National Sales Manager, based at Mumbai

Vvinayak Associates; Mumbai; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

Vvinayak Associates, based in Mumbai, seeks a National Sales Manager to lead national sales strategy for pharmaceutical equipment. You will own order intake, revenue, gross margin and collections, while guiding a cross-functional team across healthcare, laboratories, and industrial sectors.

The role requires hands-on leadership, channel development, and senior-level relationship building with hospital managements, government and private institutions.

Responsibilities

• Prepare and execute annual, quarterly and monthly national sales plans aligned with company 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.
• 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 operationalise, new Regional Sales Offices with company approval.
• Track competitors, customer requirements, tender trends and market developments and recommend appropriate responses.
• Build senior-level relationships with hospital managements, consultants, project-management consultants, procurement teams 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.
• 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 company’s 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.
• 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.
• Review project feasibility and risks before major proposals or commitments are submitted to customers.
• Maintain pricing and discount discipline and protect approved gross-margin levels.
• Review customer creditworthiness, advances, payment milestones and other commercial terms in coordination with Finance and the Managing Director.
• Drive timely milestone-wise billing and collection of sales receivables and intervene in delayed or disputed payments.
• Provide reliable collection forecasts and ensure that commercial exposure remains within approved limits.
• Act as the functional owner for implementation and adoption of CRM and sales-related FSM processes.
• Ensure timely and accurate recording of leads, visits, opportunities, quotations, probability, expected closure, orders and customer interactions.
• Provide dependable monthly and quarterly forecasts, pipeline analysis and management reports.
• Use data to improve sales productivity, conversion, territory coverage and individual performance.
• Coordinate with Engineering, Production, Projects, Service and Finance to ensure proper order handover, execution, installation, documentation, invoicing and collection.
• Maintain high standards of customer satisfaction while ensuring that customer expectations remain aligned with the contracted scope.
• Coordinate with the Service function on installation handover and opportunities for AMC/CMC, accessories and consumables; these remain outside the NSM's primary sales scope unless specifically assigned.
• Ensure compliance with company policies, approval matrix, ethical standards and applicable tender and market requirements.
• Maintain accurate records and safeguard confidential customer, pricing, technical and commercial information.

Job description

An urgent opening for "National Sales Manager", based at Mumbai for a company into Pharmaceutical Equipment Company.

Position reports to : Managing Director

Purpose : 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.

Key Responsibilities

National Sales Strategy and Performance

• Prepare and execute annual, quarterly and monthly national sales plans aligned with Co'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. 1
• Identify growth opportunities, strategic alliances, distributors and priority markets; prepare business cases for, and establish and operationalise, 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 Company's 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.
• Review project feasibility and risks before major proposals or commitments are submitted to customers.

Commercial Discipline and Collections

• Maintain pricing and discount discipline and protect approved gross‑margin levels.
• Review customer creditworthiness, advances, payment milestones and other commercial terms in coordination with Finance and the Managing Director.
• Drive timely milestone‑wise billing and collection of sales receivables and intervene in delayed or disputed payments.
• Provide reliable collection forecasts and ensure that commercial exposure remains within approved limits.

CRM, Forecasting and Management Reporting

• Act as the functional owner for implementation and adoption of CRM and sales‑related FSM processes.
• Ensure timely and accurate recording of leads, visits, opportunities, quotations, probability, expected closure, orders and customer interactions.
• Provide dependable monthly and quarterly forecasts, pipeline analysis and management reports.
• Use data to improve sales productivity, conversion, territory coverage and individual performance.

Cross‑functional Execution and Customer Satisfaction

• Coordinate with Engineering, Production, Projects, Service and Finance to ensure proper order handover, execution, installation, documentation, invoicing and collection.
• Maintain high standards of customer satisfaction while ensuring that customer expectations remain aligned with the contracted scope.
• Coordinate with the Service function on installation handover and opportunities for AMC/CMC, accessories and consumables; these remain outside the NSM's primary sales scope unless specifically assigned.

Governance and Ethical Conduct

• Ensure compliance with Company's policies, approval matrix, ethical standards and applicable tender and market requirements.
• Maintain accurate records and safeguard confidential customer, pricing, technical and commercial information.