The Sales Manager is primarily responsible for leading the field commercial execution of the BD business and future principals assigned to the Business Unit. The role owns the day-to-day commercial operating cadence of the Product Specialist team and drives achievement of sales, gross profit, forecast accuracy, strategic account growth, opportunity conversion, inventory optimization, customer engagement, and people development objectives.
He/she is expected to independently analyze business performance, identify risks and opportunities, recommend corrective actions, and ensure disciplined follow-through without dependence on the Business Unit Head for routine analysis, follow-up, or direction. The role translates BU strategy into account-level execution and supports the Business Unit Head in principal management, business reviews, and long-term market development.
The position is required to work approximately 80% of the time in the field for field coaching, customer engagement, account development, principal-related activities, and business reviews, and 20% in the office for planning, reporting, forecasting, administration, and cross-functional alignment.
KEY RESPONSIBILITIES:
- Owns field execution of the approved Business Unit strategy for BD and future principals assigned to the MedTech Business Unit, leads the Product Specialist team in achieving assigned sales targets, gross profit objectives, strategic account growth, and opportunity conversion goals and owns the team's commercial operating cadence, including weekly commercial reviews, monthly priority-account performance reviews, territory and account planning, pipeline reviews, and action tracking.
- Develops, reviews, and challenges territory plans, account plans, call plans, funnel updates, and conversion strategies for priority hospitals and strategic accounts, ensures accurate and timely sales forecasting by independently validating run rates, customer demand, account-level assumptions, order quantities, tender timelines, probability of conversion, and Product Specialist inputs rather than merely consolidating submissions.
- Analyzes sales performance, account trends, forecast gaps, pipeline quality, inventory exposure, and risks versus target, and presents clear recommendations and corrective actions to the Business Unit Head, supports inventory health by aligning demand generation, DIO reduction actions, sell-out execution, and inventory movement plans with the Business Unit Head and relevant cross-functional teams and personally engages strategic customers, hospital executives, KOLs, procurement, clinicians, biomedical engineering, and other key stakeholders when management-level involvement is required.
- Supports tender, pricing, contract, credit, and proposal execution in accordance with company guidelines, approval processes, margin requirements, and principal requirements, partners with the Business Unit Head in principal engagement, business reviews, issue escalation, launch planning, portfolio expansion, and execution of growth programs as well as proactively communicates material risks, changes, missed commitments, customer issues, forecast deviations, and decisions required; escalates issues early with facts, business implications, and recommended actions.
- Coaches and evaluates team performance through regular fieldwork, capability assessments, development plans, documented performance reviews, and timely intervention on underperformance, builds team capability in clinical selling, hospital business development, strategic account management, negotiation, commercial analysis, forecasting, and sales discipline, ensuring clear account ownership and disciplined territory deployment, particularly during employee transitions, new-hire onboarding, territory changes, and business expansion.
- Ensures consistent, accurate, and timely use of G-Force/CRM, including account coverage, field activities, opportunity pipeline, customer information, and required reports, drives closure of agreed actions by assigning clear owners and deadlines, monitoring progress, and following through until completion, ensuring compliance with company policies, quality requirements, regulatory standards, reporting timelines, governance requirements, and operational procedures.
- Performs other duties, projects, and business assignments as directed by the Business Unit Head to support MedTech business objectives.
QUALIFICATIONS:
- Graduate of four (4) year course, preferably Marketing, Business Management, Nursing, Medical Technology, Pharmacy, or other healthcare/business-related course.
- Minimum of five (5) years of commercial experience in the Medical Device, Healthcare, Pharmaceutical, or related industry, out of which, with two (2) years’ experience in direct people leadership, supervisory, or sales management capacity.
- Demonstrated experience managing hospital-based sales teams, strategic hospital accounts, territories, sales forecasts, opportunity pipelines, tenders, and account development plans is required.
- Experience managing a medical-device portfolio with recurring consumables and capital/equipment businesses, and experience working with multinational principals or within a distributor-principal operating model, are strongly preferred.