Job DescriptionRegional Business Development / Sales Manager – Maharashtra & East IndiaIndustry Preference
Experience in the Dental Industry will be highly preferred. Candidates with relevant experience in other surgical or medical device industries, including Ophthalmology, may also be considered.
Role Overview
The incumbent will be responsible for developing and driving business growth across Maharashtra and East India through new customer acquisition, channel development, key account management, institutional penetration, and effective team leadership.
The role requires approximately 60% travel across the assigned territory and involves working closely with customers, channel partners, internal teams, and key industry influencers to achieve business objectives.
The position will also contribute to new product development and innovation initiatives by identifying market opportunities, providing customer and market feedback, and supporting the organization in taking new initiatives through the innovation process.
Key Responsibilities1. Business Development & Sales
- Achieve the assigned sales value and volume targets across the territory through existing customers and new business acquisition.
- Identify and develop new business opportunities across Maharashtra and East India.
- Drive demand generation and market development for the complete product portfolio.
- Identify opportunities for market expansion, product development, and innovation based on customer and market insights.
- Drive major business and strategic initiatives in the assigned territory.
- Develop strategies for geographical expansion and increased penetration in existing and new territories.
- Identify emerging market opportunities and convert them into sustainable revenue streams.
2. Key Account & Institutional Management
- Identify and develop Key Accounts across the assigned territory.
- Develop account-specific strategies to maximize business potential and establish long-term customer relationships.
- Maintain comprehensive Customer Value Files for all key accounts.
- Drive penetration into private and government institutions.
- Build strong relationships with key decision-makers, influencers, surgeons, clinicians, procurement teams, and other relevant stakeholders.
- Develop and manage key influencers to strengthen product preference and market adoption.
3. Channel Management
- Develop, manage, and strengthen the channel partner network in accordance with company policies and business objectives.
- Ensure effective management of channel partner sales, queries, customer support, and commercial requirements.
- Maintain optimum channel inventory, including 45–60 days of inventory, to ensure uninterrupted servicing of end customers.
- Ensure adequate availability and maintenance of PDCs in line with company requirements.
- Conduct regular Quarterly Business Reviews (QBRs) with channel partners and ensure timely balance confirmations.
- Guide and support channel partner sales teams to improve productivity, market coverage, and sales performance.
- Monitor channel performance and take corrective actions wherever required.
4. Team Management & Leadership
- Lead, manage, coach, and develop the team of Sales Associates.
- Set clear objectives and performance expectations for team members.
- Monitor individual and team performance against agreed targets.
- Provide regular coaching, market guidance, and performance feedback.
- Ensure effective territory coverage and productivity across the team.
- Build a high-performance culture focused on accountability, customer engagement, and sustainable growth.
5. Sales Planning, Forecasting & Inventory Management
- Develop annual budgets and sales plans for the assigned territory in alignment with regional and organizational objectives.
- Prepare accurate monthly and annual sales forecasts based on business plans, market trends, and customer requirements.
- Monitor sales performance against budgets, targets, and forecasts and implement corrective measures where required.
- Ensure optimum inventory levels across the territory in accordance with company policies.
- Monitor inventory value, ageing, movement, and overall inventory health.
- Work closely with internal and channel teams to minimize stock-outs, excess inventory, and ageing.
6. Receivables & Commercial Discipline
- Ensure that accounts receivable remain on track and are managed in accordance with the company's credit policy.
- Monitor outstanding payments and coordinate with channel partners and internal stakeholders to ensure timely collections.
- Maintain strong commercial discipline across the assigned territory.
7. Customer Engagement & Market Development
- Plan and execute customer workshops, product demonstrations, training programs, and other customer engagement initiatives.
- Organize CME programs and focused group workshops in accordance with the business plan.
- Support product launches, awareness programs, and market-development initiatives.
- Gather structured market intelligence and customer feedback and communicate relevant insights to the organization.
- Identify opportunities to strengthen product adoption and customer loyalty.
Key Success Parameters
- Achievement of territory sales and volume targets.
- New customer and business acquisition.
- Growth and productivity of channel partners.
- Institutional and Key Account penetration.
- Effective team performance and territory coverage.
- Inventory health and forecasting accuracy.
- Receivables and commercial discipline.
- Successful execution of customer engagement and market-development initiatives.
- Identification and conversion of new market and product opportunities.
Candidate Profile
- Experience in Dental, Medical Devices, Surgical, Ophthalmology, or related healthcare industries.
- Strong track record in B2B sales, business development, channel management, and territory expansion.
- Experience managing distributors/channel partners and sales teams.
- Strong understanding of institutional sales, preferably across private and government healthcare institutions.
- Demonstrated ability to manage Key Accounts and build relationships with clinical and commercial stakeholders.
- Strong analytical, negotiation, communication, and leadership skills.
- Commercially astute with strong ownership of sales targets, forecasting, inventory, and receivables.
- Willingness to travel extensively, with approximately 60% travel across the assigned territory.
Pay: ₹100,000.00 - ₹200,000.00 per month
Work Location: In person
