Head of Procedures Growth

zeissgroup; Bengaluru; On-site; INR 5,000,000 - 9,000,000; Full time

Job summary

ZEISS in India, headquartered in Bengaluru, seeks a leader to own consumable revenue across phaco, vitreoretinal and refractive platforms. You will build a clinical-commercial presence in OT, drive platform utilization, and convert equipment placements into sustainable consumable annuities.

You will lead a team of Surgical Sales and Application Specialists, work with senior surgeons, and report to the SBU Head - Ophthalmology. This is a high-visibility, growth-focused role in India.

Responsibilities

• Consumable Revenue Ownership - Primary Mandate: Own consumable revenue as a standalone P&L line with full accountability - target trajectory from current baseline toward xx% of surgical segment revenue over 36 months.
• Design and negotiate consumable commitment agreements - 12 to 24 month contracted consumable supply tied to service agreements or equipment arrangements - converting transactional consumable revenue into contracted annuity.
• Coordinate with the Head of Key Accounts and Regional Sales Head to ensure every equipment placement in any account has a consumable conversion plan activated within 60 days of installation.
• Track consumable attach rate by account, by platform, and by region - identify declining attach rates before they appear in revenue data and intervene with a clinical or commercial recovery action.

Job description

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.

The Head of Procedure Growth Ophthalmology (Carl Zeiss Meditec India) will own the clinical-commercial engine of the Ophthalmology SBU - driving surgical platform adoption, building surgeon-level procedure preference, and converting equipment placements into a sustainable consumable annuity that underpins the SBU's long-term revenue model. This is the most clinically demanding commercial leadership role in the organization. It requires someone who is equally credible in an operating theatre supporting a senior surgeon and in a boardroom presenting a consumable revenue plan.

Position Details

• Job Title: Head of Procedure Growth- Ophthalmology
• Business Unit: Carl Zeiss Meditec India - Ophthalmology
• Location: [City, India]
• Reports To: SBU Head - Ophthalmology
• Direct Reports: Surgical Sales and Application Specialists, Workflow sales specialist, Practice development consultants

Purpose of the Role

Own surgical procedure adoption across phaco, vitreoretinal, and refractive segments - driving platform utilization, clinical workflow integration, and surgeon preference through OT-level clinical presence and structured engagement programs.

Own consumable revenue as a primary P&L accountability - not as a downstream outcome of capital sales, but as a managed commercial line with its own targets, contract architecture, and recovery programs.

Build and lead the sales and application specialist team -Surgical Sales and Application Specialists, and Consumable Specialists - as the OT-level commercial force that converts equipment placements into long-term procedure partnerships.

Act as the clinical-commercial bridge between surgical science and revenue outcomes - ensuring that every clinical relationship, OT visit, and education program is connected to a defined commercial objective and tracked to a commercial outcome.

Key Responsibilities

1. Consumable Revenue Ownership - Primary Mandate

   Own consumable revenue as a standalone P&L line with full accountability - target trajectory from current baseline toward xx% of surgical segment revenue over 36 months.

   Conduct a complete installed base audit within the first 60 days - mapping every ZEISS surgical platform in India against consumable attach status, current consumable brand in use, and annualized consumable revenue per account.

   Design and negotiate consumable commitment agreements - 12 to 24 month contracted consumable supply tied to service agreements or equipment arrangements - converting transactional consumable revenue into contracted annuity.

   Coordinate with the Head of Key Accounts and Regional Sales Head to ensure every equipment placement in any account has a consumable conversion plan activated within 60 days of installation - equipment placement without consumable follow-through is an incomplete commercial outcome.

   Track consumable attach rate by account, by platform, and by region - identify declining attach rates before they appear in revenue data and intervene with a clinical or commercial recovery action.

   Provide monthly consumable revenue reporting to the SBU head - covering revenue vs. target, attach rate trends, recovery program status, and contracted annuity pipeline.

2. Surgical Procedure Adoption - Phaco and Vitreoretinal

   Own phaco / DORC Vitro platform utilization per installed machine - track utilization data account by account against benchmark, identify underutilization patterns, and design clinical improvement programs that address the root cause.

   Build and lead the Surgical Sales & Clinical Application Specialist team - deploying specialists in priority accounts with the mandate of clinical partnership, not product demonstration; specialists are evaluated on utilization improvement and consumable attach, not visit frequency.

   Develop and execute surgeon-level procedure engagement programs for phaco - technique optimization clinics, outcomes data sharing, consumable quality argumentation, and case support that builds clinical dependency on ZEISS consumable quality.

   Own the vitreoretinal procedure business - drive VR platform adoption and consumable penetration among the top 30 vitreoretinal surgeons in India;

   Coordinate with the Head of Key Accounts on ZEISS Cataract Suite adoption in anchor accounts - workflow integration from IOL Master biometry through CALLISTO surgical planning to AT IOL implantation is the deepest switching cost ZEISS can build; this role owns the clinical workflow integration compo