Regional Sales Head (South+West)

Carl Zeiss SMT; Bengaluru; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

ZEISS India, headquartered in Bengaluru, is seeking a Regional Sales Head - Ophthalmology to lead the ophthalmology sales function across the region, drive capital equipment, consumables, and service revenue, and build a high-performing team.

You will collaborate with KOLs, hospitals, eye-care chains, and partners, ensure accurate forecasting, and maintain premium product mix while aligning commercial efforts with ZEISS standards.

Responsibilities

• Lead the ophthalmology sales function in the region to achieve or exceed annual sales targets for capital equipment, consumables, and services.
• Build strong customer relationships with key opinion leaders (KOLs), hospitals, eye-care chains, and strategic partners.
• Ensure disciplined sales processes, accurate forecasting, and compliant commercial practices aligned with ZEISS standards.
• Own revenue, premium mix, and consumable attach targets across the Next 100 priority accounts - managing the regional salesforce as a commercially sophisticated team.
• Build and develop a high-performing regional sales team through honest talent assessment, structured capability development, and a high-performance culture where commercial standards are non-negotiable and consistently applied.

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 Regional Sales Head - Ophthalmology (Carl Zeiss Meditec India) is responsible for building and leading a commercially sophisticated regional salesforce that drives ophthalmology business growth across the assigned region- expanding portfolio penetration, improving premium product mix, growing consumable revenue, and developing the account relationships that will define ZEISS India's regional commercial position over the next five years. It is a role for someone who builds - assessing inherited talent honestly, upgrading capability systematically, designing territory architecture from commercial logic, and creating a regional sales culture where premium positioning, account depth, and opportunity pipeline discipline are standards rather than aspirations

Purpose of the Role

• Lead the ophthalmology sales function in the region to achieve or exceed annual sales targets for capital equipment, consumables, and services.
• Build strong customer relationships with key opinion leaders (KOLs), hospitals, eye-care chains, and strategic partners.
• Ensure disciplined sales processes, accurate forecasting, and compliant commercial practices aligned with ZEISS standards.
• Own revenue, premium mix, and consumable attach targets across the Next 100 priority accounts - managing the regional salesforce as a commercially sophisticated team that sells value, not volume.
• Build and develop a high-performing regional sales team through honest talent assessment, structured capability development, and a high-performance culture where commercial standards are non-negotiable and consistently applied.
• Design and own the regional territory architecture - account segmentation, sales specialist -to-account ratios, geographic clustering, and resource allocation by account potential.
• Ensure SFDC pipeline data is real, current, and management-grade - enabling the assessment of any account's commercial health and the full regional pipeline at any time without manual reconstruction.
• Collaborate actively with the Head of IOL Business, Head of Business Management, and Head of Procedure development to sequence clinical specialist deployment with regional sales activity - ensuring clinical and commercial efforts compound rather than run in parallel