General Manager - Ophthalmology

Biotech Healthcare; Mumbai; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Biotech Healthcare is seeking a senior leader in Surgical Ophthalmology to drive New Customer Acquisition & Development across India. You will build and mentor a pan-India team of Sales Development Executives, own the vertical’s P&L and key metrics, and design national strategies for lead generation and conversion.

Expect travel across India to grow the surgical ophthalmic portfolio. The role requires 15–20 years in ophthalmic & vision care sales with a proven track record, strong KOL networks,

Qualifications

• 15–20 years of experience in ophthalmic & vision care sales with a proven track record of sales performance.
• Strong network with surgeons, hospitals, and KOLs.
• Experience building and managing large distributed frontline sales teams.
• Proficient in MS Office (Excel, PowerPoint).

Responsibilities

• Lead and manage the pan-India Sales Development Executives team.
• Own and achieve new customer acquisition targets for the vertical, region-wise and nationally.
• Design and execute national strategy for lead identification, qualification, and conversion.
• Drive market expansion into new geographies and identify white-space opportunities.
• Own P&L and key business metrics for the vertical, including CAC and lead-to-conversion rates.
• Report in Salesforce/CRM daily and prepare annual/quarterly budgets for the vertical.

Skills

Sales leadership

Ophthalmic sales

Team leadership

Education

Bachelor's or Master's in Optometry/Science/Engineering/Business Administration

Tools

Salesforce

SAP

Job description

Specialty: Surgical Ophthalmology (Intraocular Lens Portfolio)

Covering Area: Pan-India

Experience Required: 15 - 20 Years

Preferred Industry Background: Surgical Ophthalmology / Pharma Ophthalmology

Role Objective:

• A key objective of this position is to lead and manage the New Customer Acquisition & Development vertical across India, achieve customer acquisition targets and plan revenue from new acquisitions, provide accurate sales forecasts, and build, mentor, and lead a pan-India team of Sales Development Executives to drive sustainable growth for the surgical ophthalmic portfolio.

Sales & Business Development

• Own and achieve new customer acquisition targets for the vertical, overall as well as region-wise.
• Design and execute the national strategy for lead identification, qualification, and conversion to commercialization.
• Drive market expansion into new geographies and identify white-space business opportunities across India.
• Design and recommend sales programs and set short and long-term strategies for the vertical.
• Evaluate and implement appropriate new sales techniques to increase business volume nationally.
• Focus on new customer acquisition for the surgical ophthalmic portfolio and ensure compliance to policy.
• Own the P&L and key business metrics for the vertical, including customer acquisition cost and lead-to-conversion rates.

Marketing

• Identify, develop, and manage Key Opinion Leaders (KOLs) & brand advocates pan-India and utilize their support as and when required.
• Coordinate with the Marketing team on all major National/Regional events and ensure the availability and presence of speakers during such events.
• Represent the Company at important conferences and industry forums across India.

Compliance

• Ensure OT attendance (Self & team) as per the SOP.
• Regularly attend the company's review meetings, product & sales trainings.
• Plan & travel for a minimum of 15 days a month across India to support the team and key accounts.

Resource Management

• Lead, mentor, and manage the pan-India team of Sales Development Executives.
• Recruit and retain the right talent within the vertical.
• Continuously provide support and on-the-job training to the Sales Development Executives.
• Mentor and develop the team for better growth and advancement in career.
• On the basis of performance output, analyze & identify the training needs of the SDEs.

Reporting

• Accurately report in Salesforce/CRM on a day-to-day basis.
• Ensure the team provides an accurate customer acquisition plan for all assigned regions.
• Prepare annual and quarterly sales budgets & plans for the vertical and circulate the same to the team.
• Collect and deliver market and competition information to the Reporting Manager from time to time.

Desired Candidate Profile:

• Graduate or Master's degree in Optometry, Science, Engineering or Business Administration.
• 15 to 20 years of experience in Ophthalmic & Vision care products with a proven track record of sales performance.
• Strong command of the surgical ophthalmic ecosystem – surgeons, hospitals, operation theatre workflows, and Key Opinion Leaders (KOLs).
• Proven ability to build, mentor, and performance-manage a large, geographically dispersed frontline sales team.
• Knowledge of advanced technologies - IOL's & Equipment.
• Reporting & Analytical tools like Salesforce/SAP.
• Excellent command in MS Office (particularly Excel and MS PowerPoint).

Team Size to be Handled:

• 15 to 20 team members (Sales Development Executives level)

Specific Professional Competencies:

• Business Acumen, Customer Focus, Drive for results, Problem-solving, Peer relationships, Negotiation skills, Functional/technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.

Biotech is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground, including gender, race, religion, age, sexual orientation, disability, etc.