Job Title
Zonal Business Head (ZBH) – Medical Devices
Reporting To
Chief Commercial Officer
Location
1. Delhi covering North India
(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.
Proven experience in:
· Launching or scaling new products
· Working in high-growth environments and building recent 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
· Initiative, Negotiation & deal closure
· 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
· Robust 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:
Top hospital accounts
Clinical demos & evaluations
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.
4. Channel & Distributor Development
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.
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.
6. Process Creation (Zero-to-One)
Establish basic sales processes:
CRM discipline, Forecasting & pipeline reviews, Account planning.
Work closely with CCO and leadership team on:
GTM refinement, Launch sequencing, Expansion decisions.
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Success Metrics (KPIs)
1. Zonal revenue growth & pipeline strength
2. Number of active reference accounts
3. Speed of market penetration
4. Distributor productivity
5. Team ramp-up time & retention
6. Forecast accuracy in a high-uncertainty environment
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