Responsibilities/Duties
1. Achieving Sales Budget Your First Priority
- Deliver monthly, quarterly, and annual targets (revenue, margin, units) as per corporate guidance.
- Accurately forecast and monitor performance; implement course-corrections proactively.
- Escalate emerging shortfalls early and collaborate cross-functionally to sustain achievement.
2. Direct Key Account Management & Leadership
- Recruit, coach, and manage a team of Key Account Managers (KAMs) covering strategic accounts such as leading academic, research, institutional, and pharma customers.
- Co-create account plans with KAMs to drive upselling, cross-selling, customized solutions, and share-of-wallet growth
- Conduct periodic business reviews with KAMs and key customer stakeholders; act as escalation point for redressal and business resolution.
3. Distributor & Channel Leadership
- Oversee distributor selection, onboarding, enablement, and performance reviews for primary and secondary sales.
- Guide the field team in setting distributor-sales targets aligned to territory goals; drive pull-through by monitoring inventory, order fulfillment, and secondary replenishment.
- Expand the channel footprint through new distributor appointments, geographic expansion, and higher penetration across verticals.
4. Accounts Receivable & DSO Management
- Own regional AR performance: ensure timely collections, resolve disputes, and enforce credit policies.
- Coach KAMs and distributor-facing staff on collection best practices and escalation workflows.
- Maintain DSO within defined thresholds, track aging buckets, and overdue exposure.
5. Team Leadership & Cross-Functional Collaboration
- Lead and mentor both the direct KAM team and distributor-facing staff. Set performance goals and drive accountability.
- Conduct training on sales techniques, AR management, product knowledge, and CRM usage.
- Partner with marketing, product, finance, supply chain, and support functions to jointly deliver commercial and operational plans.
6. Market Intelligence & Strategic Planning
- Guide KAMs and sales team to conduct SWOT and competitor analysis at both account and territory levels.
- Formulate territory-wise sales and account plans; monitor and analyze pipeline, forecasts, and performance metrics.
Requirements
- Education: B.Sc./M.Sc. in Life Sciences, Biotechnology, Biochemistry, Microbiology or similar; MBA preferred.
- Experience:
- At least 5 years in life sciences, diagnostics instrumentation or similar scientific industry in India (MNC exposure preferred).
- Minimum 5 years managing distributor/channel sales, and at least 3 years leading the Key Account function.
- Knowledge or work experience in relevant fields, research and applications such as molecular biology (sample prep/PCR/NGS), cell culture and cell therapy, diagnostic research, biotechnology, biochemicals, specialty chemicals and similar are preferred
- Proven record in AR follow-up and strong DSO discipline.
- Skills:
- Excellent command of English and regional Indian languages.
- Financial literacy: KPI analysis, forecasting, budgeting.
- Proficient in Salesforce or equivalent CRM, Excel, and PowerPoint.
- Strong leadership, negotiation, relationship-building, and coaching skills.
- High ethical standards and compliance mindset.
Location:
- Bangalore City, Bengaluru, Karnataka (Required)
Job Types: Full-time, Permanent
Pay: ₹70,000.00 - ₹90,000.00 per month
Benefits:
- Food provided
- Provident Fund
Application Question(s):
- What is your current CTC in Lacs per annum?
- What is your expected CTC in Lacs per annum?
Experience:
- Life Sciences: 5 years (Required)
Work Location: Remote
