Key Accounts Specialist

Carl Zeiss India (Bangalore) Pvt. Ltd.; Hyderabad; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

ZEISS India is seeking a Regional Key Account Manager to drive growth in ophthalmology and allied healthcare segments across its Indian territory. The role focuses on building strategic plans, managing key accounts, and collaborating with cross-functional teams to deliver customer-centric solutions.

You will lead sales forecasting, pipeline reviews, dealer network management, pricing discipline, reporting in SFDC, and development of the sales team with a data-driven approach.

Qualifications

• Bachelor’s degree in any relevant area.
• 3–4 years of work experience in Ophthalmology / healthcare / Consumable portfolio.
• Strong English proficiency; additional languages a plus.

Responsibilities

• Develop Sales Plans and Strategies.
• Track and review pipeline, sales forecasts, and achievement vs. target; support cluster leader with course correction wherever required.
• Review sales funnel with detailed planning and strong execution methods.
• Prepare Sales Forecasts, rolling forecast, etc. for territory/area and ensure execution as per plan.
• Manage dealer network in territory, build winning mindset and leverage partners’ strength.
• Drive pricing discipline and payment terms; ensure timely collections.
• Submit reports (Daily/Monthly/Quarterly) and update data in SFDC.
• Identify new Key Accounts and Direct trade opportunities.
• Monitor competitor activities and maintain SFDC competition information.
• Consolidate region-level data and feedback to enable better decisions.
• Coordinate with Marketing for RTM, CME & Live Surgeries as required.
• Collaborate with equipment sales, Marketing and PDP teams to drive synergy.
• Govern existing bundling contracts and maintain a skills matrix for the team.

Skills

Key account management

Sales forecasting

Strategic planning

Pipeline management

Team leadership

Data-driven mindset

English proficiency

Education

Bachelor’s degree

Job description

ZEISS in India

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.

Regional key account management is a crucial growth strategy for the ophthalmology business, focusing on targeted key accounts to drive expansion. The Regional Key Account Manager will play a pivotal role in achieving business growth objectives by developing and executing strategic plans for assigned key accounts. This includes building strong relationships, identifying new sales opportunities, and driving revenue growth. The incumbent will collaborate with cross-functional teams to deliver customer-centric solutions, resolve issues, and maintain a competitive edge. This position requires managing a small team of surgical sales specialists, emphasizing the need for strong leadership skills to drive team success.

• Develop Sales Plans and Strategies
• Track and review pipeline, sales forecasts, and achievement vs. target; support cluster leader 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 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.

Dimensions

Internal Cluster Leader CZI Medical team support functions Marketing Finance Commercial External Customers Channel Partners/Distributors

Key Result Areas

• Meeting sales target, customer retention and ensuring customer satisfaction
• Topline growth Sales Productivity gain for overall territory.
• Compliant with day-to-day operational activities
• Ensuring team satisfaction, key talent retention & continuous focus on capability building

Job Specifications

• Education Bachelor’s degree in any relevant area.
• Experience / Skills: At least 3 -4 years of work experience in the field of Ophthalmology / healthcare / Consumable portfolio Result orientation & strong strategic & commercial acumen. Excellent analytical and conceptual skills, coupled with a data-driven mindset. Positive attitude and passion that energizes customers and colleagues alike Strong English proficiency, fluency in additional languages a plus

Your ZEISS Recruiting Team: Sikcha Chhetri Step out of your comfort zone, excel and redefine the limits of what is possible. That’s just what our employees are doing every single day – in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people. In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long‑term goal of the Carl Zeiss Foundation: to bring science and society into the future together. Join us today. Inspire people tomorrow. Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity. It takes less than 10 minutes.