The Head – Business Management, Refractive Lasers will lead the strategic and commercial development of the ZEISS Refractive Laser business across India and neighboring markets. The role will be responsible for defining and executing the long-term growth strategy for the Refractive Laser business, identifying opportunities for category expansion, strengthening ZEISS’s competitive position and building sustainable, profitable growth. The role will own the commercial architecture of the business, including pricing strategy, portfolio mix, margin discipline, business planning, strategic investments and high-value commercial opportunities.

The position will work closely with the Commercial organization to develop and structure strategically important customer opportunities and deals. The role will also lead the national Clinical Application team for Refractive Lasers, ensuring that ZEISS technology translates into strong surgeon adoption, clinical confidence, customer activation and effective utilization. Working closely with Strategic Marketing and Procedure Growth, the role will help shape the refractive market, build awareness, expand the category and accelerate adoption of refractive procedures across India and neighboring markets.

Purpose of the Role:

- Develop and execute the 3–5-year business strategy and growth roadmap for Refractive Lasers across India and neighboring markets.
- Identify opportunities to expand the refractive category, increase ZEISS market participation and build sustainable competitive advantage.
- Own the commercial architecture of the business, including pricing frameworks, portfolio strategy, margin management and strategic commercial models.
- Partner with Commercial teams on high-value and strategically significant customer opportunities, providing business, financial and commercial expertise.
- Lead the Clinical Application organization and build a differentiated clinical capability that supports customer adoption, utilization and long-term customer value.
- Work closely with Strategic Marketing and Procedure Growth to translate market opportunities into category development, surgeon adoption and business growth.
- Represent India in relevant ZEISS global and regional discussions and influence portfolio, investment and market-development decisions through robust business cases.
- Identify and evaluate new partnerships, business models and strategic opportunities that can accelerate the long-term growth of the Refractive Laser business.

Key Responsibilities :

Refractive Business Strategy & Long-Term Growth

- Own the strategic direction and long-term growth roadmap for the Refractive Laser business.
- Develop a clear understanding of market size, growth drivers, customer segments, competitive dynamics and future opportunities.
- Identify structural barriers to refractive adoption and develop strategies to address them.
- Define strategic priorities across customer segments, geographies, portfolio and business models.
- Develop annual operating plans and Medium-Term Plans aligned with the overall OPT strategy.
- Identify and prioritize investments required to accelerate growth and strengthen ZEISS’s competitive position.




- Continuously evaluate opportunities to build, partner, invest, scale or reposition the business.
- Develop strategies for expansion into selected neighboring markets.
- Design and own the pricing framework for the Business Sector.

Commercial Architecture, Pricing & Margin Management

- Own the pricing architecture for the Refractive Laser portfolio.
- Develop pricing frameworks and commercial corridors that enable sales teams to act with speed while protecting business profitability.
- Establish appropriate margin guardrails and governance mechanisms for commercial exceptions.
- Partner with Commercial teams on strategic pricing decisions and high-value opportunities.
- Monitor price realization, ASP, margin and portfolio mix and proactively address areas of erosion.
- Develop differentiated commercial models based on customer needs, business economics and strategic objectives.
- Ensure commercial decisions balance revenue growth, profitability, customer value and long-term strategic positioning.

Portfolio & Business Management

- Own the strategic management of the Refractive Laser portfolio across its lifecycle.
- Evaluate product performance based on revenue, margin, growth, market position, utilization and customer value.
- Develop portfolio mix and premiumization strategies.
- Build business cases for new products, technologies and portfolio investments.
- Partner with global ZEISS teams to ensure India market requirements are reflected in portfolio and launch decisions.
- Identify opportunities for portfolio expansion, repositioning and lifecycle management.
- Translate customer and market insights into actionable portfolio recommendations.

Strategic Commercial Opportunities & High-Value Deals

- Work closely with Sales and Key Account teams on strategically important and high value commercial opportunities.
- Develop deal strategies considering customer value, portfolio configuration, pricing, profitability, competitive dynamics and long-term account potential.
- Support commercial teams in structuring complex negotiations and strategic agreements.
- Build financial and business cases for major customer investments.
- Evaluate alternative commercial models such as financing, managed equipment and procedure-linked models where appropriate.
- Ensure strategic deals are evaluated based on long-term business value rather than short-term revenue alone.
- Establish scalable frameworks that enable Commercial teams to make faster and better commercial decisions.

Market Development & Category Expansion

- Partner with Strategic Marketing to build awareness and develop the refractive category in India and neighbouring markets.
- Identify and evaluate partnerships and new business models that can accelerate refractive market development.




- Identify opportunities to increase the number of active refractive centres and surgeons.
- Develop strategies to increase system utilization and procedure volumes.
- Identify customer, clinical and commercial barriers to adoption and translate them into actionable business initiatives.
- Partner with Procedure Growth to accelerate surgeon adoption and procedure development.
- Develop strategic partnerships with hospitals, eye-care networks, institutions and other relevant ecosystem stakeholders.
- Monitor market development and competitive share and recommend interventions to strengthen ZEISS’s position.

Team Leadership & Cross-Functional Collaboration

- Lead, develop and retain the national Refractive Clinical Application Team.
- Build a high-performing clinical organization with strong technical, clinical and customer engagement capabilities.
- Establish clear standards for clinical application excellence and customer support.
- Ensure effective clinical support for new customer activation, surgeon onboarding and technology adoption.
- Develop structured approaches to improve surgeon confidence, clinical capability and system utilization.
- Use field insights to identify barriers to adoption and provide feedback to Business

Management, Procedure Growth, Strategic Marketing and Commercial teams.
- Develop clear capability-building and career-development pathways for Clinical Application Specialists.
- Establish appropriate performance measures covering customer activation, clinical engagement, utilization development and customer experience.
- Build a culture where clinical application goes beyond technical support to become a strategic enabler of customer adoption and business growth.

Commercial Intelligence and Market Analysis

- Develop a fact-based understanding of the refractive market, including market size, growth, segmentation and competitive position.
- Monitor competitor products, pricing, commercial models, launches and strategic moves.
- Track customer economics, utilization, procedure trends and adoption patterns.
- Identify emerging technologies and market trends that could impact the Refractive Laser business.
- Develop market attractiveness and opportunity assessments to guide resource allocation.
- Translate market intelligence into clear strategic recommendations and business decisions.
- Provide regular business and competitive insights to the SBU leadership team.

Global & Regional Stakeholder Management

- Act as the key business interface between ZEISS India and relevant global and regional ZEISS stakeholders for the Refractive Laser portfolio.
- Represent India market requirements in global portfolio and strategic discussions.
- Build robust business cases for product launches, investments, pricing and market development initiatives.
- Influence global portfolio decisions based on India market opportunity and customer requirements.
- Advocate for appropriate India market priorities while balancing global business objectives.
- Identify opportunities to leverage global technology, clinical, marketing and commercial capabilities for India.
- Share successful India initiatives and business models that can potentially be scaled across other markets.

📌 Head – Business Management, Refractive Lasers (Karnataka)
🏢 ZEISS Group
📍 Karnataka