1. Distributor Management & Development
- Manage and develop relationships with assigned distributors to achieve sales targets.
- Set annual business plans with distributors, including forecasting, pipeline management, and territory coverage strategy.
- Monitor distributor performance (sell-in / sell-out, inventory levels, pricing discipline).
- Provide regular training to distributor sales teams on product knowledge, clinical applications, and competitive positioning.
- Ensure distributor compliance with company policies, ethical standards, and regulatory requirements.
2. Key Account & Hospital Engagement
- Build and maintain strong relationships with key stakeholders in hospitals (surgeons, OR directors, procurement, biomedical engineers).
- Identify opportunities in operating rooms, surgical departments, and hospital expansion projects.
- Support distributor-led tenders and hospital negotiations with clinical and technical expertise.
- Conduct joint visits with distributors for strategic accounts.
3. Sales & Business Development
- Achieve and exceed sales targets for surgical devices portfolio.
- Identify new business opportunities in OR upgrades, hospital projects, and surgical consumables expansion.
- Develop strategic account plans for top-tier hospitals and healthcare networks.
- Drive conversion of capital equipment opportunities (e.g., OR tables, surgical lights, integration systems).
4. Market Intelligence & Strategy
- Monitor competitor activities, pricing, and product positioning in surgical device market.
- Provide feedback to regional/product teams on market needs and product improvements.
- Identify trends in OR modernization, minimally invasive surgery, and hospital infrastructure upgrades.
6. Cross-functional Collaboration
- Work closely with marketing, clinical specialists, regulatory, and service teams.
- Support product launches and clinical demonstrations in hospitals.
- Coordinate with supply chain to ensure product availability and forecast accuracy.
Qualifications & Experience
Education
- Bachelor's degree in Life Sciences, Biomedical Engineering, Pharmacy, Nursing, or related field
- MBA is a plus
Experience
- 5–10 years of experience in medical device sales, preferably surgical / OR products
- Strong hands-on experience in distributor management is mandatory
- Proven track record in hospital-based selling and capital equipment sales
- Experience working with government and private hospital tenders preferred
Skills & Competencies
- Strong distributor management & negotiation skills
- Clinical understanding of surgical procedures and OR workflows
- Strategic account planning & stakeholder mapping
- Ability to influence surgeons, procurement teams, and KOLs
- Commercial acumen and pricing strategy understanding
- Strong communication and presentation skills
- Ability to work in complex, multi-layered sales environments
Other Requirements
- Willingness to travel frequently within assigned territory
- Ability to work in fast-paced, competitive medical device environment
- Strong ethical standards and compliance mindset
