Cluster Head

Job Title Cluster Head-Europe (Ophthalmology) Job Location Europe – Remote (based in a key cluster market) Role Objective The 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 Profile
* Graduate/Postgraduate in Business Management, Sales, or related discipline.
* 10–15 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 (15–20 working days a month) across the cluster’s countries, including conferences and business meetings.
* Demonstrated experience building, retaining, and developing a 15–20 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 & Responsibilities
* Own 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 15–20 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 Required
* Strong 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 Required
* Leadership 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 accou