Lord's Mark

Job Description: Head - Government Business:- The Head - Government Business will lead engagement with national and regional governments across global markets to drive adoption of our dialysis machines, digital nephrology ecosystem, and turnkey renal care solutions.- This role will own end-to-end government engagement from policy mapping and tender management to relationship-building, contracting, and sales execution.- The position bridges public-sector strategy with on-ground execution, ensuring we play a pivotal role in national dialysis programs, PPP models, public hospitals, and global health initiatives. Key Responsibilities: 1. Government Liaison & Policy Engagement:- Build and maintain high-level relationships with ministries of health, biomedical procurement agencies, regulatory authorities, and public hospital networks. - Map country renal care policies, national dialysis programs, reimbursement structures, and budget cycles. - Position as a strategic partner in government healthcare missions through continuous advocacy and capability presentations. - Participate in government forums, health summits, and policy roundtables to influence adoption of advanced renal care technology. 2. Tendering, Bidding & Public Procurement Management:- Lead the complete tender lifecycle for dialysis devices, digital nephrology platform, and turnkey renal programs across India markets. - Review and interpret RFP/RFQ/GEM guidelines to ensure full technical and commercial compliance. - Prepare tender submissions, technical compliance sheets, BOQs, financial bids, and supporting documentation. - Manage tender clarifications, pre-bid meetings, evaluation presentations, and negotiation rounds with government bodies. - Ensure flawless coordination with product, engineering, and operations teams for documentation, certifications, and device specifications. 3. Government Sales, Contracting & Deal Closure:- Own the revenue targets from government vertical across domestic markets. - Build government sales pipelines, forecast quarterly closures, and track progress against targets. - Negotiate pricing, warranty terms, AMCs, consumables contracts, and service-level agreements with govt institutions. - Lead contracting for multi-year procurement deals, PPP partnerships, O&M models, and national dialysis rollouts. - Anchor high-stakes presentations, demonstrations, and site evaluations for govt technical committees. 4. Public-Private Partnerships (PPP), Program Development & Strategic Expansion:- Identify opportunities for PPP renal programs, turnkey dialysis units, and government-supported expansion models. - Work with operations, clinical, and digital teams to design proposals for:a. National dialysis programs b. Renal command centers c. Remote monitoring integration d. Machine procurement + service bundle models 5. Regulatory Alignment, Certifications & Compliance Readiness:- Coordinate with engineering teams for compliance documentation required for tenders and government technical evaluations. - Work with legal and compliance teams to ensure ethical, transparent, and compliant government business operations. 6. Multi-Functional Collaboration & Cross-Border Execution:Work closely with: Operations team : For installation readiness, service commitments, uptime guarantees Clinical team : For protocol alignment and technical presentations Digital team : For showcasing DNP platform capabilities Marketing team : For govt-focused collateral, case studies, and impact reports - Align government project timelines with internal capacity planning, device supply, and digital onboarding. - Ensure seamless execution of government contracts with clear governance and milestone tracking. 7. Market Intelligence, Strategy & Program Reporting:- Build deep intelligence on competitor presence, pricing benchmarks, local partners, and government priorities. - Track tender calendars, procurement cycles, budgetary announcements, and national healthcare initiatives globally.Publish dashboards linking: a. Tender status b. Govt lead funnel c. Contract execution healthd. Revenue forecasting - Provide strategic inputs for market entry, device customization, and policy-driven product expansion. Key Competencies: - Proven experience in Government Relations, Public-Sector Sales, Medtech/Medical Equipment Sales - Strong understanding of tender processes, bid management, public procurement laws, and technical compliance. - Familiarity with dialysis workflows, biomedical equipment, and healthcare delivery models. - Experience managing large deals, multi-year contracts, and high-value negotiations. - Ability to engage confidently with senior government officials, hospitals, and procurement authorities. - Deep understanding of regulatory and certification - Data-driven, strategic thinker with strong business acumen and deal-structuring skills. - Excellent communication, relationship-building, and cross-functional collaboration capabilities. - 7-12 years experience in Government Sales, Medical Device Sales, PPP programs, or Domestic Business. - MBA or masters degree preferred; healthcare background is a strong advantage. Location: Mumbai, with significant travel nationally - Attractive compensation with performance linked bonus (ref:iimjobs.com)