You will be taken to Zeiss’s own careers page to apply.
Job description
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.
The Head of Procedure Growth Ophthalmology (Carl Zeiss Meditec India) will own the clinical-commercial engine of the Ophthalmology SBU — driving surgical platform adoption, building surgeon-level procedure preference, and converting equipment placements into a sustainable consumable annuity that underpins the SBU’s long-term revenue model. This is the most clinically demanding commercial leadership role in the organization. It requires someone who is equally credible in an operating theatre supporting a senior surgeon and in a boardroom presenting a consumable revenue plan.
Position Details
Job Title: Head of Procedure Growth— Ophthalmology
Business Unit: Carl Zeiss Meditec India — Ophthalmology
Location: [City, India]
Reports To: SBU Head — Ophthalmology
Direct Reports: Surgical Sales and Application Specialists, Workflow sales specialist, Practice development consultants
Purpose of the Role
Own surgical procedure adoption across phaco, vitreoretinal, and refractive segments — driving platform utilization, clinical workflow integration, and surgeon preference through OT-level clinical presence and structured engagement programs.
Own consumable revenue as a primary P&L accountability — not as a downstream outcome of capital sales, but as a managed commercial line with its own targets, contract architecture, and recovery programs.
Build and lead the sales and application specialist team —Surgical Sales and Application Specialists, and Consumable Specialists — as the OT-level commercial force that converts equipment placements into long-term procedure partnerships.
Act as the clinical-commercial bridge between surgical science and revenue outcomes — ensuring that every clinical relationship, OT visit, and education program is connected to a defined commercial objective and tracked to a commercial outcome.
Key Responsibilities
1. Consumable Revenue Ownership — Primary Mandate
Own consumable revenue as a standalone P&L line with full accountability — target trajectory from current baseline toward xx% of surgical segment revenue over 36 months.
Conduct a complete installed base audit within the first 60 days — mapping every ZEISS surgical platform in India against consumable attach status, current consumable brand in use, and annualized consumable revenue per account.
Design and negotiate consumable commitment agreements — 12 to 24 month contracted consumable supply tied to service agreements or equipment arrangements — converting transactional consumable revenue into contracted annuity.
Coordinate with the Head of Key Accounts and Regional Sales Head to ensure every equipment placement in any account has a consumable conversion plan activated within 60 days of installation — equipment placement without consumable follow-through is an incomplete commercial outcome.
Track consumable attach rate by account, by platform, and by region — identify declining attach rates before they appear in revenue data and intervene with a clinical or commercial recovery action.
Provide monthly consumable revenue reporting to the SBU head — covering revenue vs. target, attach rate trends, recovery program status, and contracted annuity pipeline.
2. Surgical Procedure Adoption — Phaco and Vitreoretinal
Own phaco / DORC Vitro platform utilization per installed machine — track utilization data account by account against benchmark, identify underutilization patterns, and design clinical improvement programs that address the root cause.
Build and lead the Surgical Sales & Clinical Application Specialist team — deploying specialists in priority accounts with the mandate of clinical partnership, not product demonstration; specialists are evaluated on utilization improvement and consumable attach, not visit frequency.
Develop and execute surgeon-level procedure engagement programs for phaco — technique optimization clinics, outcomes data sharing, consumable quality argumentation, and case support that builds clinical dependency on ZEISS consumable quality.
Own the vitreoretinal procedure business — drive VR platform adoption and consumable penetration among the top 30 vitreoretinal surgeons in India;
Coordinate with the Head of Key Accounts on ZEISS Cataract Suite adoption in anchor accounts — workflow integration from IOL Master biometry through CALLISTO surgical planning to AT IOL implantation is the deepest switching cost ZEISS can build; this role owns the clinical workflow integration component.
Work with the Head of IOL Business to ensure phaco platform and IOL relationships are commercially coordinated in shared accounts — a surgeon using ZEISS phaco should be a priority IOL conversion target; a surgeon committed to ZEISS IOL should be a priority phaco utilization improvement target.
3. Refractive Procedure Development
Own VisuMax SMILE procedure volume growth — the refractive segment is a premium niche where procedure support, outcomes data, and patient pathway optimisation are the primary commercial drivers.
Drive SMILE adoption among the refractive surgeons — structured procedure support programs, India-specific outcomes data, comparative clinical evidence, and patient conversion toolkit development.
Manage refractive Practice development consultants — deploying and developing a small, high-quality team focused on depth of engagement with priority refractive surgeons rather than broad coverage.
4. Drive Premium Workflow adoption
Own Premium Workflow installations across the country.
Pre-Sales Technical & Clinical Consultation: Deliver expert technical guidance and compelling product demonstrations to assist customers in selecting workflow solutions, aligning product benefits with clinical workflows and patient outcomes to drive successful deal closures.
Value-Based Solution Selling: Engage in superior technical and clinical discussions with customers to identify pain points and deliver tailored solutions that drive premiumization and workflow sales.
5. ZEISS Surgical Education and Fellowship Programs
Own the surgical education component of ZEISS Academy India — wet labs, simulation programs, structured surgical curricula for phaco and VR, and hands-on training programs.
Design and launch the ZEISS Surgical Fellowship Program — targeting a first cohort of 6 to 8 surgeon fellows in phaco and VR in Year 1, creating a long-term clinical advocacy and reference network.
Coordinate with the Head of Strategic Marketing and Professional Education on the overall ZEISS Academy India calendar — this role owns the surgical clinical content and quality; Marketing owns the program design, surgeon experience, and advocacy architecture.
6.Cross-Functional Collaboration
Attend and contribute to the Weekly SBU commercial review — own the surgical and consumables segment, presenting utilisation trends, consumable attach progress, recovery program status, and clinical activation updates requiring commercial follow-through.
Ensure every clinical activation — OT specialist visit, surgical support case, fellowship placement, or consumable trial — is logged in CRM within 24 hours and handed off to the relevant commercial head within 48 hours with full context and commercial readiness information.
Respond to commercial blocker requests from the Head of Key Accounts and Regional Sales Head within 5 working days — deploy OT specialist support, clinical evidence packages, or personal clinical engagement as required to unblock commercially stalled situations.
7. Governance, Compliance, and Reporting
Ensure all clinical specialist / Practice development consultants / Premium workflow specialist activities comply with ZEISS policies, MCI guidelines on healthcare professional engagement, local healthcare regulations, and ethical standards.
Maintain accurate documentation of clinical visits, surgical support cases, fellowship programs, and consumable contract negotiations.
Provide structured monthly reporting to the SBU head — covering consumable revenue vs. target, attach rate by account and platform, recovery program progress, utilisation trends, specialist team performance, and education program outcomes.
Manage the procedure growth and consumables budget — tracking investment per program against commercial return, and actively reallocating from low-return activities to high-return ones on a rolling basis.
Qualifications and Experience
Education
Bachelor’s degree in Life Sciences, Biomedical Engineering, Optometry, or related field
MBA or postgraduate qualification in Business or Healthcare Management preferred
Experience
12 to 16 years of experience in ophthalmic medical devices with specific experience in surgical platforms, IOL, or consumables; ophthalmology-specific experience is non-negotiable — adjacent surgical experience in other specialties is insufficient for the clinical credibility this role requires
Direct OT-level clinical application experience in phaco and ideally VR — has personally supported cataract and/or retinal surgical cases in a clinical capacity; this is verified through reference checks and is a hard requirement, not a preferred qualification
Proven track record in consumable revenue management — has owned consumable attach rate targets, negotiated consumable contracts with hospital procurement, and managed consumable recovery programs with documented outcomes
Demonstrated experience building and leading clinical specialist teams — minimum 6 to 8 specialists with evidence of team development, retention outcomes, and capability building programs
Experience with surgical education program design and delivery — wet labs, fellowship programs, or structured clinical training that surgeons value on genuine clinical merit
Prior experience in platform utilization management — has identified underutilized accounts, diagnosed root causes, and executed improvement programs with measurable consumable revenue outcomes
Key Performance Indicators
Consumable Revenue
Consumable revenue vs. target — monthly and quarterly
Consumable revenue as percentage of surgical segment revenue
Consumable contracts signed per year
Platform Utilization
Utilisation rate per installed phaco and VR platform — tracked account by account against benchmark
Utilisation improvement rate — percentage of below-benchmark accounts showing measurable improvement within 6 months of specialist engagement
Procedure Adoption
SMILE procedure volume growth
PRESBYOND Procedure Volume Growth
Phaco clinical engagement depth — number of surgeons with active, structured clinical partnership vs. transactional product support relationship
ZEISS Cataract Suite workflow integration — number of accounts with full diagnostic-to-surgical workflow adoption
