Purpose

The Head of Sales should believe in MONEY NEVER SLEEPS and express Complete Belief in. developing, implementing, and executing strategic sales plans much in 300 to 500 crore brackets : to achieve organizational revenue targets, expand market presence, and ensure customer satisfaction

Scope

This role covers:

- Domestic and/or international sales operations

- Distributor and channel management

- Institutional and Corporate hospital sales

- Sales team leadership and performance management

Key Responsibilities

- Develop and execute short-term and long-term sales strategies

- Identify new markets, customer segments, and positioning opportunities

- Set sales targets, KPIs, and forecasting models

- Oversee sales operations (- 300-500 Cr scale) and ensure target achievement

- Drive data-driven sales performance using tools/AI systems

- Ensure compliance with healthcare regulations and company policies

- Recruit, train, and lead the sales team

- Set performance goals and drive a high-performance culture

- Build and manage relationships with key stakeholders (hospitals, distributors, agencies)

- Negotiate contracts and drive strategic partnerships

- Ensure high customer satisfaction and strong retention strategies

- Handle escalations with defined TAT and gather market feedback

- Align sales processes with ISO 9001 and quality standards

- Maintain proper documentation, reporting, and support audits

Key Result Areas (KRAs) & Key Performance Indicators (KPIs):

- KRA (Key Result Area) KPI (Key Performance Indicators)

- Strategic Planning Achievement of annual sales targets (%)

- Market expansion (new segments/regions)

- Forecast accuracy (%)

- Strategic plan execution effectiveness

- Sales Operations

- Management

- Revenue achievement (- 300-500 Cr targets)

- Sales growth rate (%)

- Sales productivity (per rep)

- Data-driven decision adoption (CRM/AI usage)

- Compliance adherence

- Team Leadership Team target achievement (%)

- Employee productivity & performance scores

- Attrition/retention rate

- Training & development effectiveness

- Business Development Number of key accounts acquired

- Revenue from new partnerships

- Contract closure rate

- Stakeholder engagement score

- Customer Focus Customer satisfaction (CSAT/NPS)

- Customer retention rate (%)

- Escalation resolution TAT adherence

- Repeat business ratio

- Compliance & Quality

- Alignment

- ISO 9001 compliance score

- Audit observations & closure rate

- Documentation accuracy

- Adherence to quality processes

Qualifications & Experience:

- Bachelor's degree in Business, Marketing, Healthcare Management, or related field (MBA preferred)

- 8-15 years of sales experience, with at least 5 years in a SIMILAR INFECTION CONTROL leadership role

- Experience in medical devices PREFERABLY WITH MICROBIOLOGIST / INFECTION CONTROL is Mandatory.