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 - Bachelor’s 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 Responsibilities: 1 Market Understanding Monitor 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 / OPT products and challenge the data by comparing it with different market scope reports. 2 Customer Insight Develop a deep understanding of the OPT customers and their needs and 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.