Business Development Manager - Hospital Retail

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.

Role Overview

The Business Development Manager (BDM) – Vision Devices is responsible for driving growth by building strong synergies with the Medical OPT team, expanding market presence across hospitals, government channels, and new clinical models. The role requires deep collaboration, strategic thinking, and proactive funnel-building to strengthen the Vision Devices business portfolio.

Key Responsibilities

1. Lead Funnel Creation with the Medical OPT Team

• Work closely with the Medical OPT team to identify, nurture, and convert leads for Vision Devices.
• Build and maintain a structured sales pipeline using market insights, customer interactions, and cross-functional intelligence.
• Conduct market research to identify opportunities and track industry trends to support funnel growth.

2. New Hospital Opening Leads

• Establish a systematic process to capture new hospital opening intelligence across regions.
• Liaise with hospital administrators, medical directors, and procurement teams to position Vision Devices as part of the initial equipment planning.
• Build strong relationships with healthcare providers and key stakeholders to secure early-stage engagement.

3. Joint Proposals & Med–Vision Synergies

• Collaborate with Medical OPT teams to develop bundled solutions (e.g., Myopia Clinics, Therapeutic & Diagnostic combinations) that create compelling value propositions.
• Prepare proposals and solution decks that package cross-functional offerings in line with customer needs and business objectives.
• Conduct joint customer meetings, demos, and presentations to promote integrated solutions.

4. Government Business Development

• Drive the Vision Devices portfolio in government and institutional business channels.
• Identify opportunities to enter state and central government rate contracts, tenders, and institutional procurement programs.
• Coordinate with purchase departments, health ministries, and distributors for indent generation and compliance processes.
• Ensure all activities adhere to regulatory and procurement standards in the healthcare sector.

5. Distributor & Stakeholder Management

• Work with distributor networks to ensure coverage, timely supply, and tender participation.
• Build relationships with procurement managers, government officials, and healthcare stakeholders to enhance visibility and smooth execution.

6. Drive ZECN Initiatives

• Implement initiatives under the ZECN (Zeiss Eye Care Network or equivalent internal initiative) to strengthen collaborative care models.
• Support execution of digital integration, patient experience programs, and ecosystem-building activities across partner clinics and hospitals.

Additional Responsibilities

• Conduct competitive analysis and track market developments, emerging technologies, and shifts in healthcare delivery models.
• Prepare business proposals, commercial offers, and negotiation plans to secure deals.
• Maintain CRM discipline by updating lead status, sales activities, and engagement records consistently.
• Participate in industry events, conferences, and networking forums to identify new business opportunities.
• Provide periodic reports to leadership on funnel progress, key wins, risks, and strategic recommendations.

Reports to: Head of Hospital Retail / Head of Med OPT

Qualifications

• Master’s degree in business, Life Sciences, Healthcare, or related field.
• Preferably 3–7 years of experience in healthcare/medical device business development or sales.

Skills & Competencies

• Strong stakeholder management and relationship-building skills.
• Excellent communication, negotiation, and presentation abilities.
• Experience in government sales, tendering, or institutional business preferred.
• Ability to collaborate cross-functionally and drive joint initiatives.
• Analytical mindset with capability to track KPIs and market trends.
• Familiarity with CRM and funnel management tools.

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