Cluster Lead - Consumables

ZEISS India · India

Job purpose

Cluster Leader is a key position for consumable business in MED India. This position plays vital role in developing sales for assigned territory and ensure it retain/gain healthy market share across territories. This positions also requires handling 3-4 team 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.

Main Accountabilities

Develop Sales Plans and Strategies

• 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/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

People Management

• Drive performance across team members and help them achieve the assigned goals.
• Mentor team members and provide timely feedback to drive robust performance management

Job Specifications

Education

Bachelors Degree in any relevant area.

Preferred – Masters in Business Administration

Experience / Skills

• At least 6 -7 years of work experience in the field of Ophthalmology / healthcare / Consumable portfolio & having driven at least 10 Cr of Healthcare turnover per year for at least 3 Years in recent past is preferred
• Proven ability to manage and lead teams.
• Result orientation & strong strategic & commercial acumen.
• Excellent analytical and conceptual skills, coupled with a data-driven mindset.
• Good understanding of MS-Office.
• Positive attitude and passion that energizes customers and colleagues alike
• Strong English proficiency, fluency in additional languages a plus