Purpose of this position / Position summary The Lead - Strategic Growth & Partnerships is responsible for identifying, validating and scaling strategic growth platforms for MCS India. Reporting directly to the Head of MCS India, the role will translate cross-business opportunities into commercially viable initiatives across NES, ETP and Dentistry, while accelerating portfolio adoption, consumables growth, recurring revenue and ecosystem partnerships.

The position combines enterprise strategy, business development, portfolio management and disciplined execution. The incumbent will orchestrate cross-functional teams, build investment-grade business cases, establish governance and performance routines, and progressively assume business and P&L; accountability for successful growth platforms.

Primary duties and responsibilities

1. Strategic projects and ZEISS Visualization Suites

- Own the country roadmap for integrated ZEISS Visualization Suites across NES, ETP and Dentistry, connecting relevant products, workflows, services, education and commercial models.
- Identify priority clinical pathways, customer segments and lighthouse institutions where visualization can be established as a standard-of-care protocol.
- Build evidence-based value propositions for clinical, operational and economic stakeholders, in collaboration with Business Sectors, Sales, Marketing, Applications and Medical Affairs.
- Lead customer co-creation, pilot design, implementation governance, outcome tracking and replication playbooks for successful lighthouse initiatives.
- Create a structured pipeline of strategic projects and run stage-gate reviews covering strategic fit, customer value, financial attractiveness, execution readiness and risk.

2. Portfolio Management with focus segments

- Develop and execute the MCS India consumables (loupes / drapes) growth strategy, including category priorities, installed-base conversion, usage expansion, retention and cross-selling.
- Lead the India value-portfolio strategy based on segment needs, care gaps, affordability, competitive intensity and lifecycle opportunities.
- Develop fit-for-segment propositions, configurations, bundles, pricing logic, financing or access models, and go-to-market plans without diluting ZEISS premium brand equity.
- Establish installed-base, utilization and account-segmentation insights to identify recurring-revenue opportunities and leakage points.
- Improve availability and service levels through disciplined demand planning, inventory governance, channel activation and coordination with Supply Chain and Finance.
- Design customer adoption, education and commercial programs that improve utilization while protecting compliance, quality and customer value.
- Monitor revenue, gross margin, price realization, active-account penetration, utilization and repeat-purchase performance.
- Partner with global and regional portfolio teams to shape India requirements, launch priorities, localization opportunities and lifecycle plans.
- Own business cases and launch governance, including market readiness, channel capability, demand generation, training, post-launch review and corrective actions.

3. Dentistry growth agenda





- Shape and drive a focused Dentistry growth agenda covering visualization, digital workflows, education, consumables, solution bundles and ecosystem development.
- Define target segments, priority use cases, key opinion leader and education strategy, channel model and lighthouse-account approach.
- Build a qualified funnel and improve conversion through differentiated value propositions, workflow demonstrations and coordinated sales enablement.
- Identify adjacencies and partnership opportunities that strengthen the ZEISS Dentistry proposition and customer lifetime value.

4. Strategic partnerships and business-model innovation

- Identify and evaluate potential partners, technology providers, service partners, industry bodies and other ecosystem participants that can create incremental value.
- Develop partnership theses, commercial models and investment-grade business cases, including strategic fit, economics, governance, intellectual property, regulatory, quality, compliance and reputational risks.
- Lead partner due diligence and internal alignment with Legal, Compliance, Regulatory, Quality, Finance, Service and relevant Business Sectors.
- Negotiate and govern pilot frameworks, success criteria, escalation mechanisms and commercialization plans in collaboration with authorized functions.
- Measure partner-sourced pipeline, signed business cases, time to commercialization, realized revenue and margin, and benefits versus plan.

5. Enterprise governance, leadership and execution

- Operate through an annual charter agreed with the Head of MCS India and a quarterly steering mechanism with relevant Business Sector leaders.
- Orchestrate cross-functional workstreams with named owners, milestones, dependencies, decision rights and transparent benefits tracking.
- Run a monthly value review covering portfolio health, pipeline, financial outcomes, adoption, risks, decisions and corrective actions.
- Build strong relationships with senior hospital executives, clinicians, key opinion leaders, channel partners, industry stakeholders and ZEISS regional and global teams.
- Champion customer focus, innovation, reliability, collaboration, compliance and a high-performance culture aligned with ZEISS values.
- Coach project teams and, where applicable, develop direct reports through clear objectives, feedback, capability building and succession planning.

Key relationships / customers

- Head of MCS India and MCS India Team
- NES, ETP and Dentistry Business Sector leaders and teams
- Sales, Marketing, Applications, Service and Customer Care
- Finance, Supply Chain, Commercial Excellence and Strategy teams
- Legal, Compliance, Regulatory Affairs, Quality and Human Resources
- Regional and global Business Sector, Portfolio and Strategy teams
- Hospital executives, clinicians, key opinion leaders and lighthouse customers
- Authorized channel partners, OEMs,



technology providers and industry partners

Key performance indicators

Growth and financial impact

Incremental revenue and gross margin from recent platforms; consumables growth; pipeline coverage; benefits realization; working-capital impact.

Visualization adoption

Number and quality of lighthouse sites; clinical pathway or protocol adoption; active-user and utilization rates; replication of proven models.

Revenue targets across chosen portfolio segments

Installed-base conversion; recurring revenue; active-account penetration; utilization; retention or repeat purchase; availability and forecast accuracy. Segment penetration; qualified funnel; win rate; price realization; portfolio vitality and lifecycle performance.

Dentistry

Qualified funnel; conversion; workflow or solution-bundle adoption; KOL and education activation; channel productivity; customer references.

Partnerships & Execution

Partner-sourced pipeline; approved and signed business cases; time to pilot and commercialization; realized value; compliance and risk closure.

Education

- Bachelor degree in Engineering, Life Sciences, Health Sciences, Business Administration, Marketing or a related discipline.
- MBA or equivalent postgraduate business qualification preferred.

Experience

- Approximately 12-15+ years of progressive experience in MedTech, healthcare, medical devices, business development, strategy, portfolio management or commercial leadership.
- Demonstrated success in building and scaling new businesses, strategic initiatives, solution platforms, recurring-revenue models or partnerships.
- Experience working across multiple business units and functions in a complex matrix organization, including regional and global stakeholders.
- Prior exposure to surgical visualization, medical consumables, clinical workflows, capital equipment or healthcare ecosystems is strongly preferred.
- Experience engaging senior hospital executives, clinicians, key opinion leaders, channel partners and external alliance partners.
- Experience owning business cases, financial outcomes, project governance and, preferably, P&L; accountability.

Skills and competencies

- Strategic thinking with strong commercial, financial and portfolio acumen.
- Entrepreneurial mindset with the ability to convert ambiguity into structured choices, pilots and scalable operating models.
- Advanced business-case development, analytical problem solving and data-driven decision making.
- Strong stakeholder management, influencing and executive communication skills.
- Consultative and solution-selling capability with customer-value orientation.
- Partnership evaluation, negotiation and governance capability, with sound judgment on risk and compliance.
- Program and project leadership, including stage-gate management, benefits tracking and cross-functional execution.
- Ability to balance growth, customer outcomes, brand equity, regulatory requirements and operational discipline.
- High integrity, resilience, ownership and willingness to travel extensively within India and internationally as required.
- Excellent written and spoken English; proficiency in Hindi & additional Indian languages is an advantage.

📌 Lead - Strategic Growth & Partnerships (Bengaluru)
🏢 Zeiss India
📍 Bengaluru