Sales Engineer - Radiology North & West Region

Meril; Delhi; On-site; INR 900,000 - 1,800,000; Full time

Job summary

Meril is seeking a dynamic sales professional to drive Radiology & Imaging systems like X-Ray, C-Arm, DR, Mobile X-Ray, Fluoroscopy, and CT. You will understand clinical and budget needs, present technically, and map requirements to complete solutions for hospitals and diagnostic centers.

The role involves building strong relationships with radiologists, hospital admins, procurement, and channel partners, while managing tenders and ensuring customer satisfaction.

Qualifications

• BE/B.Tech or Diploma in Radiology/Medical Imaging as stated.
• Experience in Radiology/Medical Device sales preferred.
• Strong consultative selling, presentation, and negotiation abilities.

Responsibilities

• Identify and develop new Radiology product opportunities across territories.
• Conduct product presentations and technical discussions with clinicians and admins.
• Map customer requirements to configurations and coordinate with R&D teams.
• Coordinate tenders, quotations and institutional bids with internal teams.
• Develop and maintain a strong sales pipeline and meet targets.
• Travel across PAN India as required to drive opportunities.

Skills

Sales excellence

Relationship building

Presentation skills

Negotiation skills

CRM proficiency

Market awareness

Travel readiness

Education

BE/B.Tech in Electronics/ Electrical/ Biomedical/ Mechanical

Diploma / Degree in Radiology / Medical Imaging Technology

Tools

MS Office

PowerPoint

CRM systems

Sales reporting tools

Job description

To drive sales and business development for Radiology & Imaging systems including X-Ray, C-Arm, Digital Radiography (DR), Mobile X-Ray, Fluoroscopy, and CT systems by understanding customer requirements, providing technical product presentations and demonstrations, developing new business opportunities, managing the sales cycle, and building strong relationships with hospitals, diagnostic centers, clinicians, radiologists, government institutions, and healthcare organizations.

Key Responsibilities:

1. Sales & Business Development

• Identify and develop new business opportunities for Radiology and Imaging products across assigned territories.
• Generate leads through hospitals, diagnostic centers, clinics, government institutions, healthcare groups, and channel partners.
• Achieve assigned sales targets for X-Ray, C-Arm, DR, Mobile X-Ray, Fluoroscopy, and CT systems.
• Develop and maintain a strong sales pipeline and continuously track opportunities from lead generation to order closure.
• Conduct regular customer visits and develop long-term relationships with key decision-makers.
• Identify market opportunities, customer requirements, competitor presence, and upcoming projects.

2. Product Presentation & Technical Sales

• Conduct professional product presentations and technical discussions with radiologists, clinicians, hospital administrators, biomedical engineers, purchase teams, and management.
• Understand customer clinical, technical, infrastructure, and budget requirements and recommend appropriate Radiology solutions.
• Explain product architecture, features, specifications, clinical applications, workflow benefits, and technical advantages.
• Conduct product demonstrations and coordinate application demonstrations with internal technical/application teams.
• Provide technically accurate responses to customer queries related to system functionality, image quality, workflow, installation requirements, and operating requirements.

3. Customer Requirement & Solution Mapping

• Understand hospital and diagnostic-center requirements for Radiology infrastructure and imaging equipment.

• Clinical applications
• Room/infrastructure requirements
• Power requirements
• Radiation safety requirements
• Detector requirements
• PACS/DICOM connectivity
• Budget and commercial requirements
• Map customer requirements to appropriate product configurations and solutions.
• Coordinate with Product, Applications, Service, and R&D teams for technically complex requirements.

• Coordinate product demonstrations, clinical evaluations, trials, and customer visits.
• Support installation and demonstration teams during product evaluation and acceptance activities.
• Coordinate Site Acceptance Tests (SAT), product evaluations, and user feedback sessions.
• Capture customer feedback and identify technical or application gaps.
• Ensure timely follow-up after demonstrations and evaluations to move opportunities toward closure.

5. Tender & Institutional Business

• Identify and participate in relevant government, institutional, hospital group, and corporate healthcare tenders.
• Study tender specifications and coordinate with internal teams for technical compliance.
• Prepare technical and commercial inputs for tenders, quotations, and proposals.
• Coordinate with Commercial, Finance, Regulatory, Product, and Service teams for bid preparation.
• Track tender timelines, clarifications, negotiations, purchase orders, and subsequent execution.
• Develop and manage relationships with authorized distributors and channel partners.
• Identify potential channel partners in new territories and markets.
• Train channel partners on Radiology product portfolio, positioning, applications, and competitive differentiation.
• Monitor channel pipeline, sales activities, customer opportunities, and order conversion.
• Support channel partners in customer meetings, product demonstrations, tenders, and negotiations.

7. Commercial & Negotiation

• Prepare quotations and commercial proposals in coordination with the commercial team.
• Understand customer budgets, procurement processes, payment terms, and commercial requirements.
• Participate in commercial negotiations while maintaining product value and business objectives.
• Follow up on quotations and proposals and drive opportunities toward purchase order closure.
• Coordinate with internal teams to ensure accurate pricing, configurations, delivery commitments, and commercial documentation.

8. Customer Relationship Management

• Build strong relationships with:
  • Radiologists
  • Hospital Administrators
  • Biomedical Engineers
  • Purchase Managers
  • Procurement Heads
  • Hospital Management
  • Maintain regular communication with existing customers to identify additional business opportunities.
  • Support cross-selling and up-selling of Radiology products and accessories.
  • Ensure professional handling of customer concerns and coordinate resolution with Service/Application teams.

• Track competitor products, pricing, specifications, technology, market positioning, and customer feedback.
• Monitor market trends in Digital Radiography, C-Arm, Mobile X-Ray, Fluoroscopy, CT, AI-enabled imaging, and connected healthcare systems.
• Provide structured market intelligence to Sales Leadership and Product Management.
• Identify gaps in product portfolio and communicate customer requirements to Product/R&D teams.
• Coordinate with Service, Applications, Logistics, Finance, and Operations teams after order confirmation.
• Ensure smooth communication regarding product configuration, installation requirements, delivery timelines, and commissioning.
• Follow up on installation and commissioning to ensure customer satisfaction.
• Support resolution of commercial or technical issues impacting customer relationships.
• Develop opportunities for repeat orders, upgrades, accessories, AMC/service contracts, and additional systems.

Qualifications and Experience:

• B.E. / B.Tech. in Electronics / Electrical / Biomedical / Mechanical Engineering or Diploma / Degree in Radiology / Medical Imaging Technology
• Experience in Radiology / Medical Device / Diagnostic Imaging sales preferred.
• Candidates with strong technical/application experience and a proven interest in medical-device sales may also be considered.

Skills and Competencies:

• Strong understanding of Radiology and Medical Imaging products.
• Good technical understanding of X-Ray, C-Arm, DR, Mobile X-Ray, Fluoroscopy, and/or CT systems.
• Strong consultative selling and solution-selling approach.
• Excellent presentation, demonstration, negotiation, and communication skills.
• Ability to communicate effectively with clinicians as well as commercial and administrative stakeholders.
• Strong customer relationship and business development capabilities.
• Good analytical and problem-solving skills.
• Understanding of hospital procurement and tender processes will be an advantage.
• Proficient in MS Office, PowerPoint, CRM, and sales reporting tools.
• Strong target orientation with disciplined pipeline and opportunity management.
• Willingness to travel extensively across the assigned territory and PAN India as required.

Key Performance Indicators (KPIs):

• Achievement of assigned sales targets
• Qualified leads and sales pipeline generation
• Revenue and gross-margin contribution
• Product demonstrations and successful evaluations
• Tender participation and conversion
• Customer retention and repeat business
• Average sales-cycle time
• CRM and sales-pipeline discipline
• Customer satisfaction and relationship development
• Market intelligence and competitor feedback