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.