- The Head of Sales Ophthalmology Americas is responsible for achieving short and long-term strategic sales goals across the Americas region
Operating within the organizational structure of the ZEISS Group (as defined in the ZEISS Blue Book) and guided by the ZEISS SSC Management Principles, this role carries full accountability for ophthalmic revenues and profitability through consolidated regional P&L
- The position defines and drives the regional sales strategy in alignment with the overall SBU sales objectives, oversees all sales activities, leads new business development initiatives, and executes the agreed go-to-market approach
- Success will be measured by forecast accuracy, orders, revenue and profitability
- Beyond these core responsibilities, the role focuses on commercial execution, account management, accelerating recurring revenue, optimizing the portfolio, and strengthening customer relationships
- A critical expectation is maintaining a strong presence in the region, being highly engaged with customers, and building trust-based partner-ships that foster sustainable growth and long-term success
- Market Development & Competitive Intelligence
- Analyze, predict and continuously monitor market trends; analyze competitive strategies; identify emerging technologies and define business opportunities and provide continuous feedback to the BG/SBU in HQ
- Support the development of the BG overall strategy by providing information on regional conditions to secure the feasibility globally
- Strategic Planning
- Develop and implement the go-to-market approach in accordance with the global (Sales) Strategy and the long range SBU growth ambitions in close cooperation with PC/SSC Management
- Define country priorities (in alignment with relevant peers) and provide input for BG specific financial targets and personal targets of the PC manager to SSC Head (as defined in the ZEISS SSC Management Principles)
- Sales Management
- In Alignment with Group/BG/SSC/SBU and Segment-heads manage the profitability and continued growth of ZEISS products, services and solutions according to SBU growth plan in your area of responsibility
- Ensure the implementation of the BG strategy, policies, corporate governance requirements, objectives and initiatives in the defined region together with the PC managers
- Develop and support product positioning, branding, training and promotional strategies on the regional and local levels
- Actively coach the implementation and use of Customer Relationship Management & Excellence Tools (e.g
- CRM, metrics, Maturity Assessment)
- Monitoring of funnel quality and hygiene by KPI's incl setting up and conducting monthly business calls
Plan, manage and monitor sales, profits, costs, inventory levels and debtors; track performance against key performance metrics; provide continuous feedback to top management and ensure the implementation of adequate measures if there is a need for action
- Development of budget and rolling FCs collaboratively with PC Managers, consolidation for respective region
- Guarantee an optimum use of resources and funds with the purpose of achieving the short-term revenue and operating profit targets and strategic objectives (maximizing the performance of the sales staff)
- Customer Relationships/Network
- Build and maintain direct contact with existing senior level customers and develop business strategies for senior level customer accounts
- Identify potential new customers, expand "share of wallet" with existing customers and train and travel with local and regional customers
- Create and manage Centers of Excellence for ZEISS OPT
Develop of a cross border Sales team that allows for exchange of knowledge and resources in Sales and Service in SSCs of respective area and build close relationship and experience-/know-how- exchange with fellow Sales Heads as well as Global Service
- Develop and maintain a professional network
- Manage and monitor internal and external processes, procedures and systems, suggest continuous improvement and ensure that available resources are used efficiently
- Partner with Human Resources to develop human capital strategies and to establish financial investment required to achieve competitive sales incentive plan structures
Partner with Finance to ensure the continuous reporting, forecast and evaluation of all relevant key performance indicators, in particular: orders, sales, gross profit, SSC market contribution, EBIT, OpEx, etc., with the goal of early identification of risks, appropriate actions and the timely introduction of measures
- Guide, motivate, assess, control and develop subordinates according to ZEISS Leadership Principles
- Cultivate and promote the ZEISS culture and values
- Develop and communicate a clear strategy for your area of responsibility and ensure efficient structure and processes
- Establish metrics to assess individual and team performance and manage performance and develop employees effectively
- Functional leadership of PC managers, Shared responsibilities with SSC Managers for change, development and incentive target setting (VCS) of PC Managers
Well-connected internally and externally within respective segments with thorough understanding of local business attitudes and culture
