Cluster Head - Europe (Ophthalmology)

Job TitleCluster Head-Europe (Ophthalmology)Job LocationEurope – Remote (based in a key cluster market)Role ObjectiveThe Cluster Head – EUROPE owns full commercial responsibility for the EUROPE cluster — a mix of Distribution, Hybrid and Growth-stage Direct markets — and is accountable for converting the region's 10X growth ambition into a repeatable, protocol-governed growth engine.
The role involves moving markets up a deliberate maturity ladder (Distribution - Hybrid - Direct), building the CRM-led discipline and key-account depth that lets each stage stick, and growing an A-player bench strong enough to run the cluster without the leader in the room.Desired Candidate ProfileGraduate/Postgraduate in Business Management, Sales, or related discipline.***** years of experience in medical devices / ophthalmic consumables, including 2–3 years of ophthalmic surgical experience within the EUROPE region.Genuine command of Distribution, Hybrid and Direct business models — Direct market experience is mandatory, not optional — with a track record of personally running new product launches.Proven ability to open new markets, expand the existing base, and graduate markets from Distribution to Hybrid to Direct within a 2–3 year horizon.Proficiency in CRM platforms (preferably Salesforce/SAP) with full P&L understanding — not just a sales number.Willingness to travel extensively ****** working days a month) across the cluster's countries, including conferences and business meetings.Demonstrated experience building, retaining, and developing a ***** person cross-cultural team.Strong cross-cultural communication, stakeholder management, negotiation, and team-leadership skills, with effective cross-functional collaboration.Fluency in English; proficiency in one or more European regional languages will be an added advantage.Ideally already based in one of the cluster's key markets.Role & ResponsibilitiesOwn full commercial (P&L) responsibility for the EUROPE cluster across Distribution, Hybrid, and Growth-stage Direct markets.Lead and manage RSM – Distribution, NSM – Hybrid, and Regional Marketing Manager cluster-wide, plus NSM – Direct and Country Marketing Manager in the cluster's growth-stage Direct markets.Drive the graduation of markets along the maturity ladder (Distribution - Hybrid - Direct) within a 2–3 year horizon, executing within GSM-IGM's distributor protocol and contract standards.Build and enforce distributor discipline and quality across the cluster, ensuring clean audits and contract compliance.Personally develop A+/A key accounts and KOL relationships, and drive CRM (Salesforce/SAP) compliance across the team.Lead expansion initiatives into new markets and distribution channels, and support the profitability of established operations.Establish and manage key sales processes — pipeline tracking, field activity monitoring, and performance reporting — through CRM.Analyze market and business data to identify trends, opportunities, and risks; provide actionable insights to GSM-IGM.Build, retain, and develop a ***** person cross-cultural team with strong A-player density.Negotiate sales targets, promotional budgets, and POAs (plans of action) with distributors/partners at country level, and follow up closely on execution.Represent the organization at industry conferences, trade fairs, and regional/global forums, with prior management approval.Ensure compliance with organizational standards, policies, and regional regulatory requirements.Functional Skills RequiredStrong understanding of sales and distribution management across diverse EUROPE markets, spanning Distribution, Hybrid, and Direct models.Expertise in channel development, partner management, market-maturity planning, and regional sales strategies.Proficiency in CRM systems (preferably Salesforce/SAP) for pipeline management and reporting.Strategic business development skills with strong commercial and financial acumen, including full P&L ownership.Excellent negotiation, contract management, and cross-border collaboration skills.Effective presentation and representation skills at regional and global forums.Behavioral Skills RequiredLeadership with the ability to inspire, mentor, and manage multicultural, multi-market teams.High adaptability and resilience in dynamic market conditions.Strong problem-solving, decision-making, and execution capabilities.Integrity, accountability, and a results-driven mindset.Ability to balance strategic thinking with operational excellence.Achievement of cluster revenue and gross-margin targets.Market maturation — graduation of markets from Distribution to Hybrid to Direct per plan.New market and distribution-channel expansion across EUROPE.Distributor discipline, quality, and protocol compliance cluster-wide.CRM (Salesforce/SAP) adoption and compliance across the team.Development of A+/A key accounts and KOL relationships.Team quality — building and retaining a ***** person A-player bench.Share of voice and KOL development per regional marketing plan.Value market share gain across cluster markets.Negotiate sales targets, promotional budgets, and POAs with partners at country level, and follow up on execution.Key Performance Indicators (KPI)Achievement percentage of cluster revenue and gross-margin targets (quarterly and annual).
Market graduation progress (Distribution - Hybrid - Direct) against the 2–3 year plan.Year-on-year revenue and value market-share growth across the cluster.Number of new markets/channels opened and time to profitability.Distributor audit outcomes and protocol compliance rate.CRM adoption rate across the cluster team (target ******%).
Number and quality of A+/A key accounts developed.A-player retention rate and team staffing against the ***** person target.Compliance with travel, reporting, and representation guidelines.Learn more at: is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground including gender, race, religion, age, sexual orientation, disability, etc.
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