Role Purpose

Lead the growth and development of the ORS (Operating Room Supply) business by translating market opportunities into executable commercial plans, leading the sales team, building a high-performing channel network, strengthening KOL and customer relationships, and delivering sustainable revenue. This role serves as the business owner for pan-India, connecting sales execution, skill-development, marketing priorities and clinical engagement.

Key Responsibilities

Own the ORS business plan and deliver aligned revenue, growth, gross-margin and market-share goals.
Lead sales activities for the ORS portfolio across India.
Develop a robust opportunity pipeline by creating strategies to go deep within each account/ region and building a recurring business.
Identify priority specialties, procedures, institutions, accounts and geographic white spaces for focused growth.
Drive launch readiness and commercialization of new products.
Provide market intelligence on customer needs, competitors, pricing, and emerging or innovative business models.
Work cross-functionally with Marketing, Service, Supply Chain, Finance, Regulatory, Quality, Medical and Compliance to resolve barriers and improve customer satisfaction.

Strategic Planning and Execution

Develop annual and long-term ORS strategies aligned with market potential, portfolio priorities, customer needs and revenue objectives.
Assess past performance, current strengths and gaps, product-wise performance, regional potential, channel productivity, margin profile and future portfolio needs.
Define the go-to-market model for channel distribution, based on market potential, margin profile and customer segment.

Channel Partner Management

Design and execute a channel strategy that delivers the required market coverage, capability, service levels, compliance and commercial performance.
Identify, appoint, onboard and periodically evaluate channel partners against defined commercial, financial, technical, service and compliance criteria.
Create quarterly joint business plans with each channel partner covering targets, account plans, pipeline, inventory, pre-sale demonstrations, training and market-development activities.
Conduct structured monthly operating reviews and quarterly business reviews, with documented actions and closure timelines.
Build partner capability through product training, clinical skills, selling-skills and compliance training.
Optimize the network by strengthening high-potential partners, correcting underperformance and addressing uncovered territories or segments.

KOL Engagement and Customer Management

Categorize KOLs by specialty, institution, geography, clinical influence, academic contribution, and portfolio relevance.
Focus activities on product adoption, procedure development, clinical education, evidence generation, new-product introduction, and access to priority institutions.
Define criteria for clinical advocates, training centers, demonstration sites, and centers of excellence.
Require coordination with Medical, Regulatory, Marketing, Sales, and Compliance.
Ensure all engagements, payments, documentation, and product discussions follow applicable policies and regulations.
Plan and facilitate advisory boards, workshops, peer-to-peer programs, seminars, product evaluations and clinical education initiatives.
Build trusted relationships with surgeons, OR managers, biomedical teams, procurement leaders, hospital administrators and other decision-makers.

Commercial Performance and Governance

Maintain a realistic monthly rolling forecast supported by account-level assumptions, probability, expected timing and key risks.
Manage pricing and discount discipline within approved authority and escalate exceptions with clear commercial rationale.
Partner with Finance and channel partners to maintain receivables within approved credit terms and address overdue exposure.
Review product, region, channel and account performance and recommend corrective or growth actions.

Key Competencies

Show Trust, Value Diversity, Be Accountable to performance delivery.
Initiative and execution towards active learning to be competitive and effective.
Ability to plan logically and conduct numerical analysis.
Collaboration across sales, marketing, service, clinical and enabling functions.
Innovativeness and ability to drive ideas and change and include different perspectives.
Positive influencing and negotiating skills and ability to act with customer focus for effective Customer Management.
Excellent written, communication & listening skills and empathy.
Demonstrate performance and result orientation and utmost integrity, equity.

Educational Qualification and Experience

Bachelor’s degree in Bio-Medical engineering, Life Sciences, Biotechnology, or a related discipline is required.
An MBA is preferred
10 - 13 years of relevant sales, marketing, or business-development experience, preferably in medical devices, medical consumables, pharmaceuticals etc.
Demonstrated experience in channel-partner management, KOL engagement, product launches, market development, and achievement of commercial targets.
Experience in sutures, adhesives, energy-devices or healthcare consumables.
Experience managing complex stakeholder relationships, cross-functional initiatives, and regional or national business responsibilities is desirable.
Willingness to travel extensively based on business and customer requirements.

Business Development Manager

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