Business Development Lead - Dental

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.

Job purpose

Developing the Dental Visualization & Consumables business is one of the key growth drivers for MCS Business in India hence sales BD Lead / Associate is a key position for driving growth of Microsurgery Business. This position plays a vital role in developing business & enabling sales for assigned territory and ensure it retain/gain healthy market share across assigned territories. Incumbent is expected to possess high business acumen and critical thinking to derive desired results. Incumbent should be self-driven, highly motivated, focused and observant.

Business Development – Dental & Consumables

• Develop & implement business plan to drive profitable growth in Dental visualization & consumables in lines with the global/regional dental strategy.
• Closely develop and engage with KOLs and understand market trends & dynamics. Leverage the insights to build strategic partnerships aimed to gain and grow market share
• Develop and manage relevant channel partner network in assigned territory, build winning mindset and leverage on partners’ strength.
• Build, train and Coach partner’s teams to effective market coverage and develop extended customer coverage in under penetrated markets.
• Collaborate with channel partners to drive secondary sales & maintain customer base for regular exchange of insights
• Research new markets & opportunities and implement strategy to tap into new geographies.
• Awareness regarding competitor’s activities in the market and information in terms of pricing, schemes, systems/procedures, etc. and implement, maintain & disseminate competition information
• Consolidate Region-level data and feedback/insights on customer queries, marketing initiatives, competitor positioning, etc. to enable better decisions.
• 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.
• Establishing a working rapport with the equipment sales team, Marketing and Clinical Application team to drive synergy in the region. Drive meaningful content creation for marketing & developing mindshare.
• Maintain key metrics like key user segments, key challenges & benefits, product portfolio mix best utilize marketing budget to create maximum business impact

Dimensions

Reports to: Business Development Manager - MCS

Internal

• Marketing
• Cluster Leaders & Sales Teams
• Clinical Applications
• Service
• Compliance & Regulatory
• CZI Medical team support functions

External

• Customers – Dental including KOLs
• Channel Partners/Distributors their sales teams

Key Result Areas

• Market penetration and market share
• Customer engagement and KOL development
• Topline growth in Visualization devices and consumables
• Growth in Channel partner network
• Developing channel sales and application teams.
• Brand recall in Dental

Job Specifications

Education

Bachelor’s degree in Dentistry/ Relevant Experience in Dental Industry.

Experience / Skills

• At least 7-10 years of work experience in the field of Medical Devices / Consumable portfolio. Preference for candidates with experience in dentistry.
• Result orientation & strong strategic & commercial acumen.
• Ability to work with ambiguity
• Team play & collaborating with internal & external stakeholders
• 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: