Area Sales Manager Medical Device

: Area Sales Manager Neurointervention:
Function: Neurointervention / Neurovascular Business
Location: Region-wise
Reporting To: Regional Business Head/National Manager
Role Type: Individual Contributor with Channel Ownership and will have dotted line reporting of clinical specialists.
Role Objective
The Sales Manager Neurointervention is responsible for driving revenue growth, expanding market presence, and strengthening key opinion leader (KOL) relationships within the assigned territory. The role carries end-to-end ownership of sales execution, distributor/channel performance, new customer acquisition, and key account management, while working closely with clinical specialists to ensure successful case conversions and long-term business sustainability.
Key Responsibilities & KRAs
1. Revenue Generation & Sales Execution (Primary KRA)
Achieve and exceed monthly, quarterly, and annual sales targets.
Drive consistent case conversions across stroke, aneurysm, and neurovascular procedures.
Manage pricing, negotiations, and commercial terms within approved guidelines.
Maintain accurate sales forecasts, pipelines, and closure plans.
KRA Metrics
Sales target achievement (%)
Revenue growth vs previous year
Case-to-conversion ratio
2. Key Opinion Leader (KOL) & Key Account Management
Build and maintain strong relationships with interventionists, neurologists, radiologists, and department heads.
Develop structured KOL engagement plans including proctorship, trials, evaluations, CMEs, workshops, and speaker programs.
Drive long-term account stickiness, repeat usage, and advocacy.
Act as the primary point of contact for strategic accounts.
KRA Metrics
Number of active KOLs
Depth of engagement (repeat cases, advocacy)
Retention and growth of key accounts
3. New Customer Acquisition & Market Development
Identify and onboard new hospitals, stroke centres, and neurointervention labs.
Open new accounts and convert competitor-dominated centres.
Develop underpenetrated and emerging markets within the territory.
Build referral networks and influence decision-makers.
KRA Metrics
Number of new accounts opened
Revenue contribution from new customers
Market share growth
4. Distributor Management & Channel Performance
Appoint, onboard, and manage authorised distributors/channel partners.
Drive alignment on sales targets, pricing discipline, and compliance standards.
Conduct monthly and quarterly performance reviews.
Ensure distributor readiness: trained manpower, inventory availability, and case support capability.
Monitor secondary sales, inventory ageing, and sell-through.
Enforce territory discipline and prevent channel conflict.
Ensure adherence to credit policy and documentation norms.
KRA Metrics
Distributor target achievement
Secondary sales growth
Inventory ageing within norms
Compliance score
5. Territory Planning, Sales Strategy & Market Intelligence
Develop and execute territory business plans aligned with national strategy.
Segment accounts by potential and prioritise high-value opportunities.
Track competitor activity, pricing trends, and product adoption.
Provide actionable market intelligence to management.
KRA Metrics
Quality and execution of territory plans
Competitive wins
Strategic account penetration
6. Collaboration with Clinical & Internal Teams
Work closely with clinical specialists to ensure seamless case coverage.
Coordinate logistics, inventory planning, and case readiness.
Support product demos, evaluations, and launches.
Align with marketing, finance, supply chain, and operations teams.
KRA Metrics
Case success rate
Internal stakeholder feedback
Reduction in execution escalations
7. Training, Education & Brand Building
Organise and support CMEs, workshops, conferences, and educational programs.
Educate customers on clinical data, product differentiation, and outcomes.
Represent the company at regional and national scientific forums.
KRA Metrics
Number of educational programs
ROI from events
Brand visibility in territory
8. Compliance, Reporting & Governance
Ensure ethical selling practices and adherence to company SOPs.
Maintain accurate CRM updates, expense reporting, and forecasts.
Manage customer issues and escalations professionally.
KRA Metrics
Compliance score
Timeliness and accuracy of reporting
Zero major audit observations
Candidate Profile
Education
Graduate in any discipline (Science / Biomedical preferred)
An MBA or postgraduate qualification is an advantage
Experience
410+ years in medical devices / neurointerventional / cardiology / vascular sales
Proven track record of achieving sales targets
Strong experience in KOL and distributor management
Key Skills & Competencies
Strong selling, negotiation, and closing skills
Strategic account management
Ability to engage senior clinicians and decision-makers
High ownership mindset and execution focus
Willingness to travel extensively