Job Title: National Sales Head - Government & Institutional (Medical Devices)

Location: Gurgaon

Experience: 15-25 Years

Employment Type: Full-Time

Role Overview:

We are seeking a high-impact Government & Institutional Sales Leader to drive our capital medical equipment business across government, defence, and premier institutional accounts in India. The ideal candidate will have a proven track record of selling high-value imaging (CT, MRI, Cath Lab) and advanced therapy systems (LINAC, Brachytherapy, IORT, surgical microscopes, lasers) through GeM, state tenders, and direct institutional contracts.

This role requires end-to-end ownership of the sales cycle-from opportunity identification and tender management to order execution, installation coordination, and revenue realization. The candidate must possess a strong network within AIIMS, PGI, DGAFMS, state health societies, and premier medical colleges, and excel in navigating complex government procurement processes.

Key Responsibilities:

1. Strategic Sales & Business Development

- Drive sales of capital medical equipment (imaging, radiotherapy, surgical, laser, etc.) to government hospitals, defence establishments, PSUs, medical colleges, and corporate hospital chains.

- Develop and execute territory/account plans to achieve revenue targets and market share growth.

2. Government Tender & GeM Ownership

- Lead end-to-end GeM portal operations: registration, product listing, BOQ submission, RA/L1 negotiations, and contract management.

- Manage CPPP, state e-tender, and PAC projects-from EOI and pre-bid meetings to technical/commercial bid submission, compliance mapping, deviation handling, and final order closure.

- Coordinate with internal teams (finance, legal, service, logistics) and external partners (OEMs, channel partners) for seamless execution.

3. Key Account & Stakeholder Management

- Build and sustain strong relationships with procurement heads, biomedical engineers, hospital administrators, radiologists, oncologists, surgeons, and C-suite executives.

- Engage with AIIMS, PGI, DGAFMS, state health societies, and major medical colleges to position the company as a preferred partner.

4. Order Execution & Revenue Realization

- Oversee order execution, installation coordination, commissioning, training, warranty/AMC documentation, and timely payment follow-ups (EMD, PBG, BG, etc.).

- Ensure compliance with all government procurement norms and internal governance standards.

5. Market Intelligence & Strategy

- Monitor competitor activity, market trends, and emerging opportunities in the capital equipment space.

- Provide inputs for pricing, product positioning, and go-to-market strategies.

Key Skills & Experience:

Must-Have:

- 15+ years of experience in selling capital medical equipment to government and institutional accounts.

- Proven expertise in GeM portal (registration, listing, bid submission, RA/L1) and government tenders (CPPP, state e-tenders, PAC projects).

- Strong network within AIIMS, PGI, DGAFMS, state health societies, medical colleges, and defence hospitals.

- Demonstrated success in managing high-value tenders (- 10 Cr+) and delivering on revenue targets.

- Excellent negotiation, stakeholder management, and cross-functional coordination skills.

Preferred Product Experience (any of these):

- Imaging: CT, MRI, Cath Lab, DSA, Ultrasound

- Radiotherapy: LINAC, Brachytherapy, IORT, Radiation Oncology systems

- Surgical / Interventional: Operating microscopes, surgical loupes, laser systems (CO- , IPL, RF), colposcopes, endoscopic systems

- Physiotherapy / Rehabilitation: Shockwave therapy, robotic scanning lasers, etc.

Leadership & Behavioral Competencies:

- Ability to work independently and lead a team (where applicable).

- Strong analytical skills for forecasting, pricing, and margin planning.

- Willingness to travel extensively across assigned territories.

Education:

- Bachelor's degree in Engineering / Biomedical / Life Sciences / Commerce.

- MBA in Sales / Marketing preferred.

Key Performance Indicators (KPIs):

1. Achievement of annual sales revenue targets (capital equipment portfolio).

2. Number of government and institutional tenders won (value and volume).

3. Growth in key accounts (AIIMS, PGI, DGAFMS, state health societies, etc.).

4. Timely execution and revenue realization from awarded contracts.

5. Expansion of channel partner network (if applicable).