MED Head of Sales & Service

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ZEISS – an internationally leading technology enterprise operating in the fields of optics and optoelectronics. With its solutions, ZEISS constantly advances the world of optics and helps shape technological progress. With over 45.000 employees, ZEISS is one of the global leaders in the optical and optoelectronic industries and has been contributing to technological progress for 178 years now.

As a pioneer in Medical Technology, ZEISS helps doctors all over the world to diagnose and treat diseases more effectively.

ZEISS Türkiye is currently seeking, highly motivated and experienced Head of Sales and Service to manage ZEISS Medical Technology (MED) in Türkiye reporting directly to Managing Director.

This position requires a strategic and hands-on approach, emphasizing leadership and KPI-driven performance as a manager within the ZEISS Business Segment Medical Technology (MED). The position holder will bear responsibility for strategic planning and the successful implementation of business growth for the MED Segment in Türkiye -> from Good to Great to Excellent!

Job Description

• The Head of Sales&Service is responsible for establishing, implementing, and directing sales and service strategies that are designed to align local activities in the Turkish market with the initiatives, goals, and priorities of the Segment MED and its SBUs (Strategic Business Units) Ophthalmology (OPT) and MicroSurgery (MCS).
• The Head of Sales&Service holds accountability for developing product and service Go-To-Market strategies that align with strategic objectives and the budget achievement, cost management and capital optimization.
• Overall organizational development (i.e. developing people, processes, tools, org.) in alignment with the Head of SCC are key responsibilities as well.
• As a member of the SSC Türkiye Management Team, the Head of Sales & Service will support strategic initiatives of the whole SSC Türkiye and participate in assigned projects.

Key Responsibilities

• Customer centric go-to-market and service strategy development and implementation resulting in sustainable, profitable growth -> business performance management
• Continuous organizational development towards a strong data- and process-driven organization, utilizing latest digital technologies -> organization management
• Build and retain a high-performance team, motivated to go ‘the extra mile’ for customer success and personal career development -> people management

Description of the main tasks/subtasks

• In alignment with the Segment / SBU strategy, manage the local profitability and continued growth of ZEISS products, services and solutions in order to safeguard and expand the company's market position
• Ensure the implementation of global strategies/policies (sales, service, marketing, customer, etc.) for the SBUs
• Formulate, organize, and oversee all local Türkiye activities to accomplish predetermined financial and non-financial objectives
• Develop and implement short, medium, and long-term strategic business plans for MED Türkiye in total and each SBU (OPT, MCS)
• Ensure efficient organizational structures, processes and communication with SBUs
• Attend and support global meetings/projects and convey market needs to the SBUs
• Consistently analyze the market conditions to establish a dependable framework for expanding market share and fulfilling established plans; anticipate local market trends
• Conduct market, competitor, customer, and product analyses
• Ensure customer satisfaction with a vision for continuous improvement in both, customer interaction and solution delivery
• Develop and build good relationships with customers, both at the farmer and hunter levels
• Ensure efficient communication with customers regarding the status of their orders and supervise efficient after-sales service
• Continuously measure customer satisfaction, develop action recommendations, and ensure the implementation of actions with their team
• Monitor and control pre-sales, sales, and after-sales processes, develop and implement action plans to address any issues in the processes
• Continuously improve sales and service processes in line with global/local strategies and policies to be the customer's first choice
• Prepare all budget and forecasting needs; monitoring and managing approved budget data throughout the year, conducting budget revisions as needed
• Plan, manage, and monitor sales, profits, operating costs, inventory levels, and debtors. Track performance against key performance metrics: e.g. Orders, Sales, Gross Profit, OPEX, EBIT, and NPS, CPO, etc. Provide continuous feedback to management and ensure the implementation of appropriate measures if necessary
• Monitor and manage costs including discounts, rebates, commissions to third parties, marketing, travel and other related expenses in alignment with budgeted figures
• Ensure providing timely and accurate business-related reports to local and global Management
• Frequently monitor working capital related KPIs (i.e. adv. payments, inventories, accounts receivables) and take necessary actions to optimize WC and stay in line with the Budget
• Maintain a high level of team motivation and foster a culture of success within the team
• Facilitate the development of the Sales and Service teams, provide coaching/ mentoring to the team, and feedback
• Check and approve their team's processes related to leave, overtime, expenses, and allowances
• Ensure adherence to ZEISS compliance rules and procedures and good practices derived from Corporate Compliance Policy
• Implement anticipated administrative changes in collaboration with country management and human resources

Qualifications

• University degree in Business Administration or Economics or equivalent experience in the business
• Demonstrable experience and proven track record of success in a sales and service leadership role for a technology led company, is required
• Understands and applies a “Digital Mindset”.Demonstrated leadership of at least one successful change management program towards Sales & Service Digitalization, is required
• Minimum 10 years of sales experience in high-investment equipment sales, recurring consumables sales, leading high-performance teams, P&L responsibility, marketing and communication, and after-sales service
• Minimum 3 years of experience in the Medical sector, i.e. deep understanding of both private and public healthcare sector in Türkiye
• Fluent in English and Turkish

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