Area Sales Manager

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.

Key Responsibilities & Accountabilities (Tasks & Deliverables):

• Own and manage the complete sales cycle for the assigned territory, from lead generation to order closure and post-sales relationship management.
• Achieve assigned sales targets, revenue, and business objectives through effective execution of sales strategies.
• Develop and implement short-term and long-term business plans to drive sustainable growth within the assigned territory.
• Develop account mapping, customer engagement, and go-to-market (GTM) strategies in close coordination with the Marketing and PASS teams.
• Drive sales through the direct sales channel and ensure achievement of territory-wise order targets.
• Identify, develop, and acquire new business opportunities through existing customers, prospective customers, referral networks, and Key Opinion Leaders (KOLs).
• Build, manage, and grow a portfolio of strategic accounts to ensure long-term customer retention and business expansion.
• Act as the primary point of contact for assigned customers, understanding their business needs and ensuring high levels of customer satisfaction.
• Build trusted advisor relationships with key decision-makers, customer stakeholders, and executive sponsors.
• Conduct regular customer meetings, joint sales calls, product demonstrations, workshops, and training programs to strengthen customer engagement.
• Manage sales opportunities effectively through robust pipeline management and ensure healthy funnel progression.
• Maintain high forecast accuracy by providing clear visibility into pipeline status, expected closures, risks, and slippages.
• Prepare accurate monthly sales reports, business forecasts, and territory performance updates for management review.
• Ensure complete CRM discipline by maintaining timely and accurate updates of leads, opportunities, customer interactions, activities, and pipeline stages.
• Leverage CRM analytics to monitor conversion rates, pipeline health, forecasting accuracy, and identify business improvement opportunities.
• Promote CRM as the primary tool for daily sales planning, execution, and reporting.
• Identify sales risks and opportunities proactively and recommend corrective actions to achieve business objectives.
• Monitor competitor activities, market trends, pricing, and customer requirements to strengthen competitive positioning.
• Manage the tendering process by ensuring timely participation, accurate documentation, and successful submission of tenders within the assigned territory.
• Negotiate commercial terms and contracts to maximize profitability while ensuring customer satisfaction.
• Ensure timely delivery and successful implementation of solutions in coordination with internal teams, aligned with customer expectations.
• Resolve customer concerns, complaints, and escalations promptly, coordinating with Head Office and cross-functional teams whenever required.
• Collaborate closely with Marketing, Service, Application, Finance, Supply Chain, and other internal departments to ensure seamless execution of the sales process.
• Maintain strong customer relationships through regular follow-ups, business reviews, and proactive account management.
• Continuously identify opportunities for upselling, cross-selling, and expanding existing customer relationships.
• Ensure compliance with company policies, commercial guidelines, and ethical business practices.
• Represent the company professionally at customer meetings, conferences, exhibitions, and industry events.
• Provide market intelligence and customer feedback to support product development, pricing strategy, and business planning.

Requirements

Education: B. Tech/MSc with good communication skill

Work Experience:10 years or more

Other Skills: MBA would be preferable

Your ZEISS Recruiting Team: