning, resource allocation and future product opportunities
- Identify incremental opportunities with strategic partners, key accounts and healthcare institutions
- Build, coach and develop a high-performing Canadian sales team
- Establish sales goals, territory expectations and accountability measures
- Support career development, succession planning and talent growth
- Participate in strategic customer engagements, major sales presentations, executive negotiations and key opportunity pursuits
- Conduct performance discussions, field coaching, joint customer visits and opportunity reviews
- Use Salesforce for pipeline management, account planning, forecasting, opportunity coaching, performance management and commercial analytics
- Monitor Canadian market trends, customer needs, competitive activity and emerging opportunities
- Build relationships with key customers, strategic accounts, ophthalmologists, optometrists, clinics, hospitals, academic institutions and buying groups
- Lead complex RFPs, public tenders, GPO and hospital procurement opportunities
- Coordinate Clinical Applications, Marketing, Service, Finance and Regulatory teams on proposals and customer solutions
- Develop bid strategies and oversee timely proposal submissions
- Represent ZEISS Canada at industry events, conferences, customer forums and strategic discussions
- Develop and oversee national strategic account plans and executive engagement plans
- Partner with Marketing and regional leaders on product positioning, launches, promotions and market development
- Manage revenue plans, expense budgets, sales forecasts and profitability objectives
- Maintain rolling forecasts and identify corrective actions for performance gaps
- Lead cross-functional and matrix collaboration across ZEISS Canada and regional stakeholders
- Ensure adherence to ZEISS policies, quality processes, regulatory requirements, compliance expectations and ethical business practices
Requirements
- Bachelor's degree in Business, Life Sciences, Healthcare, Engineering or related discipline
- 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
- Standard working hours are typically 40 hours per week Monday–Friday
- 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
Benefits
- Performance bonus or sales commissions
- Medical plans
- Vision
- Dental
- RSP
- Employee Assistance Program
- Paid time off including vacation, personal, and sick days
- Remote work or flexible work arrangement may be possible depending on company policies and the nature of the work
- Accessible and barrier-free employment practices
- Accommodation through any stage of the recruitment process
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