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ZEISS Group
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Sales Account Specialist

Sales Account Specialist

ZEISS Group

25 years

0 Lacs

chandigarh

Posted:1 week ago| Platform: GlassDoor logo

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Skills Required

research microscopy technology vision service drive workflow leadership finance support development data strategy pricing training compliance management recruiting

Work Mode

On-site

Job Type

Part Time

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

Purpose of the Job

Sales Account Specialist is a key strategic role from ZEISS to drive exponential growth for our OPT 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.

Main tasks Summary

Engage customers – Surgeons, Bio Med, Owners of Hospital, Finance, Purchase Committees, 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 OPT customers and their needs.
Support and align with Regional OPT 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 / OPT products and challenge the data by comparing it with different market scope reports.

2.Customer Insight

Develop a deep understanding of the OPT customers and their needs and 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.

3.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
Ensure partner compliance with partner agreements

New Business Models & Customer Segments (Multispecialty Hospitals)

Develop a deep understanding for OPT 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 & techniques to deliver expected growth.

Your ZEISS Recruiting Team:

Sikcha Chhetri

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Sales Account Specialist