Key Accounts Specialist

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.

Regional key account management is a crucial growth strategy for the ophthalmology business, focusing on targeted key accounts to drive expansion. The Regional Key Account Manager will play a pivotal role in achieving business growth objectives by developing and executing strategic plans for assigned key accounts. This includes building strong relationships, identifying new sales opportunities, and driving revenue growth. The incumbent will collaborate with cross-functional teams to deliver customer-centric solutions, resolve issues, and maintain a competitive edge. This position requires managing a small team of surgical sales specialists, emphasizing the need for strong leadership skills to drive team success

Develop Sales Plans and Strategies

• Track and review pipeline, sales forecasts, and achievement vs. target; support cluster leader 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 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/area.
• Establishing a working rapport with the equipment sales team, Marketing and PDP team and driving synergy sales in your territory/area.
• Ensure the governance of existing bundling contracts.
• Maintain comprehensive skill matrix for team members to drive skill enhancement and cross skill trainings for the team

Dimensions

Internal

• Cluster Leader
• CZI Medical team support functions
• Marketing
• Finance
• Commercial

External

• Customers
• Channel Partners/Distributors

Key Result Areas

• Meeting sales target, customer retention and ensuring customer satisfaction
• Topline growth
• Sales Productivity gain for overall territory.
• Compliant with day-to-day operational activities
• Ensuring team satisfaction, key talent retention & continuous focus on capability building

Job Specifications

Education

Bachelor’s degree in any relevant area.

Experience / Skills:

• At least 3 -4 years of work experience in the field of Ophthalmology / healthcare / Consumable portfolio
• Result orientation & strong strategic & commercial acumen.
• Excellent analytical and conceptual skills, coupled with a data-driven mindset.
• Positive attitude and passion that energizes customers and colleagues alike
• Strong English proficiency, fluency in additional languages a plus

Your ZEISS Recruiting Team: