Sales Manager Hospital Consumables & Accessories

Purpose of the Role

To drive sustainable growth of the Hospital Consumables & Accessories (HCA) business across Gujarat and Madhya Pradesh by maximizing the installed base potential and expanding market penetration in both government and private segments. The role focuses on building strong channel partner performance, ensuring consistent demand generation, and improving conversion of consumables linked to devices. It is responsible for driving commercial discipline, pricing governance, and integrated selling of Devices, HCA, and Service offerings. Additionally, the role aims to strengthen customer relationships and create a predictable, recurring revenue stream through proactive account management and field execution.

Key Responsibilities

Revenue Growth & Business Development

• Drive revenue growth for the Hospital Consumables & Accessories (HCA) portfolio across Gujarat and Madhya Pradesh.
• Achieve assigned sales targets and ensure forecast accuracy through effective pipeline management.
• Identify and convert new business opportunities in government, institutional, and private healthcare segments.
• Develop and execute territory-specific growth plans aligned with business objectives.
• Build a predictable and recurring revenue model by increasing consumable utilization across the installed base.

Installed Base Management

• Maximize conversion of existing Draeger equipment installations through increased usage of proprietary consumables and accessories.
• Conduct installed base mapping and consumption analysis to identify growth opportunities.
• Track usage trends and proactively engage customers to improve product adoption and repeat purchases.
• Drive consumption planning activities to ensure consistent demand generation.

Channel Partner Management

• Build, develop, and manage high-performing Sales Channel Partners (SCPs).
• Establish clear performance expectations related to sales, market coverage, customer engagement, and collections.
• Conduct regular business reviews and performance assessments.
• Support channel partners through product training, sales coaching, and business planning initiatives.
• Ensure channel compliance with company policies and ethical standards.

Key Account & Customer Management

• Develop strong relationships with key decision-makers including:
• Hospital Administrators
• Procurement Teams
• Biomedical Engineers
• Clinical Stakeholders
• Government Healthcare Authorities
• Manage strategic customer accounts and enhance long-term customer retention.
• Drive customer engagement initiatives and resolve escalations in a timely manner.
• Support development of long-term supply agreements and institutional partnerships.

Government & Institutional Business

• Identify and pursue opportunities through tenders, GeM, rate contracts, and government healthcare projects.
• Coordinate with internal stakeholders to ensure timely submission of commercial and technical documentation.
• Track tender pipelines and improve conversion rates.
• Strengthen relationships with government healthcare institutions and procurement authorities

Cross-Functional Collaboration

• Collaborate closely with teams across:
• Medical Device Sales
• Service
• Academy
• Marketing
• Finance
• Supply Chain
• Promote integrated selling of Devices, HCA, Service, and Academy solutions to maximize customer value and long-term revenue generation.
• Support product launches, clinical education programs, and customer engagement initiatives.

Commercial Excellence & Operations

• Ensure pricing discipline and adherence to approved pricing structures.
• Monitor discounting practices and maintain alignment with company guidelines.
• Track secondary sales, consumption patterns, inventory movement, and business forecasts.
• Drive timely collections and maintain strong commercial governance.
• Ensure accurate CRM updates and reporting discipline.

Functional Skills

• Medical Device Sales
• Hospital Consumables & Accessories Sales
• Channel Partner Management
• Key Account Management
• Business Development
• Government Tender Management
• GeM Process Management
• Forecasting & Pipeline Management
• Sales Operations

Technical Knowledge

• ICU, NICU, and OT workflows
• Ventilation Consumables
• Breathing Circuits & Filters
• Neonatal Accessories
• Installed Base Management
• Hospital Procurement Processes
• Healthcare Market Dynamics

Educational Qualification

• Graduate in Biomedical Engineering, Pharmacy, Life Sciences, or a related discipline.
• MBA preferred.

Experience

• Minimum 5 years of experience in Medical Devices, Hospital Consumables, Healthcare Equipment, or Healthcare Solutions sales.
• Proven experience in channel partner management, hospital account management, and government/institutional business.
• Experience in driving recurring revenue businesses and consumables growth will be highly preferred.