Head of Refractive (REF), MED SEA

Product Management

• Product management of the REF portfolio, planning and coordinating product launches, maintaining competitor product information, benchmarking and comparisons, developing fight cards and talking points and product training.

KOL Management & Professional Education

• Developing professional educational activities in collaboration with APAC Professional Education team to drive adoption of ZEISS REF product portfolio
• Customer engagement, building and maintaining KOLs

Business Development

• Defining Customer Segmentation, market mapping and product alignment to market segments
• Formulating business development strategies for the REF business sector.
• Driving the execution of agreed strategies in the market to drive revenue development for the business sectors in collaboration with the country heads and country teams.
• Providing direction in areas of marketing and training development

Sales & Marketing

• Implementing sales & marketing strategies for REF including new launches
• Develop leads and opportunities for REF devices and drive growth in consumables sales
• Develop and implement effective selling tools and sales strategies to drive device revenues.
• Monitor sales and forecast accuracy during monthly funnel calls for both devices, consumables and digital solutions.
• Drive the ZEISS SMILE branding and demand with ZEISS B2B2Ccampaign in promoting SMILE Pro to create strong aware-ness Procedures across SEA
• Lead the Practice Development Consulting (PDC) Team to implement PDC Strategies

Other Responsibilities

• Work closely with inventory planner to ensure sufficient inventory to meet customers’ demands
• Ensure profitability within the given territory and segment.
• Develop pricing analysis, ROI and margin calculations for bundle deals
• Collaboration with team members including driving performance and motivate the members
• Coaching of the sales/ product management teams
• Influence and motivate country teams in the execution of the REF strategies.

Any other duties & responsibilities as assigned by the management

Education / Professional Certification

• University degree in Medical, Ophthalmology, Science, Business Administration, Marketing or any related field

Experience

• Minimum 10 years of experience in Sales Management / Business Development in the medical device industry, preferably with ophthalmic products
• Minimum 5 years of experience in a leadership role.
• Experience in marketing and product management preferable.

Knowledge / Skills / Other characteristics

• Excellent leadership skills with strong influencing skills
• High customer orientation
• Excellent communication and negotiation skills
• Strong business acumen and strategic mindset
• Analytical, good understanding of finance fundaments and numerate
• Articulate and strong selling and presentation skills
• Process oriented, structured and hands on in approach
• Good command of spoken and written English is a must

Working conditions & Other Attributes.

• Frequent travelling within SEA region

Your ZEISS Recruiting Team:

Chloe Tan