Head of Business Development – Emerging Business (Biotech/Pharma), APEC

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 .

Purpose of this position / Position summary

This position focuses on Development and Advancement of Emerging Business Opportunities and Partnerships in the non-standard hardware/SW/Solutions sales and service areas in Biotech Pharma. Specifically, in Life Science Industrialization (Biotech/Pharma non-traditional business), with enterprise solutions and special projects that have ability to scale (Solutions Lab). In addition, the position enables growth of recurring revenue streams with related service contract and support offerings, SW subscriptions as well as reagents and consumables. This role is focused on the APEC market.

Primary duties and responsibilities

• undefined
• Qualify, Advance and Convert opportunities with special workflow solution projects (none-standard, opportunity to scale) with focus on Biotech Pharma and “high throughput imaging” environments
• Develop strategy and act as Commercial lead in negotiating projects
• Develop and sell related special service and support offerings
• Support Global sales teams in developing and positioning non-standard business models to support growth
• Ensure that we prioritize those projects which will strengthen our offerings of Enterprise Solutions
• Engage deeply and take commercial lead in Opportunities that are likely to scale.
• Analyze customer workflows and uncover efficiency/productivity improvements.
• Collaborate with relevant global LIS stakeholders (ADD, PM, Logistics, Finance, Sales Management, OEM, Solutions Lab, Regulatory Team, Ventures, etc) in developing and implementing solutions that realize such productivity gains.
• Develop and align custom pricing models with special focus on recurring revenue streams
• Help identify and develop the required resources to accomplish the tasks as described
• Build relationships of trust with customers and business partners
• Monitor the sales funnels, margins, and business activities for all activities in his/her area of responsibility while quickly putting improvement measures in place as needed
• Develop compensation plans, contractual agreements, Service Level Agreements, Partnership agreements, project plans, Statements of Works and Go-To-Market strategies for areas within the scope of his/her responsibility
• Stay abreast of business, political, and social trends which could directly or indirectly impact ZEISS and respond to these proactively
• Serve as a coach and role model
• Contribute to and support strategic initiatives together with the LIS leadership team

Your ZEISS Recruiting Team: