Regional Sales Manager

Job purpose

Regional Sales manager –South is key strategic position for MED in India and contributing as one of the major growth driver regions for BG, Medical. Regional sales manager position plays vital role in developing sales & marketing strategy for region and ensure it retain/gain healthy market share across territories. This positions also requires handling large multi-layer sales team, so it becomes very critical to hold strong leadership quality to manage them and keep them motivated for best outcome. Continual team building with Strong technical & commercial acumen is key objective of this position.

Main Accountabilities

Develop Sales Plans and Strategies

• Provide inputs on regional market to enable sales strategy formulation at the National level & lead the regional sales planning cycle aligned to the National sales strategy and roadmap
• Leverage the Business and Partnership relationship to retain and build toward a full ZEISS workflow solutions and product portfolio standardization. Identify and operationalize relevant eco-systems and help build partnerships & Industry/customer alliances.
• Oversee coordination between designated stakeholders at Ophthalmology Diagnostic & Surgery Division and customer organizations to ensure timely responses to all private customer enquiries across the Region; follow defined protocols to manage exceptions around pricing
• Work closely with the Head of Sales to support on-going large opportunities and guide team leads & sales account specialist on expediting closure of important opportunities within the Region
• Lead weekly meetings to track and review pipeline, sales forecasts, and progress vs. target; support Head of Sales with course correction wherever required
• Guide sales team to identify regional key accounts to maximize share of wallet
• Identify specific Region level marketing initiatives like conferences, seminars, etc. and drive execution with the help of the Marketing team to drive product awareness
• Resolve escalations related to on-time completion of deal close activities and timely delivery as per commitments
• Maintain comprehensive skill matrix for team members to drive skill enhancement and cross skill trainings for the team
• Consolidate Region-level data and feedback/insights on customer queries, marketing initiatives, competitor positioning, etc. to enable better decisions
• Drive discipline around monthly sales forecasting along with clear action plan using CRM Tools to enable overall data management and tracking

Stakeholder / Vendor Management

• Collaborate with sales teams from other divisions to identify joint go-to-market strategy to leverage the larger ZEISS customer base
• Collaborate with the Service team to identify scope for further penetration into existing customer accounts
• Engage with key customers to gauge product specific feedback to enable product/solution enhancements, trainings, etc.
• Work with commercial & finance team for price & payment terms for various commercial models.
• Work with order processing team on delivery & demand planning aspects.
• Ensure alignment with Legal & credit control team for offering combined deal to potential customers
• Stakeholder / Vendor Management
• Work with regional sales teams, marketing team, consumables teams, Vision team to get access of market requirement.

People Management

• Drive the development of manpower plans for the regional sales team to ensure optimal staffing and improve productivity
• Mentor team members and provide timely feedback to drive robust performance management
• Drive the team’s development by providing them opportunities like stretch goals/projects, training, coaching, etc.
• Motivate the sales team with monetary and non-monetary incentives, such as sales contests, commissions, public recognition, etc. to build a performance-based culture within the team

Dimensions

Reports to: Head of Sales – OPT

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

Cluster Leaders

Sales Account Specialist

Key relationship/customers:

Internal

• Regional Sales Managers – Other location
• CZI Medical team support functions
• Field Sales
• Marketing
• Finance
• Commercial

External

• Customers
• Finance partners

Key Result Areas

Budget adherence & utilization and ensuring customer satisfaction

Productivity & Market contribution gain for overall ZEISS West India

Compliant with day-to-day operational activities

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

Job Specifications

Education

MBA + B.Tech, B. Sc

Experience / Skills

• At least 10 years of work experience in the field of Ophthalmology / healthcare & having driven at least 40 Cr of Healthcare turnover per year for at least 3 Years in recent past is preferred
• Result orientation & strong strategic & commercial acumen.
• Excellent analytical and conceptual skills, coupled with a data-driven mindset
• 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