Head of Marketing and Business Development

Job title

Head of Marketing and Business Development

Division

RMS

Location

Bangalore

Job purpose :

Head – Marketing & Business Development

Mid-Term Planning (MTP)

Main Accountabilities :

General and Task Management:

• Leadership & Strategy – Direct BD, Marketing, Application, and CRM teams to deliver growth, profitability, and market share gains.
• Integrated Growth Planning – Develop and execute portfolio-wide and sector-focused strategies through the MTP process, ensuring alignment with ZEISS India and APAC goals.
• Marketing Alignment – Design and oversee campaigns tailored to sector-specific lead generation, funnel acceleration, and conversion outcomes.
• Performance Management – Track, analyze, and report on funnel health, lead quality, campaign ROI, and sector revenue performance.
• Stakeholder Engagement – Act as the primary growth strategy partner to the Country Head and APAC leaders, aligning local execution with regional priorities.
• Capability Development – Coach sector, marketing, and application teams to build execution capability, improve collaboration, and maintain strategic focus.
• Execution Discipline – Ensure all MTP initiatives are implemented fully and on time within the ZEISS financial year

Dimensions

Reports to

Direct Report

Key Responsibility :

• Leadership & Strategy

  – Direct BD, Marketing, Application, and CRM teams to deliver growth, profitability, and market share gains.

• Integrated Growth Planning

  – Develop and execute portfolio-wide and sector-focused strategies through the

  MTP

  process, ensuring alignment with ZEISS India and APAC goals.

• Marketing Alignment

  – Design and oversee campaigns tailored to sector-specific lead generation, funnel acceleration, and conversion outcomes.

• Performance Management

  – Track, analyze, and report on funnel health, lead quality, campaign ROI, and sector revenue performance.

• Stakeholder Engagement

  – Act as the primary growth strategy partner to the Country Head and APAC leaders, aligning local execution with regional priorities.

• Capability Development

  – Coach sector, marketing, and application teams to build execution capability, improve collaboration, and maintain strategic focus.

• Execution Discipline

  – Ensure all MTP initiatives are implemented fully and on time within the ZEISS financial year.

Key Skills & Attributes :

• Strategic thinker with strong commercial acumen and market insight.
• Proven leadership experience in BD or marketing within B2B technical/scientific markets.
• High proficiency in cross-functional collaboration and regional stakeholder management.
• Data-driven mindset with expertise in KPIs, funnel analysis, and ROI measurement.
• Excellent communication and influencing skills across technical and leadership audiences.

KPIs

• Volume and quality of qualified leads.
• Funnel growth, velocity, and conversion rates.
• Sector revenue contribution and growth.
• Campaign effectiveness and ROI.
• On-time and full delivery of MTP initiatives.
• Responsible 25 high volume Toric, Trifocal & multifocal accounts. May or may not be existing ZEISS customers. Break those accounts and then increase the share of wallet.
• Delivering 50-60 mil INR individual target.
• Responsible for regional Clinical Support for customers Z CALC and Premium IOL Calculations. Support customers and sales team in ZEISS toric IOL calculations and with IOLMASTER 700. Support customer queries on premium IOL Calculations.
• Work with Marketing for Clinical Sites for Product Evaluation and Customer Testimonial.
• Annually, 6 weeks of face-to-face training to regional team – South & West.
• Increase share of premium IOLs ~50% of Total regional Sales by providing training needs and continuously monitor the progress of business.
• Ensure achievement of Product Mix target by sales team.

Job Specifications

Education :

MBA in General Management, Marketing with graduation from science background (biology, chemistry, materials science, or physics).

12 to 15 years of relevant experience, with at least 5 years in leadership role

Experience / Skills

• Strategic thinker with strong commercial acumen and market insight.
• Proven leadership experience in BD or marketing within B2B technical/scientific markets.
• High proficiency in cross-functional collaboration and regional stakeholder management.
• Data-driven mindset with expertise in KPIs, funnel analysis, and ROI measurement.
• Excellent communication and influencing skills across technical and leadership audiences.