Regional Sales Manager – North & East (Refractive)

Job purpose

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.

Main Roles and responsibilities

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

Dimensions

Reports to

Key Result Areas

• Managing 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

Education

• BE / 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 / Skills

• Preferably 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
• Positive attitude and passion that energizes customers and colleagues alike
• Strong English proficiency, fluency in additional languages an advantage
• Good communication skills coupled with executive presentation skills