Zonal Business Head - South

Stemtech Medical Devices; Hyderabad; Vor Ort; INR 4.000.000 - 7.000.000; Vollzeit

Zusammenfassung

Stemtech Medical Devices seeks a Zonal Business Head to build and scale the zonal business across high-growth markets. You will drive early revenue through capex and opex models, develop reference accounts, and establish a distributor network while leading deals and negotiations.

The role demands a hands-on leadership style, ownership of strategy and execution, and the ability to coach sales teams in a matrix environment to achieve rapid market penetration.

Qualifikationen

• Bachelor’s degree in Science / Engineering / Biomedical / Pharmacy (MBA/PGDM preferred but not mandatory).
• 5–10 years in medical devices / diagnostics / pharmaceuticals; min 4 years in medical devices with price bracket 20-30 lacs.

Aufgaben

• Own zonal revenue, growth trajectory, and early P&L discipline.
• Lead strategic new account openings and maximize existing accounts.
• Identify priority cities, hospitals, and anchor accounts for rapid scale-up.
• Drive early wins to establish market credibility and proof points.
• Direct selling with pilots, installations, and complex negotiations.
• Build distributor networks and manage channel partners.
• Coach first-line sales managers and create a performance-driven culture.
• Define GTM, launch sequencing, and expansion decisions.

Kenntnisse

Negotiation & deals

In-clinic selling

Distributor network

Account management

Strategic thinking

Ausbildung

Bachelor’s degree in Science/Engineering/Biomedical/Pharmacy

Jobbeschreibung

Zonal Business Head (ZBH) – Medical Devices

Reporting To

Chief Commercial Officer

Location

(High travel expected 12 -14 days)

Role Purpose

To build, scale, and stabilize the zonal business by driving early revenue (Capex & Opex models), creating reference accounts, establishing distributor networks, and developing customer facing SALs in a high-growth, resource-constrained environment basis the potential of the market.

This role requires a player–coach mindset with deep involvement and leading deals, demos, negotiations, and talent building.

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Qualifications & Experience

Education

Bachelor’s degree in Science / Engineering / Biomedical / Pharmacy, MBA / PGDM preferred but not mandatory.

Experience

• 5–10 years in medical devices / diagnostics / pharmaceuticals with a minimum of 4 years in medical device where the device is priced between the bracket of 20-30 lacs, also must possess a working experience of building on the consumable sales with a proven track record.
• Minimum 2–4 years in a regional leadership or senior individual contributor role in a high matrix environment.
• Background of working with Medical Oncologists and networking is a plus.
• Strategic mindset – proven application through different Projects.
• Launching or scaling new products
• Working in high-growth environments and building new business and teams
• Institutional sales and key account handling with multiple stakeholder management
• Willingness to be hands-on and execution-oriented

Critical Skills & Mindset (Non-Negotiable)

Functional

• Strong understanding of hospital buying processes and knowledge of placement of the budgeting of different Account archetypes and its timing (Example: Corporate, Central & State Govt)
• In clinic selling & solution positioning
• Network of distributor and partner management
• Bias for Action over hierarchy.

Leadership & Behavioural

• Entrepreneurial and Strategic mindset; comfortable with ambiguity
• High ownership and accountability
• Ability to switch between strategy and execution
• Strong communication with internal teams – Collaboration skill
• Long-term thinking with short-term delivery focus

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Key Responsibilities

1. Business Build & Scale

   Own zonal revenue, growth trajectory, and early P&L discipline.

   Strategic new account opening with maximum potential and maximizing existing ones.

   Identify priority cities, hospitals, and anchor accounts for rapid scale-up.

   Drive early wins to establish market credibility and proof points.

2. Direct Selling & Key Accounts (Hands-on experience)

   Personally handle:

   Pilot projects and first installations.

   Engage closely with clinicians (HCPs), biomedical teams, procurement, and management.

   Support complex negotiations, pricing, and closures.

3. Market Creation & Value Selling

   Educate customers on new concepts / differentiated technology.

   Build joint value propositions (clinical outcomes, efficiency, cost impact).

   Gather real-time market insights to refine product positioning and pricing.

   Track competitor moves and adapt strategies rapidly.

   Appoint, onboard, and manage distributors / channel partners.

   Set distributor expectations on coverage, capability, and compliance.

   Actively coach distributors during early market development.

   Ensure channel productivity and working capital discipline.

4. 5. Team Hiring & Capability Building

   Hire, train, and develop first-line sales managers.

   Build strong fundamentals in:

   • Consultative selling
   • In clinic conversations

   Create a performance-driven culture in the zone.

5. 6. Process Creation (Zero-to-One)

   Work closely with CCO and leadership team on:

   • GTM refinement, Launch sequencing, Expansion decisions.

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• 1. Zonal revenue growth & pipeline strength
• 2. Number of active reference accounts
• 3. Speed of market penetration
• 6. Forecast accuracy in a high-uncertainty environment

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