Regional Sales Head (South+West)

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.