Sales and Application of Sur In OPT

Purpose of this position / Position summary
This position will be responsible for the Sales and Application of SUR in OPT SBU. This person will be conceptualizing, implementing strategies and drive synergy to develop the SUR business within OPT in North; including but not limited to
• Market understanding and market access planning
• Implement sales & marketing activities
• Customer engagement, building and maintaining KOLs
• Ensure operational goals and financial targets are being met regularly
• Manage forecast sale out process
• Defining Customer Segmentation, market mapping and product alignment to market segments
• Focus on clinical uses, education and improving customer workflows
• Develop, maintain and deliver applications-focused training on the equipment and accessories
• Apply product and clinical knowledge to troubleshoot and resolve customer issues where needed
• Expert knowledge of product's features, benefits, product application, diagnostics and treatment procedure through training programs
• Knowledge and understanding of competitive products
• Product and solution presentation for customers
• Product training for customers
• To be involved in planning and execution of marketing and promotional activities such as exhibitions, workshops, seminars etc
• Reporting on market intelligence data with market size, market share of SUR equipment
• To be fully responsible for the preparation of bids for major tenders/projects in your territory
Primary duties and responsibilities
Including but not limited to:
1. Sales Strategy and business development:
• Develop and implement a comprehensive sales strategy for SUR in South region in alignment with CDM and overall OPT objectives.
• Analyze market trends, competitor activities, and customer needs to identify opportunities for growth.
• Build and maintain strong relationships with key clients, hospitals, clinics, medical professionals, and other stakeholders.
• Identify new business opportunities, partnerships, and distribution channels to expand market reach.
• Track and analyze sales metrics, including revenue, sales conversion rates, customer acquisition costs, and market share.
• Regularly review sales performance against targets, identify gaps, and develop corrective action plans.
2. Application and product training:
• Maintain a deep understanding of SUR products, staying updated on their features, benefits, and applications.
• Provide training and product knowledge sessions to the sales team to ensure they are equipped to effectively communicate product value propositions to clients.
• Effective support customers with product demonstration
• Co-ordinate and deliver customer training sessions
• Support for training activities for customers in Zeiss training center and/or at customer site
• Advise company on customer's education resource needs
• Conduct quality demonstrations on-site education and consulting
• Represent and champion clinical applications and support needs for customers
• Focus on clinical uses, education and improving customer workflows
• Work closely with Sales, Service, Marketing, etc. and with end users in both pre and post-sale situations
• Develop, maintain and deliver applications-focused training on the equipment and accessories
• Apply product and clinical knowledge to troubleshoot and resolve customer issues where needed
3. Customer Relationships
• Regular visits of existing and prospective customers independently and with distributors to build strong relationships
• Develop and implement an effective territory sales and coverage plan to achieve penetration, conversion, and upgrade objective
• Support sales team with Bundling tools and complex sales
• To be fully responsible for the preparation of bids for major tenders / projects in your territory
• Creatively plan for expansion of challenging territories and conversion of difficult accounts
• Conduct In-depth understanding of customer needs to identify sales opportunities
• Constantly updating the customer database of assigned territory
• Develop and implement strategies and plans to increase customer satisfaction, confidence and loyalty
4. Financials
• Meet the territory sales goals and objectives
• Achieve and exceed target in product division
5. Teamwork:
• Build and maintain constructive and co-operative relationships with sales team and other cross functional teams
• Active participation in team related activities and meetings
• Support for colleagues to achieve company's goals
• Sharing relevant customer/product/industry information with colleagues and identify sales opportunities which contribute to the success of others
• As required, coach and mentor less experienced member