Head Equipment Sales

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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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):