Job Description
Position: Sales Head / GM – Specialty Surgical
Department: Sales & Business Development
Reporting To: Managing Director / CEO
Location: Madurai (Travel Required)
Employment Type: Full-Time
Work Location: In Person
Job Summary
We are seeking an experienced and dynamic Sales Head / GM – Specialty Surgical to lead and drive the sales and business development strategy for our specialty surgical products.
The ideal candidate will be responsible for developing B2B business opportunities, expanding hospital and institutional sales, developing distributor networks, acquiring new customers, driving new brand enrolments, and building strong relationships with hospitals, surgeons, procurement teams, distributors, and healthcare professionals.
The candidate will lead the sales team, develop new markets, achieve revenue and market-share objectives, and contribute to the overall growth and expansion of the Specialty Surgical business.
Key Responsibilities1. Sales Strategy & Business Development
- Develop and execute sales strategies to achieve monthly, quarterly, and annual sales targets.
- Drive B2B sales and business development across hospitals, clinics, healthcare institutions, surgical centres, distributors, and other healthcare organizations.
- Identify and develop new business opportunities in hospitals, clinics, healthcare institutions, and other B2B healthcare segments.
- Expand market presence by acquiring new customers and strengthening existing business relationships.
- Develop and implement regional and territory-wise sales plans.
- Prepare sales forecasts, business plans, and growth strategies.
- Identify new markets and territories for Specialty Surgical product expansion.
2. New Brand Enrolment & Business Expansion
- Identify and onboard new brands and specialty surgical product manufacturers to expand the company's product portfolio.
- Develop business relationships with manufacturers, suppliers, and potential brand partners.
- Drive new brand enrolments and manage the complete business development process from identification to commercial onboarding.
- Evaluate market potential, product demand, pricing, margins, and commercial viability of new brands.
- Negotiate commercial terms, pricing, margins, and business agreements with brands and suppliers.
- Work closely with management, procurement, marketing, and operations teams to successfully launch new brands and products.
- Develop strategies to increase sales of newly enrolled brands.
3. Distributor Sales & Channel Development
- Develop and expand the distributor and dealer network for Specialty Surgical products.
- Identify, appoint, and onboard new distributors in target markets.
- Build long-term business relationships with distributors and channel partners.
- Develop distributor-wise sales targets and business plans.
- Monitor distributor performance, stock movement, order generation, and payment collections.
- Drive primary and secondary sales through the distributor network.
- Identify new territories and opportunities for distributor expansion.
- Negotiate distributor margins, commercial terms, credit terms, and business agreements.
- Ensure healthy distributor relationships and channel productivity.
- Develop strategies to increase distributor sales and market penetration.
4. Team Management
- Lead, motivate, and mentor Regional Sales Managers, Area Sales Managers, and Medical Representatives.
- Set sales targets, KPIs, and performance objectives for the sales team.
- Monitor team performance and conduct regular sales review meetings.
- Recruit, train, develop, and retain high-performing sales professionals.
- Ensure effective territory allocation and field-force productivity.
- Develop a performance-driven sales culture.
5. Customer Relationship Management
- Build and maintain strong relationships with KOLs, surgeons, hospitals, distributors, procurement teams, and healthcare institutions.
- Develop strategic relationships with key hospital accounts.
- Understand customer requirements and identify opportunities for product and business expansion.
- Negotiate pricing, contracts, tenders, commercial terms, and business agreements.
- Ensure high customer satisfaction and timely resolution of customer issues.
6. Sales Operations
- Monitor daily sales activities, field performance, customer visits, enquiries, and order conversion.
- Analyze sales data, product-wise performance, territory-wise performance, and market trends.
- Monitor sales pipeline and ensure effective follow-up and conversion.
- Coordinate with Marketing, Supply Chain, Procurement, Finance, and Customer Support teams for smooth business operations.
- Ensure product availability and timely fulfilment of customer and distributor orders.
- Ensure timely collection of payments and outstanding receivables.
7. Market Intelligence
- Monitor competitor activities, pricing, product launches, distributor strategies, and market developments.
- Identify emerging market trends and changing customer requirements.
- Identify gaps in the existing product portfolio.
- Recommend new products, brands, distributors, and business expansion opportunities.
- Conduct market analysis to identify high-potential territories and customer segments.
8. Reporting & Business Review
- Prepare weekly and monthly sales reports.
- Present sales performance, business development updates, and market analysis to management.
- Maintain accurate CRM data and sales pipeline reports.
- Track brand-wise, product-wise, territory-wise, and distributor-wise sales performance.
- Prepare sales forecasts and business projections.
- Provide regular updates on new brand enrolments and distributor development.
Key Performance Indicators (KPIs)
- Achievement of monthly and annual sales targets
- B2B revenue growth
- Overall revenue growth
- New customer acquisition
- New brand enrolments
- Distributor onboarding and network expansion
- Distributor sales growth
- Market share growth
- Hospital and institutional business growth
- Product-wise sales performance
- Brand-wise sales performance
- Collection efficiency
- Team productivity
- Customer retention
- Sales forecast accuracy
- Sales pipeline conversion
- New territory development
Required Qualifications
- Bachelor's degree in Pharmacy, Life Sciences, Biotechnology, Business Administration, or a related field.
- MBA in Marketing or Sales is preferred.
Experience
- 8–15 years of experience in pharmaceutical, medical device, specialty surgical, or healthcare product sales.
- Minimum 3–5 years of experience in leading a Specialty Surgical sales team.
- Strong B2B sales and business development experience.
- Experience in hospital and institutional sales.
- Experience in distributor/channel sales and network development.
- Experience in new brand onboarding/enrolment and business expansion is highly preferred.
- Strong network with hospitals, surgeons, procurement teams, distributors, and healthcare institutions.
- Experience in managing regional or national sales operations.
Required Skills
- Leadership & Team Management
- Strategic Sales Planning
- B2B Business Development
- Business Expansion
- New Brand Enrolment & Onboarding
- Distributor Network Development
- Hospital & Institutional Sales
- Key Account Management
- Distributor Management
- Negotiation & Closing Skills
- CRM & Sales Reporting
- Market Analysis
- Financial & Commercial Acumen
- Excellent Communication & Presentation Skills
Preferred Industry Experience
- Specialty Surgical Products
- Medical Devices
- Surgical Consumables
- Healthcare Products
- Pharmaceuticals
- Hospital & Institutional B2B Sales
Salary
As per company standards and candidate experience.
Benefits
- Attractive Salary Package
- Performance-Based Incentives
- Travel Allowance
- Mobile / Cell Phone Reimbursement
- Health Insurance
- Provident Fund
- Flexible Schedule
- Career Growth Opportunities
- Professional Training & Development
Work Location: In Person
Travel: Willingness to travel extensively for business development, hospital meetings, distributor development, and market expansion.
Benefits:
Work Location: In person
