Head of Sales & Service - MED Cambridge, East of England, England
ZEISS Group
Full Time
Cambridge, East of England, England
10.56 - 12.04 GBP Today
Job description
Job Title: Head of Sales/Service Segment/SBU Country/Market (SSC HoS)
Reports to: Managing Director
Department: SSC UK
Principal Purpose
The Head of MED Sales and Service Segments (SBU’s) / Country/Market (HoSS) sets the overall direction both strategically, operationally, and financially for the division and ensures economic and cultural alignment between local activities and corporate CZ directions, goals, priorities, and the strategies of the respective business group.
To achieve the Company’s strategic objectives and financial goals, in association with the SBU Regional Sales / Service Managers, the HOSS also takes responsibility for developing product positioning, product launch timing, branding, promotional and sales strategies for the country / territory of responsibility and for identifying new business opportunities as well as managing and developing sales, marketing, tech. service and support staff.
The HOSS communicates corporate business group goals and strategies and bears responsibility for acting as the ambassador and primary guarantor of customer and employee satisfaction at country level.
The HOSS is tasked with establishing and overseeing the adoption of departmental vision and values to support both customer centric and performance-based culture.
Principal Elements
Personnel development:
- The HOSS together with the SSC manager, is responsible for the development of the local sales and service staff.
- He/she acts as a coach and mentor.
- The HOSS decides on hiring, developing, and transitioning of personnel together with the SSC manager.
Target setting and evaluation:
- The HOSS decides on the incentives of the local sales reps and the service staff in line with local and Group-wide incentive rules together with the SSC manager.
- The SBU Regional Sales/Service Manager provides consultation on plan design and assists by sharing best practices and regional perspectives.
Go-to-market and service strategy development and planning:
- The HOSS develops an effective tactical go-to-market and service action plan and develops the medium-term planning, the budget, and the rolling forecast together with the SBU Regional Sales/Service Manager and the SSC manager.
- The HOSS utilizes analytics tools undertaking detailed analyses of division and market performance for the purpose of reporting sales strategy successes, weaknesses, and opportunities to SBU regional sales and service managers.
Performance management:
- The HOSS helps to prepare the quarterly business review calls. The performance is benchmarked against comparable PCs. Sales Revenue, Profitability and NPS (especially for service) and CPO are a key indicator for the PC performance.
Implementation of the go-to-market and service strategy:
- The operational responsibility for the sales and service operations is with the HOS.
- The SBU Regional Sales/Service Manager has a consultative supervisory role for the respective PC while the role of the HOSS is operational execution. The HOS has the clear leading role in sales and service operations which must be in line with SBU governance.
- Decisions with significant impact on the sales performance of a PC must be approved by the SBU Head of Sales and / or Service and the SSC manager first. SBU Regional Sales/Service Managers must be approachable and quick in their response times in order not to slow down local agility. The HOSS and the SBU Regional Sales/Service Manager work closely together as a team.
Location
Headquartered at Carl Zeiss Ltd., 1030 Cambourne Business Park, Cambourne, Cambridgeshire.
Performance Measures
Annual appraisals to be undertaken by the Managing Director with objectives set for the forthcoming year.
Education
University degree in a technical, business management or product related field or graduation from a higher institution, or equivalent
Experience
Demonstrable sales and service leadership experience (to P&L account level) in an innovative technical organisation, with SaaS product offerings (Medical background preferred) and a “Digital First” Mindset.
Demonstrable experience of, and prior success in, supporting delivery and adoption of Digital Transformation efforts in the Sales Environment (e.g. CRM Solutions - SALESFORCE, Marketing or other OMNI Channel Customer Platforms)
A demonstrable understanding of Agile Organisational management principles would be an advantage
Previous experience in a team management / business development role is essential
Your ZEISS Recruiting Team:
James Lawn, Kate Benyon, Melissa Prescott, Natarlee Lawrence, Suya Rolph
ZEISS Group
www.zeiss.de
Oberkochen, Germany
Dr. Karl Lamprecht
$5 to $10 billion (USD)
10000+ Employees
Company - Private
Electronics Manufacturing
1846
