Sales & Business Development Head Medical Equipment & Devices
Location: Pune
Overall Experience: 20+ Years
Leadership Experience: 10 15 Years
Industry Preference: Medical Devices & Capital Equipment (Urology & Gastroenterology)
Please share your CV only if you have relevant experience in Urology and Gastroenterology.
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For queries, WhatsApp (No Calls): +91 87904 31010
Sales Strategy and Leadership
- Develop, implement, and execute strategic sales plans for medical equipment and devices to drive sustainable company growth.
- Build and structure a high-performing sales organization to consistently achieve targeted business results.
- Lead, mentor, and manage sales teams to enhance performance, foster accountability, and ensure goal attainment.
- Identify and capitalize on new business opportunities to strengthen market presence and expand customer base.
- Provide ongoing training, coaching, and support to improve sales effectiveness and professional development.
- Collaborate with marketing and product teams to align sales strategies with broader business objectives.
- Oversee installation, demonstration, training, and service support for medical equipment to ensure customer satisfaction.
- Manage participation in state, central government, and institutional tenders including quotations, negotiations, and supply execution.
- Set appropriate credit limit along with expected deliverables.
- Providing all the marketing support and documents, CMC and Conference and Planning.
- Participate in formal business development forums, seminars, conferences, events, trade shows and play and lead role in Brand Building in coordination with marketing department.
Business Development
- Define and execute sales strategies across assigned regions with a focus on key customer segments, market growth, and product penetration.
- Build and nurture strong relationships with healthcare professionals, key stakeholders, and decision-makers.
- Manage Key Opinion Leaders (KOLs): identify and develop new KOLs, foster lasting partnerships, and leverage their influence to drive sales growth.
- Promote and sell products across hospitals, nursing homes, and clinics to maximize reach and adoption.
- Appoint, train, and manage distributors and sales teams to expand market coverage and ensure strong execution.
- Oversee timely updates of business trackers (surgery, equipment installation, and service agreements) to ensure visibility and accountability.
- Assess dealer and distributor credibility, define credit limits, and set clear deliverables; monitor distributor activities related to both our products and competitor products.
- Provide marketing support, including promotional materials, conference participation, and CMC activities.
- Represent the organization at forums, seminars, trade shows, and conferences to strengthen brand visibility in coordination with the marketing team.
- Stay informed about market dynamics, new innovations, and technological advancements; share insights with R&D to support continuous product improvement and future-readiness.
Operational and Financial Management
- Prepare, monitor, and manage sales budgets, forecasts, and performance reports.
- Track sales performance, provide regular updates to management, and develop action plans for new recruitments or replacements as required.
- Negotiate contracts and close deals to achieve revenue and profitability targets.
- Develop accurate and data-driven sales forecasts for assigned products.
- Ensure strong follow-up by maintaining comprehensive and detailed sales records.
- Collaborate with Finance, Operations, and Supply Chain teams to ensure smooth and timely execution of deals.
- Review and guide sales team performance using reports, metrics, and trend analysis to drive accountability and continuous improvement.
Cross Functional Collaboration
- Work closely with marketing to design campaign and promotional strategies
- Partner with project management and R&D teams to provide market insights for product improvements.
- Support after sales service teams to ensure customer satisfaction and retention.
Compliance
- Ensure adherence to industry regulations, quality standards, and company policies.
- Coordinate with Quality Control, Production, and Regulatory teams for effective complaint handling.
- Maintain accurate records of sales activities, customer interactions, and business transactions.
Requisite Qualification & Experience:
- Bachelor's degree is Science or Pharmacy.
- Full-time B.Tech in Electrical, Electronics, Biomedical, or Mechanical Engineering.
- MBA or equivalent qualification preferred.
- 10-15 years of progressive experience in the healthcare industry, with a strong preference for candidate from the Medical Device and Equipment Sector.
- Hands-on experience in sales and business development of medical equipment, devices, and instruments.
- Proven ability to handle equipment demonstrations, installations, and post-sales service coordination.
- Track record of managing large/key accounts, dealer and distributor networks, and
- high-value negotiations.
- Strong exposure to government, institutional, and corporate hospital tendering
- processes.
Key Competencies
Behavioral Competencies
- Strategic Vision & Leadership
- Team Development & Performance Management
- Change Management & Innovation
- Customer Relationship Building
- Emotional Intelligence & Executive Presence
- Ownership & Accountability
Functional / Technical Competencies
- Proven experience in leading high-performing sales teams.
- Expertise in disruptive product sales and new market entry strategies.
- Strong knowledge of medical devices and healthcare equipment.
- Exposure to multiple therapy areas such as Orthopedics, Gastroenterology, Urology, Neurology, Arthroscopy, etc.
Key Interactions
- Internal: Marketing, R&D, Finance, Operations, Regulatory, and Service Teams.
- External: Hospitals, Nursing Homes, Clinics, Doctors, Distributors, and Government Authorities.
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For queries, WhatsApp (No Calls): +91 87904 31010
