Head - Government Business

We are hiring a Head Dialysis Operations to lead India & Global device operations for a fast-growing MedTech startup.

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.

1. 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.

1. 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.

1. 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: o National dialysis programs

o Renal command centers o Remote monitoring integration

o Machine procurement + service bundle models

1. 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.

1. Multi-Functional Collaboration & Cross-Border Execution

• Work closely with: o Operations team → For installation readiness, service commitments, uptime guarantees

o Clinical team → For protocol alignment and technical presentations

o Digital team → For showcasing DNP platform capabilities

o 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.

1. 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: o Tender status o Govt lead funnel o Contract execution health o 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 master's degree preferred; healthcare background is a strong advantage.

• Location: Mumbai, with significant travel nationally

• Attractive compensation with performance linked bonus