Government Sales & Tender Business Development Manager

Location: Delhi/Pan-India

Department: Sales & Business Development

Experience: 3–7 years

Industry: Medical Devices / Healthcare / Government Tenders

Employment Type: Full-time

About the Role

We are looking for an experienced and proactive Government Sales professional to manage and develop our business with Government hospitals, medical colleges, PSUs, government institutions and other public-sector healthcare organizations.

The person will be responsible for identifying government opportunities, tracking tenders, attending pre-bid meetings, coordinating technical and commercial submissions, developing relationships with key stakeholders, and driving government business from opportunity identification through order closure.

This is a highly execution-oriented role. The candidate should be comfortable working with GeM, CPPP, state government tender portals and other e-procurement platforms and should have strong knowledge of the government procurement process.

Key Responsibilities

1. Government Tender Management

- Track and identify relevant government tenders, RFQs, EOI and procurement opportunities.

- Regularly monitor GeM, CPPP, state government portals and other tender platforms.

- Study tender documents, eligibility criteria, technical specifications, BOQ and commercial requirements.

- Coordinate internally to prepare complete and compliant tender submissions.

- Maintain a tender calendar and ensure no important opportunity or deadline is missed.

- Coordinate EMD, tender fees, authorization letters, declarations, certificates and other required documentation.

2. Pre-Bid & Technical Discussions

- Attend pre-bid meetings regularly and represent the company.

- Study tender requirements before pre-bid meetings and prepare a list of technical/commercial clarifications.

- Raise appropriate queries and clarification requests during pre-bid meetings.

- Coordinate with the technical, regulatory and product teams to respond to customer requirements.

- Track corrigendum, amendments and clarifications issued after pre-bid meetings.

3. Government Customer Development

- Develop relationships with:

- Government hospitals

- Medical colleges

- Central and state government healthcare institutions

- Government procurement bodies

- PSUs

- Defence and other institutional healthcare organizations

- Identify upcoming projects and requirements before tenders are released.

- Conduct regular customer visits and meetings with purchase, biomedical, radiology, administration and other relevant departments.

- Generate new government business opportunities proactively rather than only responding to published tenders.

4. Tender-to-Order Conversion

- Coordinate the complete sales cycle from opportunity identification to purchase order.

- Work closely with internal sales, technical, regulatory, finance and operations teams.

- Prepare and negotiate commercial proposals wherever permitted.

- Follow up on technical evaluation, commercial evaluation, negotiations and order finalization.

- Maintain regular updates on the status of all active government opportunities.

5. Market Intelligence

- Track competitors, their pricing, specifications, tender participation and market activity.

- Identify upcoming MRI, radiology and healthcare infrastructure projects.

- Understand government procurement trends and competitor positioning.

- Provide regular feedback to management regarding market opportunities, pricing and competition.

6. Internal Coordination & Reporting

- Maintain an updated Government Tender Pipeline with opportunity value, stage, probability and expected closure.

- Provide weekly updates on:

- New tenders identified

- Pre-bids attended

- Tenders submitted

- Technical/commercial status

- Upcoming opportunities

- Expected orders

- Coordinate with management for pricing approvals and strategic tender decisions.

Ideal Candidate

The candidate should have:

- 3–7 years of experience in Government Sales / Institutional Sales / Tender Business.

- Prior experience in medical devices, healthcare, diagnostic equipment, radiology, MRI or related medical equipment will be strongly preferred.

- Hands-on experience with government tenders and e-procurement portals.

- Experience attending pre-bid meetings and handling tender clarifications.

- Good understanding of GeM and government procurement processes.

- Strong communication, negotiation and follow-up skills.

- Ability to independently manage multiple tenders simultaneously.

- Willingness to travel extensively for customer meetings and pre-bid meetings.

- Strong documentation and analytical skills.

- Ability to coordinate effectively with technical, regulatory, finance and operations teams.

Key Performance Indicators (KPIs)

- Number and value of relevant government opportunities identified.

- Number of pre-bid meetings attended.

- Number/value of tenders successfully submitted.

- Tender-to-order conversion rate.

- Government sales revenue achieved.

- New government accounts developed.

- Pipeline value generated.

- Timely submission and compliance of tenders.

- Customer and government stakeholder relationships developed.

What We Are Looking For

We are looking for someone who does not wait for tenders to come in.

The ideal candidate should be able to identify upcoming government requirements, establish relationships with the relevant stakeholders, attend pre-bids, understand the requirement, coordinate internally and take the opportunity all the way to order closure.

Strong ownership, urgency, follow-up and execution are critical for this role.

Compensation

Competitive salary based on experience and relevant government sales track record.