Experience

12-18 years in B2B Scientific/Technical Product Sales & Marketing

Industry: Analytical Instruments / Scientific Equipment / Laboratory Technology

About the Role

We are looking for a strategic, result-driven, and technically competent Vice President - Sales & Marketing to lead our India-focused commercial growth in the analytical instrumentation space.

This is a pivotal leadership role with a primary focus on scaling sales revenues, expanding market presence, and leading customer engagement across high-impact sectors in Govt, Industry, Academia & Research.

The ideal candidate will have a strong sales & marketing background in scientific or lab-based instrumentation, combined with marketing leadership to drive product visibility, demand generation, and government outreach.

Key Responsibilities

Sales Leadership & Revenue Growth (Core Focus)

- Lead the national sales function, including direct sales, government liaison, key accounts, and channel partnerships.

- Own the sales pipeline from lead generation to closure across target sectors.

- Define sales targets by region, sector, and product line; ensure consistent achievement of revenue goals.

- Build strategic relationships with:

- Government bodies

- Academic & Research institutions

- EPC contractors and industrial end-users.

- Lead and review major tenders, rate contracts, and public procurement opportunities.

- Establish structured customer acquisition, conversion, and retention plans.

Strategic Marketing & Sector Penetration

- Develop go-to-market strategies and marketing campaigns for Indian use-cases

- Identify market trends, white spaces, and unmet customer needs to drive new segment penetration.

- Execute product positioning and packaging strategies that appeal to both technical buyers and procurement authorities.

Product Launches & Application Enablement

- Collaborate with R&D and Product Management to ensure market readiness and alignment of new products with Indian application needs.

- Define launch strategies including pricing, regional rollouts, product training, and customer demos.

- Promote solutions across field using case studies, application notes, and testimonials.

Customer Intelligence & Competitive Strategy

- Drive in-field customer feedback programs and VOC (Voice of Customer) initiatives.

- Track competitor activity, pricing patterns, and positioning strategies across regions.

- Use insights to influence product roadmap, pricing models, and go-to-market refinement.

Team Development & Alignment

- Build and lead a high-performing pan-India Sales & Marketing team.

- Establish regional sales KPIs, performance review systems, and incentive programs.

- Foster alignment between Sales, Product, Service, and Operations to ensure seamless customer experience.

Qualifications

- Master's degree in Science/Engineering/Management

- 12-18 years of experience in technical sales and marketing, preferably in analytical instrumentation, lab technology, or scientific equipment.

- Proven track record in handling high-value government and institutional accounts.

- Deep understanding of tender processes, public procurement, and sector-specific buying behavior in India.

- Strong leadership, negotiation, and team-building skills.

- Experience working with regional teams and channel partners across India is essential.