Role: Head – International Business / Exports
Location: Mumbai
Job Summary
A leading Indian healthcare products organisation is looking for a seasoned International Business leader to drive its next phase of global expansion. The role will be responsible for building and scaling international business across priority export markets, developing distributor networks, driving institutional business, and owning the complete export P&L. This is a market creation mandate focused on building new international markets, strengthening distributor-led growth, and driving scalable commercial execution across multiple geographies.
Key Responsibilities
International Business Growth
- Develop and execute international growth strategy across priority export markets
- Own revenue, profitability, and overall export business performance
- Build geography-wise growth plans across key market clusters
- Drive sustainable scale-up of the international business portfolio
Distributor Network Development
- Identify, appoint, and activate distributors across international markets
- Build new markets from the ground up through channel partner development
- Drive distributor performance, governance, and business reviews
- Strengthen channel reach across healthcare professional and retail channels
Market Development & Commercial Excellence
- Lead market entry strategies for priority countries
- Drive product commercialization and market penetration initiatives
- Manage pricing strategy, distributor margins, landed costs, and profitability
- Monitor receivables, credit terms, and working capital efficiency
Regulatory & Market Access
- Coordinate country-specific product registrations and approvals
- Work closely with regulatory stakeholders to ensure timely market entry
- Support compliance requirements across global markets
- Develop understanding of market-specific regulatory pathways
Tender & Institutional Business
- Identify and pursue government and institutional tender opportunities
- Drive tender participation and business conversion across key markets
- Build relationships with institutional stakeholders and procurement channels
- Expand presence in public healthcare and institutional segments
Export Operations
- Oversee export operations including shipping, documentation, and logistics coordination
- Ensure adherence to international trade and compliance requirements
- Support efficient execution of distributor and customer orders
- Drive operational excellence across export processes
Leadership & Stakeholder Management
- Partner closely with senior leadership on international growth strategy
- Build strong relationships across distributors, customers, and external stakeholders
- Collaborate with internal cross-functional teams including supply chain, regulatory, finance, and marketing
- Drive a high-accountability, entrepreneurial operating culture
Qualifications & Experience
- 15+ years of experience in International Business / Exports
- Proven track record of managing and scaling sizeable export businesses
- Demonstrated experience in building international markets
- Hands-on exposure to at least two of the following regions: MENA, Southeast Asia, Latin America, UK/US
- Strong experience in distributor appointment and channel development
- Exposure to government and institutional tender business
- Understanding of international regulatory requirements and market entry processes
- Strong commercial acumen with P&L ownership experience
- Experience in healthcare, pharma, consumer healthcare, med-tech, medical devices, surgical products, FMCG, or adjacent sectors preferred
- Ability to operate independently in a high-growth, entrepreneurial environment
