The Head of Refractive for MED SEA will manage the REF portfolio, drive product launches, engage with key opinion leaders, and develop sales and marketing strategies. Responsibilities include overseeing business development efforts, ensuring inventory meets customer demands, and coaching the sales team to meet revenue goals.
Product Management
- Product management of the REF portfolio, planning and coordinating product launches, maintaining competitor product information, benchmarking and comparisons, developing fight cards and talking points and product training.
KOL Management & Professional Education
- Developing professional educational activities in collaboration with APAC Professional Education team to drive adoption of ZEISS REF product portfolio
- Customer engagement, building and maintaining KOLs
Business Development
- Defining Customer Segmentation, market mapping and product alignment to market segments
- Formulating business development strategies for the REF business sector.
- Driving the execution of agreed strategies in the market to drive revenue development for the business sectors in collaboration with the country heads and country teams.
- Providing direction in areas of marketing and training development
Sales & Marketing
- Implementing sales & marketing strategies for REF including new launches
- Develop leads and opportunities for REF devices and drive growth in consumables sales
- Develop and implement effective selling tools and sales strategies to drive device revenues.
- Monitor sales and forecast accuracy during monthly funnel calls for both devices, consumables and digital solutions.
- Drive the ZEISS SMILE branding and demand with ZEISS B2B2Ccampaign in promoting SMILE Pro to create strong aware-ness Procedures across SEA
- Lead the Practice Development Consulting (PDC) Team to implement PDC Strategies
Other Responsibilities
- Work closely with inventory planner to ensure sufficient inventory to meet customers’ demands
- Ensure profitability within the given territory and segment.
- Develop pricing analysis, ROI and margin calculations for bundle deals
- Collaboration with team members including driving performance and motivate the members
- Coaching of the sales/ product management teams
- Influence and motivate country teams in the execution of the REF strategies.
Any other duties & responsibilities as assigned by the management
Education / Professional Certification
- University degree in Medical, Ophthalmology, Science, Business Administration, Marketing or any related field
Experience
- Minimum 10 years of experience in Sales Management / Business Development in the medical device industry, preferably with ophthalmic products
- Minimum 5 years of experience in a leadership role.
- Experience in marketing and product management preferable.
Knowledge / Skills / Other characteristics
- Excellent leadership skills with strong influencing skills
- High customer orientation
- Excellent communication and negotiation skills
- Strong business acumen and strategic mindset
- Analytical, good understanding of finance fundaments and numerate
- Articulate and strong selling and presentation skills
- Process oriented, structured and hands on in approach
- Good command of spoken and written English is a must
Working conditions & Other Attributes.
- Frequent travelling within SEA region
Your ZEISS Recruiting Team:
Chloe Tan
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