Job Description

ZEISS in India
ZEISS in India is headquartered in Bengaluru and present in the fields of Industrial Quality Solutions, Research Microscopy Solutions, Medical Technology, Vision Care and Sports & Cine Optics.
ZEISS India has 3 production facilities, R&D center, Global IT services and about 40 Sales & Service offices in almost all Tier I and Tier II cities in India. With 2200+ employees and continued investments over 25 years in India, ZEISS' success story in India is continuing at a rapid pace.
Further information at ZEISS India.
Drives sales for Refractive segment of Medical Technology Business in North & East by providing leadership to the local sales teams & business partners to drive profitable growth as per the assigned targets and drive the expansion of new business growth.
Regional Sales manager - North & East is a key strategic position for MED in India and contributes as one of the highest growth driver region for BG, Medical. Regional sales manager position plays vital role in developing sales & marketing strategy for region and ensure retain/gain healthy market share across territories. This positions also requires handling a team of front end sales consultants & account managers, so its becomes very critical to hold strong leadership qualities to manage them and keep them motivated for best outcomes. Continual team building with Strong technical & commercial acumen is a key objective of this position.
RSM North & East -Drive sales for Refractive equipment across North & East India by managing & leading a high-performance team across territories Identify and operationalize relevant eco-systems and help build partnerships & Industry/customer alliances. Research the Refractive market & understand various operating models, business challenges, critical metrics, issues, goals, and growth strategy to develop a ZEISS objective for Related Business strategies. Identify & maintain a strong funnel of growth potential by analyzing current Go to market, products, needs, care gaps install base, and construction strategies to leverage into deal strategies & also help advice the Market on key long term strategic roadmaps Collaborate with business partners & working models to increase access to customers & incremental business opportunities through innovative business models Drive best practices for CRM usage, update-to-date market, competitor data for informed decision-making regarding product / technology and strategy planning. Ensure healthy sales pipeline and engage in periodic sales funnel, win-loss reviews of deals to identify improvement areas Support partners to expand and build relationships with existing & new customers through collaborative sales efforts to grow the business. Partner with CZI application specialists to drive product differentiation through a customer education/awareness by creating strategy along with partners. Demonstrate a self-directed and high-performance culture & follow a culture of continuous improvement and learning Evaluate competitive forces & strategy and demonstrate ability to lead teams in winning in Refractive Develop goals and objectives that tend to growth and prosperity. Work across teams for synergies & leverage know-how to maximize incremental business impact Continuously identify innovative approaches to drive market penetration for new and existing products and customer engagement Implement a solution-selling methodology to facilitate deeper customer engagement & stronger value proposition Create sustainable relationships with the Executive level Industry leaders, C suite of key customers & alliance partners & KOLs in Refractive Ensure a current knowledge of issues in each facility and monitor resolution through the escalation processes. Daily demonstration of ZEISS Core competencies in daily practice such as Innovation, Reliability, Customer Focus & help reinforce ZEISS Brand attributes Help accelerate Digital tools, adoption of workflow solutions & digital marketing adoption in the market

Key relationship/customers:
InternalManagement Team - MED Refractive Sales Teams CZI Medical team support functions Field Sales - OPT & NAM Marketing Practice Development Consulting Teams Finance Application Legal & Credit Control HR

ExternalCustomer Business Associations Channel Partners & Digital Ecosystem partners

Key Result AreasManaging Sales team to drive sales of Refractive Equipment Business in assigned territory with ambition to grow 2x in 3 years Increase in Market share in addressable segments across Excimer & Femto Lasers Drive adoption of Refractive Digital & Connected Workflow Solutions

Job Specifications
EducationBE / B. Tech / Relevant Bachelor's degree or Diploma in or Degree in Business Administration, Marketing, Optometry, Health Sciences, or any related fields. Preferred - MBA

Experience / SkillsPreferably with experience at National level or across 2 different regional geographies with proven track record of performance in Sales, additional experience in Marketing or business development would be an advantage At least 15 years of work experience in the field of Refractive / Ophthalmology / healthcare Capable of managing, nurturing & developing teams with prior experience of managing diverse and high-performance teams Excellent analytical and conceptual skills, coupled with a data-driven mindset Strong KOL engagement & networks - preferably across the proposed territory Result orientation & strong strategic & commercial acumen Ability & track record of working across government accounts (central & regional) with strategic insights on building sustainable business across government entities in the proposed territory Strong entrepreneurial skills and self-driven; able to find pragmatic solutions with strong commercial acumen Ability to manage complex projects and relationships, and to align and influence, outstanding interpersonal skills with an ability to work under time constraints & also manage complex global stakeholder matrix

Your ZEISS Recruiting Team:
Sikcha Chhetri