Position: Manager / Senior Manager – Government & Institutional Sales
Industry: Medical Devices / Surgical Implants
Department: Sales & Business Development
Location: PAN India / Regional
Reporting To: National Sales Head / Business Head
Role Overview
The role is responsible for driving Government & Institutional business for Medical Devices and Surgical Implants across Central & State Government institutions, PSU hospitals, Defence, Railways, ESI, CGHS, Medical Colleges, and other institutional healthcare networks. The incumbent will manage end-to-end tendering, key account management, contract execution, and business development while ensuring compliance, profitability, and customer satisfaction.
Key Responsibilities
1. Government & Institutional Sales Management
- Manage and grow sales across Central & State Government institutions, PSU hospitals, ESI, CGHS, Defence, Railways, and Medical Colleges.
- Develop annual and quarterly business plans for Government and Institutional accounts.
- Achieve assigned revenue, collection, and market share targets.
- Expand institutional presence and strengthen channel partnerships where applicable.
2. Tender & Contract Management
- Identify, evaluate, and track upcoming Government tenders and procurement opportunities.
- Coordinate preparation, submission, and follow-up of tenders ensuring technical, commercial, and statutory compliance.
- Work closely with pricing, regulatory, production, logistics, and finance teams for timely participation and execution.
- Manage rate contracts, amendments, extensions, renewals, and documentation.
- Ensure adherence to all Government procurement guidelines and compliance requirements.
3. Key Account Relationship Management
- Build and maintain strong relationships with:
- Procurement committees
- Hospital administrators
- Biomedical departments
- Key decision-makers and influencers
- Conduct regular account reviews, customer engagement activities, and business meetings.
- Resolve operational, supply, service, and post-order issues proactively.
- Support long-term institutional partnerships and strategic account development.
4. Order Execution & Supply Coordination
- Ensure smooth execution of orders from PO receipt to final delivery and installation (where applicable).
- Coordinate with supply chain, production, warehouse, and finance teams to avoid delays, shortages, and penalties.
- Monitor dispatches, invoicing, documentation, and compliance as per Government norms and contractual obligations.
- Track order status and maintain high service levels for institutional clients.
5. Pricing, Profitability & Compliance
- Recommend competitive and compliant pricing strategies for Government business.
- Ensure profitability while maintaining adherence to tender norms and regulatory requirements.
- Monitor pricing trends, contract terms, and commercial viability.
- Maintain compliance with company policies, statutory regulations, and audit requirements.
6. Market Intelligence & Business Development
- Track competitor activities, pricing trends, policy changes, and procurement patterns.
- Identify opportunities for new product introduction in Government and Institutional healthcare facilities.
- Support inclusion of products in hospital formularies and approved procurement lists.
- Explore opportunities for strategic partnerships and expansion of institutional business.
7. Collections & Documentation
- Ensure timely collection of payments and follow-up on outstanding dues.
- Coordinate with finance teams for bill submission, reconciliations, clarifications, and audits.
- Maintain accurate records of tenders, contracts, agreements, correspondence, and account activities.
- Prepare periodic MIS reports, sales forecasts, and business reviews.
Key Skills & Competencies
- Strong understanding of Government tendering and procurement processes
- Experience in Institutional Sales within Medical Devices / Surgical Implants industry
- Excellent negotiation, communication, and relationship management skills
- Knowledge of compliance, audits, and statutory documentation
- Strong commercial acumen and analytical skills
- Ability to work cross-functionally and manage multiple stakeholders
- Strong planning, follow-up, and execution capabilities
- High integrity, ownership, and attention to detail
Preferred Qualifications & Experience
- Bachelor’s degree in Science, Pharmacy, Biomedical Engineering, Business, or related field
- MBA preferred
- 5–12 years of experience in Government / Institutional Sales in Medical Devices, Surgical Implants, Healthcare, or related industries
- Proven track record in handling Government tenders and institutional accounts
Please note:
This will be a third party payroll JOB, and you will be employee of Medi Transcare Pvt. Ltd.
If you are interested in the same, you are requested to apply with your updated resume And current salary proof (i.e.-last 3 months salary slips, or present company appointment letter/ offer letter with CTC details, or bank statement).
Based on you revert on your application and details confirmation; we shall initiate your interview process with hiring manager as per your updated confirmed details.
We expect candidate to share updated and correct information during the process of recruitment, any kind of deceitful information/ documents shall lead to the cancellation of the candidature.
Security Advice
MediTranscare does not charge any fee/money at any stage of its recruitment process from the candidate nor allows their employees to collect any fees from any candidates.
We would like to categorically state that MediTranscare has not authorized any individual to acquire any kind of payment from candidates, towards our company or towards any individual in the recruitment process.
If you have any questions or concerns, please contact [email protected], [email protected]
