National Sales Manager

About the Role

JOB DESCRIPTION National Sales Manager - India Capital Equipment, Customised Solutions and Turnkey Projects

Position at a Glance

Position National Sales Manager - India
Reports to Managing Director
Location Mumbai, with extensive travel across India
Function Sales and Business Development
Direct reports Regional, area and field sales personnel, as per the approved organisation structure
Primary scope NAT equipment, customised solutions and turnkey projects; coordination with Service for AMC/CMC, accessories and consumables

Position Purpose The National Sales Manager shall develop and execute national sales strategy and achieve order-intake, revenue, gross-margin and collection targets across its healthcare, pharmaceutical, laboratory, industrial laundry and industrial kitchen businesses. The role requires hands-on leadership of the sales team, development of institutional and project business, management of key accounts and channel partners, and close coordination with Engineering, Production, Projects, Service and Finance.

Responsibilities

Key Responsibilities

National Sales Strategy and Performance
Prepare and execute annual, quarterly and monthly national sales plans aligned with NAT's business objectives.
Own national targets for order intake, sales revenue, gross margin, pricing discipline and sales-related receivables.
Translate national objectives into territory-wise, segment-wise and individual targets and review progress regularly.
Monitor performance and take timely corrective action where targets, pipeline quality or execution are below plan.

Business Development and Market Expansion
Develop business across hospitals, CSSDs, TSSUs, ambulatory surgery centres, laboratories, pharmaceutical manufacturers, research institutions, industrial laundries and industrial kitchens.
Build a qualified pipeline of private, institutional, government and turnkey-project opportunities.
Identify growth opportunities, strategic alliances, distributors and priority markets; prepare business cases for, and establish and ope rationalise, new Regional Sales Offices with company approval.
Track competitors, customer requirements, tender trends and market developments and recommend appropriate responses.

Key Accounts, Institutions and Channels
Build senior-level relationships with hospital managements, consultants, architects, project-management consultants, procurement teams, key opinion leaders and other decision-makers.
Lead major customer, institutional and tender opportunities from qualification through negotiation and order closure.
Select, appoint and manage distributors or channel partners under approved company policies and performance standards.

Hands-on Field and Team Leadership
Travel extensively and personally participate in important customer visits, presentations, technical discussions and negotiations.
Recruit, induct, train, coach and retain a capable national sales team and maintain clear individual accountability.
Oversee the functioning and performance of six existing Regional Sales Offices across India, including staffing, market coverage, field activity, pipeline, collections and reporting.
Accompany Sales Executives on strategically important or difficult opportunities and support them in closing orders.

Solution Selling and Order Quality
Understand each customer's technical, operational and commercial requirements and develop suitable solutions with the relevant internal teams.
Ensure that quotations and tender submissions are technically accurate, commercially viable and aligned with approved specifications, costs and delivery capabilities.
Ensure that no unauthorised commitment is made regarding price, specification, scope, payment terms, delivery, warranty or performance.
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