Job
Description
Job Title: State Sales Manager – Government Business (Medical Devices) Location: Patna, Ranchi, Pune, Guwahati. Reporting To: Zonal/Regional Sales Head Department: Sales – Government & Institutional Business. Job Summary: We are seeking a dynamic and experienced State Sales Manager to lead and drive institutional and government sales across the state. The role will focus on winning and executing business through GeM (Government e-Marketplace), tenders (State NHM, DHS, DME, etc.), and direct institutional sales in public healthcare settings such as blood banks, district hospitals, and state health missions (NHM). The ideal candidate will have hands-on experience managing state-level tenders, developing key stakeholder relationships, expanding account penetration, and ensuring compliance with government procurement norms while coordinating with internal functions like logistics, finance, and service. Key Responsibilities: 1. Tender Business & GeM Management Identify, monitor, and participate in GeM opportunities and state-level tenders (Rate Contracts, NHM, DHS, Civil Hospitals). Coordinate with tendering and regulatory teams for timely bid submission, documentation, and follow-ups. Interpret tender specifications, eligibility criteria, and ensure legal and commercial compliance. Monitor the tender lifecycle and proactively address bottlenecks. 2. Sales & Revenue Generation Drive sales and market share of company products in government institutions, public-private partnerships, and autonomous bodies. Develop and implement strategic sales plans to achieve quarterly and annual targets. Create and expand a healthy funnel of opportunities across new and existing accounts. 3* Stakeholder & Distributor Management* Develop and maintain strong working relationships with key government officials, procurement officers, and technical evaluation committees. Identify and onboard competent channel partners/distributors aligned with business goals. Train and manage distributors to ensure fulfilment, documentation, pricing discipline, and timely supply. 4. Account Development & Relationship Building Create new accounts in district hospitals, medical colleges, and blood banks through stakeholder engagement and solution selling. Conduct need-gap analysis and clinical discussions to influence buying decisions. Organize product demonstrations, training sessions, and workshops for institutional customers. 5. Reporting & Compliance Ensure daily reporting of activities, leads, and progress through CRM tools or dashboards. Submit periodic sales forecasts, funnel updates, and competitor intelligence reports to management. Maintain accurate records of all sales, tenders, and customer interactions. Qualifications & Skills: Education: Bachelor’s degree in Science, Pharmacy, Biomedical, or related discipline. MBA preferred. Experience: 5–8 years in government sales of medical devices/diagnostics with proven tender and GeM management exposure. Knowledge Areas: o Government procurement processes (GeM, NHM, DME, DHS) o Institutional healthcare ecosystem o Tender documentation and pricing strategies Skills: o Strong interpersonal, networking, and negotiation abilities o Analytical thinking and data-driven decision-making o Proficiency in MS Office, Excel, CRM tools o Excellent communication and presentation skills Key Performance Indicators (KPIs): Tender win rate and revenue contribution from government segment Distributor performance and fulfilment metrics New government account conversions Reporting accuracy and funnel health Stakeholder satisfaction and engagement quality Preferred Candidate Traits: Demonstrated ability to work independently in a fast-paced, matrixed environment Track record in policy engagement or public sector advocacy (preferred) Ability to travel extensively within the state Job Types: Full-time, Permanent Pay: ₹800,000.00 - ₹1,000,000.00 per year Benefits: Health insurance Provident Fund Schedule: Day shift Supplemental Pay: Commission pay Performance bonus Language: English (Required) Work Location: In person Job Types: Full-time, Permanent Pay: ₹800,000.00 - ₹1,000,000.00 per year Benefits: Health insurance Provident Fund Schedule: Day shift Supplemental Pay: Commission pay Performance bonus Language: English (Required) Work Location: In person
