NATIONAL BUSINESS HEAD – MEDICAL DEVICES & HEALTHCARE TECHNOLOGY

Company:

EL⪙ Industries Pvt. Ltd.

Location:

Ahmedabad, Gujarat | Extensive travel across India

Reporting to:

Managing Director / Founders

Function:

National Sales, Marketing, Distribution & Institutional Business

ABOUT EL⪙

EL⪙ Industries Pvt. Ltd. is an emerging Indian medical technology company focused on advanced surgical devices, medical equipment, minimally invasive surgery solutions, sterilization and infection-control systems, and allied healthcare technologies.

With a strong and growing business in Gujarat, EL⪙ is now entering its next phase: building a structured, scalable pan-India presence.

We are looking for a National Business Head to lead this expansion and build the commercial organization required for EL⪙’s next stage of growth.

This is a hands-on business-building role. The person will be expected to build markets, recruit teams, appoint distributors, develop hospital and institutional relationships, establish systems and deliver measurable revenue growth.

KEY RESPONSIBILITIES

1. PAN-INDIA EXPANSION & SALES

- Develop the national expansion strategy and state-wise roadmap.
- Prioritize markets based on potential, competition, customer opportunity and channel availability.
- Set revenue targets, manpower requirements, distributor plans and timelines.
- Design the national sales structure and recruit regional, zonal, state and territory teams.
- Define KRAs, territories, targets and accountability systems.
- Conduct field visits, joint customer calls and performance reviews.
- Build a strong second line of leadership.

2. DISTRIBUTOR & CHANNEL DEVELOPMENT

- Identify, evaluate, appoint and develop distributors across priority markets.
- Negotiate commercial terms, territory rights, targets, payment terms and stock commitments.
- Evaluate partners on market reach, financial strength, hospital relationships, sales/service capability and compliance.
- Track distributor productivity, secondary sales, inventory, customer activation and collections.
- Manage channel conflict, discounting and inactive partners.

3. HOSPITAL & INSTITUTIONAL BUSINESS

- Develop business with corporate hospitals, hospital chains, medical colleges, surgical centres and other healthcare institutions.
- Build relationships with surgeons, clinicians, biomedical teams, purchase departments and hospital management.
- Drive the sales cycle from demonstrations and clinical evaluations through quotations, purchase orders, installation, training and repeat business.
- Develop key hospital accounts and clinical opinion-leader relationships.
- Coordinate with application, service, regulatory, operations and manufacturing teams.

4. GOVERNMENT & TENDER BUSINESS





- Build EL⪙’s government and institutional business across India.
- Develop opportunities with Central and State Government institutions, government medical colleges, public hospitals, defence healthcare institutions, ESIC and other eligible buyers.
- Drive business through government tenders, GeM, e-procurement, rate contracts and procurement bodies.
- Establish tender intelligence and opportunity tracking.
- Coordinate bids with regulatory, finance, legal, service and operations teams.
- Monitor profitability, payment cycles, execution obligations and receivables.
- Ensure all government business is conducted ethically and in compliance with applicable laws.

5. COMMERCIAL SYSTEMS, MARKETING & GROWTH

- Implement a standardized sales pipeline and disciplined CRM usage.
- Establish regular business reviews and improve forecast accuracy.
- Build dashboards for revenue, margins, collections, pipeline and channel productivity.
- Own national sales targets and contribute to the commercial P&L.;
- Maintain pricing, margin and collection discipline.
- Coordinate demand forecasting with manufacturing, procurement and inventory teams.
- Develop recurring revenue through consumables, accessories, service contracts and repeat business.
- Develop marketing programs including product launches, clinical workshops, training, conferences, exhibitions and digital initiatives.
- Ensure marketing generates measurable opportunities.

6. LEADERSHIP & CROSS-FUNCTIONAL MANAGEMENT

- Build a culture based on ownership, integrity, accountability, teamwork and execution.
- Set clear expectations and measurable KRAs.
- Encourage realistic forecasting and transparent reporting.
- Develop future managers and leaders.
- Work closely with Founders and cross-functional teams.
- Ensure customer commitments are commercially and operationally deliverable.

KEY PERFORMANCE AREAS The role will be measured through:

- National revenue and YoY growth
- Gross/contribution margins
- New customer acquisition, repeat and consumable revenue
- Collections and receivable ageing
- Priority states activated
- Active and productive distributors
- Sales-team recruitment and productivity
- Pipeline quality and forecast accuracy
- Demonstration-to-order and quotation-to-order conversion
- Government and tender business
- Key hospital accounts and clinical relationships
- Marketing and market-development ROI

IDEAL CANDIDATE





- 10–20 years of relevant experience in medical devices, surgical equipment, hospital equipment, healthcare technology, capital equipment or related healthcare businesses.

• At least 5 years in a senior regional, zonal or national sales leadership role.

- Proven experience expanding business across multiple Indian states.
- Experience building and managing geographically distributed sales teams.
- Strong distributor and channel-management experience.
- Experience selling to hospitals, surgeons, purchase departments and biomedical teams.
- Meaningful exposure to government tenders, institutional business and public-sector procurement.

Experience in surgical devices, minimally invasive surgery, operating-room equipment, sterilization/infection control, medical capital equipment, surgical consumables or aesthetic medical devices is an advantage.

Education: Bachelor’s degree in a relevant field. MBA/postgraduate qualification in Sales, Marketing or Business Management is preferred but not mandatory. Strong business performance and execution will carry greater weight than qualifications alone.

THE LEADER WE ARE LOOKING FOR

We are looking for a hands-on leader who spends meaningful time in the market, converts discussions into actions and orders, provides realistic forecasts, takes ownership of problems and builds systems that can scale beyond individual relationships.

FIRST-YEAR MANDATE

Within the first 12 months, the National Business Head will be expected to:

1. Review EL⪙’s current Gujarat business, product portfolio, pricing, channels and sales capabilities.
2. Develop a pan-India expansion plan covering priority states, revenue, manpower, distributors and timelines.
3. Establish sales leadership and market coverage across priority regions.
4. Build and activate a high-quality distributor network.
5. Implement national CRM, sales-review and forecasting systems.
6. Build a structured government and institutional-business pipeline.
7. Develop relationships with major hospital groups, government institutions, surgeons and clinical opinion leaders.
8. Deliver agreed revenue, margin and collection targets.
9. Build a disciplined and ethical sales culture.
10. Create a scalable commercial organization for EL⪙’s national growth.

WORKING CONDITIONS

- Full time leadership position based in/around Ahmedabad.
- Extensive travel across India is an essential part of the role.
- Regular customer, hospital, distributor, government and field-team engagement is expected.
- Performance will be reviewed against defined quarterly and annual objectives.

If you are a hands-on healthcare sales leader who has built markets, teams and channels and are ready to build a national business from the ground up, we would like to hear from you.

📌 National Business Head -Sales, Marketing and Government Business (Ahmedabad)
🏢 El u0026 El Industries
📍 Ahmedabad