Job Description

About the Role

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JOB DESCRIPTION National Sales Manager - India Capital Equipment, Customised Solutions and Turnkey Projects

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Position at a Glance

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- Position National Sales Manager - India
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- Reports to Managing Director
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- Location Mumbai, with extensive travel across India
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- Function Sales and Business Development
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- Direct reports Regional, area and field sales personnel, as per the approved organisation structure
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- Primary scope NAT equipment, customised solutions and turnkey projects; coordination with Service for AMC/CMC, accessories and consumables
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Position Purpose The National Sales Manager shall develop and execute national sales strategy and achieve order-intake, revenue, gross-margin and collection targets across its healthcare, pharmaceutical, laboratory, industrial laundry and industrial kitchen businesses. The role requires hands-on leadership of the sales team, development of institutional and project business, management of key accounts and channel partners, and close coordination with Engineering, Production, Projects, Service and Finance.

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Responsibilities

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Key Responsibilities

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- National Sales Strategy and Performance
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- Prepare and execute annual, quarterly and monthly national sales plans aligned with NAT's business objectives.
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- Own national targets for order intake, sales revenue, gross margin, pricing discipline and sales-related receivables.
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- Translate national objectives into territory-wise, segment-wise and individual targets and review progress regularly.
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- Monitor performance and take timely corrective action where targets, pipeline quality or execution are below plan.
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- Business Development and Market Expansion
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- Develop business across hospitals, CSSDs, TSSUs, ambulatory surgery centres, laboratories, pharmaceutical manufacturers, research institutions, industrial laundries and industrial kitchens.
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- Build a qualified pipeline of private, institutional, government and turnkey-project opportunities.
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- Identify growth opportunities, strategic alliances, distributors and priority markets; prepare business cases for, and establish and operationalise, new Regional Sales Offices with company approval.
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- Track competitors, customer requirements,



tender trends and market developments and recommend appropriate responses.
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- Key Accounts, Institutions and Channels
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- Build senior-level relationships with hospital managements, consultants, architects, project-management consultants, procurement teams, key opinion leaders and other decision-makers.
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- Lead major customer, institutional and tender opportunities from qualification through negotiation and order closure.
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- Select, appoint and manage distributors or channel partners under approved company policies and performance standards.
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- Hands-on Field and Team Leadership
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- Travel extensively and personally participate in important customer visits, presentations, technical discussions and negotiations.
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- Recruit, induct, train, coach and retain a capable national sales team and maintain clear individual accountability.
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- Oversee the functioning and performance of six existing Regional Sales Offices across India, including staffing, market coverage, field activity, pipeline, collections and reporting.
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- Accompany Sales Executives on strategically important or difficult opportunities and support them in closing orders.
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- Solution Selling and Order Quality
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- Understand each customer's technical, operational and commercial requirements and develop suitable solutions with the relevant internal teams.
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- Ensure that quotations and tender submissions are technically accurate, commercially viable and aligned with approved specifications, costs and delivery capabilities.
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- Ensure that no unauthorised commitment is made regarding price, specification, scope, payment terms, delivery, warranty or performance.
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- Review project feasibility and risks before major proposals or commitments are submitted to customers.
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- Commercial Discipline and Collections
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- Maintain pricing and discount discipline and protect approved gross-margin levels.
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- Review customer creditworthiness, advances, payment milestones and other commercial terms in coordination with Finance and the Managing Director.
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- Drive timely milestone-wise billing and collection of sales receivables and intervene in delayed or disputed payments.
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- Provide reliable collection forecasts and ensure that commercial exposure remains within approved limits.
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- CRM, Forecasting and Management Reporting
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- Act as the functional owner for implementation and adoption of CRM and sales-related FSM processes.
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- Ensure timely and accurate recording of leads, visits, opportunities, quotations, probability, expected closure, orders and customer interactions.
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- Provide dependable monthly and quarterly forecasts, pipeline analysis and management reports.
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- Use data to improve sales productivity, conversion, territory coverage and individual performance.
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- Cross-functional Execution and Customer Satisfaction
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- Coordinate with Engineering, Production, Projects, Service and Finance to ensure proper order handover, execution, installation, documentation, invoicing and collection.
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- Maintain high standards of customer satisfaction while ensuring that customer expectations remain aligned with the contracted scope.
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- Coordinate with the Service function on installation handover and opportunities for AMC/CMC, accessories and consumables; these remain outside the NSM's primary sales scope unless specifically assigned.
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- Governance and Ethical Conduct
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- Ensure compliance with policies, approval matrix, ethical standards and applicable tender and market requirements.
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- Maintain accurate records and safeguard confidential customer, pricing, technical and commercial information.
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Performance Measures Annual targets will be approved by the Managing Director and reviewed monthly and quarterly.

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- Performance Area Weightage
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- Order intake and revenue achievement 25%
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- Gross margin, pricing and commercial discipline 10%
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- Recent business development and qualified pipeline 15%
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- Sales receivables and milestone collections 10%
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- Sales forecasting and CRM discipline 10%
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- Recruitment, coaching and performance of the sales team 15%
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📌 National Sales Manager (Mumbai)
🏢 Smart Moves Talent Crafters
📍 Mumbai