Regional Sales Manager – North

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.

Job purpose

Regional Sales manager –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

Your ZEISS Recruiting Team: