Position : Head – Commercial

Department - Commercial

Location – Manufacturing Plant, Sanand.

Reports to – CEO

Role Overview :

Head – Commercial will lead the end-to-end commercial function for the organization, driving pricing strategy, distribution excellence, customer partnerships, regulatory compliance, tendering, and order management across domestic and international markets. The role is critical in ensuring profitability, market competitiveness, and adherence to stringent medical device regulations.

Key Responsibilities :

Commercial Strategy & Leadership

- Define and execute the overall commercial strategy aligned with business growth objectives
- Lead cross-functional alignment across sales, finance, supply chain, regulatory, and operations
- Drive revenue growth, margin expansion, and market penetration

Pricing Strategy & Governance

- Develop pricing frameworks considering regulatory caps (if applicable), reimbursement structures, and competitive landscape
- Ensure compliance with pricing regulations in domestic and export markets
- Drive margin optimization through structured pricing reviews and cost analysis

Distribution & Channel Management

- Design and optimize distribution networks including distributors, dealers, and institutional channels (hospitals, government bodies)
- Ensure effective logistics, inventory control, and demand planning
- Evaluate and onboard channel partners with strong governance mechanisms





Customer & Key Account Management

- Build and manage relationships with key stakeholders including hospitals, healthcare providers, and institutional buyers
- Lead commercial negotiations, contracts, and long-term agreements
- Drive customer satisfaction, retention, and service excellence

Regulatory Compliance & Governance

- Ensure adherence to medical device regulations (e.g., CDSCO, ISO standards, and international regulatory requirements)
- Oversee compliance in contracts, pricing, and commercial practices
- Collaborate with regulatory and quality teams to ensure audit readiness

Tendering & Institutional Business

- Lead strategy and execution for government and private tenders
- Ensure competitive, compliant, and profitable bid submissions
- Manage GeM portal participation and large institutional contracts

Order Management (Domestic & Export)

- Oversee end-to-end order lifecycle from order booking to delivery and payment realization
- Ensure compliance with export regulations, documentation, and international trade

terms (Incoterms)
- Coordinate with supply chain and logistics for timely fulfilment.

Financial & Risk Management

- Own commercial P&L; elements including revenue, margins, and working capital
- Monitor receivables, credit policies, and financial exposure
- Identify and mitigate commercial and contractual risks

📌 Head of Commercial (Sanand)
🏢 Biotek Ortho
📍 Sanand