Sales Account Specialist

Job title

Sales Account Specialist

Purpose of the Job

Sales Account Specialist is a key strategic role from ZEISS to drive exponential growth for our OPT business. As a state growth lead, the incumbent is expected to work on various growth initiatives including, building & driving channel business, upgrade & workflow solution sales, new business models and customer segments for microsurgery business.

This attracts significant mindshare & investment from ZEISS India leadership & therefore provide tremendous growth potential for the right candidate. This profiles also provides end to end understanding of system and process and it involves usage of best-in-class system and technologies.

Requirements:

Education

• Bachelors degree in science or engineering or business.

Work Experience

• At least 3 years of work experience in the field of Ophthalmology, OT surgical experience in capital equipment / medical device industry in South India.

Specific Knowledge

• Ability to manage complex projects and relationships, to align and influence, outstanding interpersonal skills with an ability to work under time constraints & also manage complex global stakeholder matrix.
• Experience at regional level, in sales, additional experience in channel management is a plus.

Details

1 Market Understanding

• Monitor market needs and businessopportunities through directsales and customerconsultation / insight.
• Maintain close contactwith customers, sales and key opinion leadersfor the development / implementation of the go-to-market strategy.
• Maintain good marketintelligent data for markets / OPT products and challengethe data by comparing it with different market scope reports.

2 Customer Insight

• Develop a deep understanding of the OPT customers and their needsand motivations
• Based 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 Channel/Distributor Business

• Own 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 territories
• Establish and lead regular sales reviews with channel partner
• Enforce pricing and discount policies for channels
• Ensure 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 profiles
• Ensure partner compliance with partner agreements

4 New Business Models & Customer Segments (Multispecialty Hospitals)

• Develop a deep understanding for OPT business to innovate and build new and distinctive business/ partnerships to drive adoption and reach of ZEISS technology.
• Work closely with large multispecialty hospitals to increase ZEISS market share.
• This role requires strong account management at regional level and active use of required tools & techniques to deliver expected growth.