Arni Medica is seeking a commercially driven Business Development & Marketing Manager to develop domestic channels, appoint distributors, acquire hospitals and institutional accounts, build a marketing-led sales pipeline, and establish export opportunities.

The role will own growth for Hemodialysis Blood Tubing Sets (HDBT), IV Infusion Sets, IV Cannulas, catheters, and other sterile disposable medical-device products. The successful candidate will combine new-business development, distributor/channel management, institutional and government tender strategy, digital marketing, key-account development, and international distributor development.

Key Responsibilities

Business Development and Channel Growth

- Develop and execute annual and quarterly business-development plans for HDBT sets, IV infusion sets, IV cannulas, catheters, other sterile disposable medical-device products, and approved contract-manufacturing opportunities.
- Develop domestic and international business for Hemodialysis Blood Tubing Sets (HDBT), IV Infusion Sets, IV Cannulas, catheters, and other sterile disposable medical products.
- Build product-wise market-entry and channel plans for hospitals, dialysis centres, nursing homes, clinics, medical distributors, surgical-product distributors, institutional buyers, and government-healthcare procurement organizations.
- Identify, evaluate, appoint, train, and manage distributors across priority Indian states and cities.
- Screen distributors for financial strength, medical-device/healthcare portfolio, territory coverage, customer base, ability to carry inventory, institutional access, sales capability, and expected volume.
- Build relationships with hospitals, dialysis centres, nursing homes, clinics, medical distributors, surgical/medical suppliers, institutional buyers, healthcare procurement teams, and OEM/private-label prospects.
- Build relationships with key decision-makers, including hospital procurement heads, supply-chain teams, dialysis-centre administrators, biomedical teams where relevant, nursing leadership, clinical stakeholders where appropriate, and government-institution buyers.
- Lead strategic-account discussions, distributor negotiations, commercial proposals, annual volume plans, territory plans, and channel-development activities.
- Present approved product features, commercial value proposition, packaging/configuration options, supply capability, and the approved complaint-escalation process accurately.
- Identify cross-selling opportunities that increase customer value across HDBT, IV sets, IV cannulas, catheters, and the broader disposable-product portfolio.
- Work closely with the Inside Sales Executive to ensure fast lead response, accurate lead qualification, timely quotation follow-up, CRM hygiene, and lead-to-order conversion.

Product-Specific Market Development

- Develop HDBT-set opportunities with dialysis centres, hospital dialysis units, nephrology-focused institutions, and appropriate distributors.
- Develop IV infusion-set, IV-cannula, and catheter opportunities with hospitals, nursing homes, clinics, government institutions, institutional buyers, and medical-supply distributors.
- Develop the broader disposable portfolio according to approved commercial availability, product registration status, and target customer segment.
- Ensure all product presentations, customer commitments, distributor materials, and tender submissions remain within approved technical, quality, regulatory, and commercial claims.

Marketing and Lead Generation

- Plan and manage marketing campaigns across Instagram, Facebook, LinkedIn, WhatsApp, website, email, trade platforms, exhibitions, distributor meets, and other approved channels.
- Develop product presentations, brochures, catalogues, company profiles, product comparison sheets, distributor kits, email campaigns,



and sales-enablement materials in coordination with internal teams.
- Build a lead-generation engine for domestic customers, distributors, institutions, and export partners.
- Track marketing performance, including enquiries, qualified leads, conversion rate, cost per lead, campaign ROI, pipeline value, and channel-wise revenue contribution.
- Gather and report competitor intelligence, price trends, customer feedback, product demand, distributor feedback, and market opportunities.

Institutional, Government and Tender Business

- Develop a national institutional and government-sales strategy for HDBT sets, IV infusion sets, IV cannulas, catheters, and other eligible sterile disposable medical products.
- Identify and build relationships with government hospitals, medical colleges, district hospitals, dialysis centres, public-health procurement bodies, and relevant healthcare institutions.
- Lead tender pipeline development through GeM, CPPP, state e-procurement portals, TenderTiger, and institutional procurement channels.
- Identify and qualify tenders containing HDBT sets, IV infusion sets, IV cannulas, catheters, hospital consumables, sterile disposable products, and related medical-supply categories.
- Conduct formal bid/no-bid evaluations based on product fit, tender specifications, eligibility, available certificates, manufacturing capacity, delivery commitment, payment terms, EMD/security requirement, commercial viability, risk, and strategic value.
- Lead pricing strategy for tenders, including approved minimum selling price, logistics costs, taxes, payment terms, gross-margin protection, and required internal approvals.
- Review technical and commercial bid content before final submission in coordination with QA/RA, finance, operations, supply chain, and management.
- Attend pre-bid meetings, customer meetings, technical discussions, distributor meetings, and reverse auctions where needed.
- Build and maintain a reusable tender library of product specifications, compliance statements, certificates, declarations, catalogues, technical documents, approved commercial templates, and eligible past-performance documents.
- Develop post-award execution plans covering purchase-order acceptance, production planning, delivery, invoicing, payment follow-up, performance-security requirements, and customer relationship management.
- Analyze tender wins/losses, L1 pricing trends, competitor intelligence, disqualification reasons, and state-wise opportunity potential to improve future bid strategy.

Export Business Development

- Research, prioritize, and develop export markets, starting with distributor and strategic-partner identification in the United States and other suitable countries.
- Qualify potential export distributors based on market access, healthcare portfolio, regulatory capability, financial strength, sales coverage, customer base, inventory capability, and expected volume.
- Conduct product/company presentations and lead commercial discussions with prospective export distributors and partners.
- Support export quotations, distributor onboarding, annual forecasts, and commercial agreements in coordination with management.
- Coordinate with QA/RA and operations for required documentation, approved product information, country-specific requirements, packaging/labeling inputs, and commercial readiness.
- Maintain an accurate export opportunity pipeline and country-wise forecast in Zoho CRM.

CRM, Reporting and Internal Coordination

- Maintain accurate opportunity records,



account plans, distributor records, activity logs, campaign data, tender tracker, revenue forecast, and competitor feedback in Zoho CRM.
- Provide weekly updates on leads, customer/distributor meetings, sales pipeline, tenders, campaign performance, risks, collections, and next actions.
- Provide monthly product-wise, territory-wise, tender-wise, distributor-wise, and export-market forecasts.
- Coordinate closely with QA/RA, production, supply chain, finance, logistics, and management before making product, delivery, tender, pricing, or regulatory commitments.

Required Skills

- 48 years of experience in business development, marketing, channel sales, distributor management, hospital sales, institutional sales, government sales, tender sales, or export sales.
- Preferred experience in medical devices, medical disposables, hospital consumables, IV therapy, infusion products, dialysis consumables, IV cannulas, catheters, surgical disposables, critical-care consumables, diagnostics, pharmaceuticals, or healthcare manufacturing.
- Demonstrated ability to acquire distributors, develop B2B accounts, negotiate commercial terms, manage key accounts, and achieve sales targets.
- Experience with institutional/government tendering, including GeM, CPPP, state e-procurement portals, TenderTiger, technical specifications, BOQ/commercial evaluation, compliance matrices, reverse auctions, and post-award execution.
- Ability to understand product specifications, sizes/configurations, packaging, sterility-related documentation, and customer/tender requirements without making unapproved technical or clinical claims.
- Strong knowledge of digital lead generation through social media, LinkedIn, email outreach, exhibitions, trade platforms, and partner networks.
- Experience with Zoho CRM or another CRM platform, including pipeline management, forecasting, activity tracking, and sales reporting.
- Strong presentation, communication, commercial negotiation, relationship-management, and analytical skills.
- Strong English communication. Additional Indian languages are an advantage.
- Willingness to travel across India and internationally as business requirements develop.

Preferred Candidate Profile

- Experience launching or growing a medical-disposables, hospital-consumables, dialysis, infusion, IV-cannula, catheter, or healthcare-product portfolio.
- Existing relationships with medical distributors, hospital procurement teams, dialysis centres, government-healthcare institutions, or institutional buyers.
- Exposure to export distributor development, international B2B sales, international quotations, Incoterms, shipping coordination, product registration support, or country-level market development.
- Experience in a startup, manufacturer, or high-growth environment where the employee has owned multiple commercial responsibilities.

Key Performance Indicators

- New distributors appointed, trained, activated, and generating repeat sales.
- Recent hospital, institutional, government, and key-account business secured.
- Qualified pipeline value, new-business revenue, and gross margin.
- Marketing-generated leads, lead-to-opportunity conversion, campaign ROI, and marketing-sourced revenue.
- Government/institutional tender pipeline value, bids submitted, technical qualification rate, win rate, and award value.
- Tender gross margin, approved pricing compliance, post-award execution, and collections.
- Number and quality of export distributor prospects, qualified partners, and initial export opportunities.
- Zoho CRM accuracy, forecast reliability, sales reporting discipline, and activity completion.
- Competitor intelligence, market feedback, and state/country expansion opportunities identified.

Experience

48 years

Education

MBA/PGDM, B.Pharm, B.Sc., Biomedical, Life Sciences, Engineering, or equivalent preferred.

📌 Business Development & Marketing Manager (Medical Disposables) (Hyderabad)
🏢 Arni Medica
📍 Hyderabad