ZEISS in IndiaZEISS 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 .Purpose of the JobCluster Leader plays a vital role in developing sales for assigned territory and ensure to retain and gain healthy market share across territories. This position also requires handling 2-3 team members 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.Requirements:EducationBachelor’s or master’s degree in engineering or business. Focus on Marketing and product/business management.Work ExperienceAt least 8-10 years of work experience in the field of Neuro & Spine, ENT, Plastic Surgery and or Surgical OT experience. Experience in leading teams is an advantageSpecific KnowledgeAbility to manage complex projects and relationships, and to align and influence, outstanding interpersonal skills with an ability to work under time constraints & also manage complex global stakeholder matrix.Digital training and/or experience with digital and solution selling will be considered as an advantageExperience at regional level, in Sales, additional experience in Channel Management is a plusMain tasks SummaryBudget adherence across channel, upgrade, and new business developmentMeet sales target, customer retention and ensuring customer satisfactionCompliant with day-to-day operational activitiesEnsuring team satisfaction, key talent retention & continuous focus on capability buildingDrive topline growth by leading the assigned clusterGain deep country understanding (market Intel, competitors, customers) for focus region.End to End ownership of the assigned clusterDeliver true business growth from growth initiativesDevelop a deep understanding of MCS customers and their needs.Coach and develop team members to maximize their potential, attract and retain potential in the companyMarket UnderstandingMonitor 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 good market intelligent data for markets / MCS products and challenge the data by comparing it with different market scope reports.2.Customer InsightDevelop a deep understanding of the MCS customers and their needs and motivationsBased 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.Develop Sales Plans and StrategiesDrive 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.Establishing a working rapport with the Sales team, Marketing and PDP team and driving synergy sales in your territory/area.Maintain comprehensive skill matrix for team members to drive skill enhancement and cross skill trainings for the team4.Channel/Distributor BusinessOwn 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 territoriesEstablish and lead regular sales reviews with channel partner.Enforce pricing and discount policies for channelsEnsure 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 profilesEnsures partner compliance with partner agreements5.Leadership and People ManagementBe a role model, develop, coach and trust employees, according to the ZEISS Leadership Principles. Cultivate and promote the ZEISS culture and valuesCoach and develop team members to maximize their potential, attract and retain potentials in the companyDevelop and communicate a clear strategy, vision and purpose for own area of responsibility and ensure efficient structure and processesDrive performance through clear and ambitious goal setting, foster teamwork, delegate, listen and communicate openly, drive customer orientation and a winning mentalityYour ZEISS Recruiting Team: Sikcha Chhetri
