Cluster Lead

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.

Purpose of the Job

Cluster 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.

• Bachelor’s or master’s degree in engineering or business. Focus on Marketing and product/business management.

• At 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 advantage

• Ability 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 advantage
• Experience at regional level, in Sales, additional experience in Channel Management is a plus

• Budget adherence across channel, upgrade, and new business development
• Meet sales target, customer retention and ensuring customer satisfaction 
• Compliant with day-to-day operational activities 
• Ensuring team satisfaction, key talent retention & continuous focus on capability building
• Drive topline growth by leading the assigned cluster
• Gain deep country understanding (market Intel, competitors, customers) for focus region.
• End to End ownership of the assigned cluster
• Deliver true business growth from growth initiatives
• Develop a deep understanding of MCS customers and their needs.
• Coach and develop team members to maximize their potential, attract and retain potential in the company

• 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 / MCS products and challenge the data by comparing it with different market scope reports.

• Develop a deep understanding of the MCS 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.

• Drive 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 team 

• 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
• Ensures partner compliance with partner agreements

• Be a role model, develop, coach and trust employees, according to the ZEISS Leadership Principles. Cultivate and promote the ZEISS culture and values
• Coach and develop team members to maximize their potential, attract and retain potentials in the company
• Develop and communicate a clear strategy, vision and purpose for own area of responsibility and ensure efficient structure and processes
• Drive performance through clear and ambitious goal setting, foster teamwork, delegate, listen and communicate openly, drive customer orientation and a winning mentality

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