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.
Education
- Bachelors degree in science or engineering or business.
Work Experience
- At least 3 years of work experience in the field of Ophthalmology, OT surgical experience in capital equipment / medical device industry in South India.
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.
1. 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 positive 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
4. 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.