Sales Account Specialist – MCS

Purpose of the Job

Sales Account Specialist is a key strategic role from ZEISS to drive exponential growth for our MCS business. As a state growth lead, the incumbent is expected to work on various growth initiatives including, building & driving channel business, upgrade & workflow solution sales, new business models and customer segments for microsurgery business.

This attracts significant mindshare & investment from ZEISS India leadership & therefore provide tremendous growth potential for the right candidate. This profiles also provides end to end understanding of system and process and it involves usage of best-in-class system and technologies.

Requirements:

Education

Bachelor’s degree in engineering or business.

Work Experience

At least 5 years of work experience in the field of Neurosurgery, Spine Surgery, ENT Surgery or similar OT Surgical experience in Capital Equipment / medical device industry in South India.

Specific Knowledge

• 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.
• Experience at regional level, in Sales, additional experience in Channel Management is a plus

Main tasks Summary

• Engage customers – Surgeons, Bio Med, Owners of Hospital, Finance, Purchase Committees, Govt Officials etc.
• Budget adherence for the targets assigned for the region/ territory.
• End to End delivery and execution of Business Strategy
• Deliver true business growth from growth initiatives
• Productivity & Market contribution gain for assigned territory
• Compliant with day-to-day operational activities
• Develop a deep understanding of MCS customers and their needs.
• Support and align with Regional MCS Sales to achieve market and regional goals.

Details

Market Understanding

• Monitor market needs and business opportunities through direct sales and customer consultation / insight.
• Maintain close contact with customers, sales and key opinion leaders for the development / implementation of the go-to-market strategy.
• Maintain good market intelligent data for markets / MCS products and challenge the data by comparing it with different market scope reports.

Customer Insight

• Develop a deep understanding of the MCS customers and their need sand motivations
• Based on customer& market insights, provide input and business opportunities for the development of the product roadmap, namely on new products and gaps in our portfolio.

Channel/Distributor Business

• Own sales channel strategy for the assigned region.
• Identify the current coverage gaps in assigned region and set up channel partners to mitigate the gaps.
• Develop annual business plan for distributors and monitor performance to the budget.
• Manage channel funnels, forecasts, orders, and revenues.
• Ensure revenue targets of distributors are achieved within the responsible territories
• Establish and lead regular sales reviews with channel partner.
• Enforce pricing and discount policies for channels
• Ensure distributors are equipped with necessary sales and technical skills to represent ZEISS through periodic training programs.
• Drive relationships within partner organizations at all levels and role profiles
• Ensures partner compliance with partner agreements

New Business Models & Customer Segments (Multispecialty Hospitals)

• Develop a deep understanding for MCS business to innovate and build new and distinctive business /partnerships to drive adoption and reach of ZEISS technology.
• Work closely with large multispecialty hospitals to increase ZEISS market share.
• This role requires strong account management at regional level and active use of required tools & technics to deliver expected growth.

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 (https://www.zeiss.co.in/corporate/home.html)