Head - Equipment Sales

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:

- 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.