Position Overview

We are looking for an experienced Territory Business Manager – Tender Business to manage and develop the diagnostic tender and institutional business across Assam.

The position will be responsible for identifying government and institutional business opportunities, managing the complete tender lifecycle, developing relationships with key stakeholders, coordinating tender submissions, and achieving territory revenue targets.

The candidate should have strong exposure to government tenders, e-tendering portals, rate contracts, institutional sales, diagnostic products, and medical-device business.

Key Responsibilities

- Tender & Government Business Development

- Identify and track upcoming government, PSU, hospital, medical college and institutional tenders across Assam.
- Monitor tender portals such as GeM, CPPP and state government e-procurement portals.
- Develop a territory-level tender pipeline and maintain a tender calendar.
- Analyze tender eligibility criteria, technical specifications, commercial requirements and submission timelines.
- Coordinate preparation and submission of technical and commercial bids within defined timelines.
- Track tender status from tender identification through submission, technical evaluation, commercial opening, award and purchase order.
- Monitor rate contracts, annual contracts and institutional agreements.

2. Territory Sales & Revenue Management
- Achieve assigned sales, tender and revenue targets for the Assam territory.
- Develop territory business plans based on market potential, tender pipeline and customer requirements.
- Generate business through government hospitals, medical colleges, diagnostic laboratories and other institutional customers.
- Track order execution, billing, collections and outstanding payments.




- Identify opportunities for new product placement and expansion within existing accounts.

3. Customer & Stakeholder Management
- Build and maintain relationships with key stakeholders including:
- Government hospitals
- Medical colleges
- State health departments
- Central/state procurement agencies
- Government laboratories
- Hospital purchase departments
- Pathology/diagnostic laboratories
- Biomedical and technical departments
- Understand customer requirements and provide appropriate product and technical information.
- Coordinate customer meetings, product demonstrations and technical discussions where required.
- Maintain strong relationships with distributors/channel partners involved in government business.

4. Tender Documentation & Compliance
- Ensure accurate and timely submission of:
- Technical bids
- Commercial bids
- Product compliance documents
- Authorization letters
- OEM/manufacturer documents
- Certificates and registrations
- Performance certificates
- EMD/Bid security documents
- Undertakings and declarations
- Coordinate with Finance, Legal, Regulatory, Supply Chain, Product Management and Corporate Tender teams for required documentation and approvals.
- Ensure compliance with company tender policies and applicable government procurement requirements.

5. Tender Analysis & Commercial Coordination
- Study tender specifications, quantities, estimated values and commercial terms.




- Coordinate internal approval for pricing and commercial proposals.
- Monitor competitor participation, market pricing and tender outcomes using legitimate business information.
- Provide feedback on market pricing, product specifications and competitor activities.
- Support management in developing appropriate tender pricing and business strategies.

6. Distributor & Channel Management
- Identify and manage suitable distributors/channel partners for government and institutional business.
- Monitor distributor performance, stock availability and order execution.
- Ensure timely delivery against awarded tenders and purchase orders.
- Coordinate with distributors regarding documentation, invoicing, logistics and collections.
- Develop the distributor network in uncovered areas of Assam.

7. Product & Market Development
- Develop strong knowledge of the company's diagnostic/IVD product portfolio, applications and competitive positioning.
- Identify opportunities for installation, reagent rental, consumables and instrument placement, where applicable.
- Map major government diagnostic centers, medical colleges and hospitals across the territory.
- Identify recent institutional opportunities and emerging government healthcare projects.

8. Internal Coordination & Reporting
- Maintain regular updates on:
- Tender pipeline
- Tender submissions
- Tender outcomes
- Purchase orders
- Sales achievement
- Collections
- Competitor activities
- Market opportunities
- Submit weekly/monthly territory reports to the reporting manager.
- Coordinate closely with the central tender team and regional sales organization.
- Ensure timely escalation of critical tender, commercial, supply or customer issues.

📌 Sales-Tender (Assam)
🏢 Meril
📍 Assam