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Cluster Lead

2 months ago

Mumbai Metropolitan Region, India ZEISS India Full time

Job purpose


Cluster Leader is a key position for consumable business in MED India. This position plays vital role in developing sales for assigned territory and ensure it retain/gain healthy market share across territories. This positions also requires handling 3-4 team of front-end sales team, so it becomes very critical to hold leadership quality to build and manage high performing team. Continual team building with Strong technical & commercial acumen is key objective of this position.


Main Accountabilities


Develop Sales Plans and Strategies

  • Drive team performance and improve productivity.
  • Track and review pipeline, sales forecasts, and achievement vs. target; support Regional Sales Manager with course correction wherever required.
  • Closely review sales funnel and ensure success with detailed planning and strong execution methods.
  • Preparation of Sales Forecasts, rolling forecast, etc. for the territory/area & ensure execution as per plan.
  • Manage dealer network in assigned territory, build winning mindset in team and leverage on partners’ strength.
  • Drive discipline in pricing and payment terms. Ensure collection of payment once its due as per company policy.
  • Submission of all prescribed reports (Daily Sales Report, Monthly and Quarterly, etc.) and updation of data in SFDC
  • Identification of new Key Accounts and Direct trade opportunities.
  • Awareness regarding competitor’s activities in the market and information in terms of pricing, schemes, systems/procedures, etc. and implement and maintain competition information SFDC tool.
  • Consolidate Region-level data and feedback/insights on customer queries, marketing initiatives, competitor positioning, etc. to enable better decisions.
  • Follow up with Marketing team for organizing RTM, CME & Live Surgeries etc. as per business requirements in the territory/area.
  • Establishing a working rapport with the equipment sales team, Marketing and PDP team and driving synergy sales in your territory/area.
  • Ensure the governance of existing bundling contracts.
  • Maintain comprehensive skill matrix for team members to drive skill enhancement and cross skill trainings for the team

People Management

  • Drive performance across team members and help them achieve the assigned goals.
  • Mentor team members and provide timely feedback to drive robust performance management

Dimensions


Reports to: Regional Sales Manager – Consumables


List by job title any positions to be supervised by the incumbent:

Sales Account Specialist


Key relationship/customers:

Internal

  • Cluster Leader – Other location
  • CZI Medical team support functions
  • Field Sales
  • Marketing
  • Finance
  • Commercial


External

  • Customers
  • Channel Partners/Distributors

Key Result Areas


Meeting sales target, customer retention and ensuring customer satisfaction

Topline growth

Sales Productivity gain for overall territory.

Compliant with day-to-day operational activities

Ensuring team satisfaction, key talent retention & continuous focus on capability building


Job Specifications


Education

Bachelors Degree in any relevant area.

Preferred – Masters in Business Administration


Experience / Skills

  • At least 6 -7 years of work experience in the field of Ophthalmology / healthcare / Consumable portfolio & having driven at least 10 Cr of Healthcare turnover per year for at least 3 Years in recent past is preferred
  • Proven ability to manage and lead teams.
  • Result orientation & strong strategic & commercial acumen.
  • Excellent analytical and conceptual skills, coupled with a data-driven mindset.
  • Good understanding of MS-Office.
  • Positive attitude and passion that energizes customers and colleagues alike

Strong English proficiency, fluency in additional languages a plus


About ZEISS Group:

ZEISS is an internationally leading technology enterprise operating in the fields o f o ptics a nd optoelectronics. In the previous fiscal year, the ZEISS Group generated annual revenue totaling 10 billion euros in its four segments Semiconductor Manufacturing Technology, Industrial Quality & Research, Medical Technology and Consumer Markets (status: 30 September 2023). For its customers, ZEISS develops, produces and distributes highly innovative solutions for industrial metrology and quality assurance, microscopy solutions for the life sciences and materials research, and medical technology solutions for diagnostics and treatment in ophthalmology and microsurgery. The name ZEISS is also synonymous with the world's leading lithography optics, which are used by the chip industry to manufacture semiconductor components. There is global demand for trendsetting ZEISS brand products such as eyeglass lenses, camera lenses and binoculars. With a portfolio aligned with future growth areas like digitalization, healthcare and Smart Production and a strong brand, ZEISS is shaping the future of technology and constantly advancing the world of optics and related fields w ith i ts s olutions. T he c ompany's s ignificant, su stainable investments in research and development lay the foundation for the success and continued expansion of ZEISS' technology and market leadership. ZEISS invests 15 percent of its revenue in research and development – this high level of expenditure has a long tradition at ZEISS and is also an investment in the future. With around 43,000 employees, ZEISS is active globally in almost 50 countries with around 30 production sites, 60 sales and service companies and 27 research and development facilities (status: 30 September 2023). Founded in 1846 in Jena, the company is headquartered in Oberkochen, Germany. The Carl Zeiss Foundation, one of the largest foundations in Germany committed to the promotion of science, is the sole owner of the holding company, Carl Zeiss AG.

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