Distribution Sales Manager

Company Description Startoon Labs is an ISO 13485 and ISO 9001 certified medical device company headquartered in Hyderabad, India, focused on R&D and manufacturing of innovative healthcare devices. Founded by alumni of IITs and IIMs, the company is committed to building world-class products in India for global markets. Startoon Labs is a young, dynamic, fast-growing startup, incubated by T-Hub, Government of Telangana, and supported by DBT and MeitY, Government of India. Its flagship product, Pheezee®, is a USFDA-registered (510(k) exempt) device that monitors and tracks recovery of patients undergoing physiotherapy after neurological and musculoskeletal disorders. Candidates can learn more about the company and its products at www.startoonlabs.com.

Job role

We are looking for an experienced Distribution Sales Manager to develop and manage the company's distributor network and drive revenue growth through channel sales. The role will focus on identifying and onboarding distributors, expanding market coverage, managing distributor relationships, achieving sales targets, and ensuring effective product movement and market penetration.

The ideal candidate should have strong experience in channel sales, distributor management, territory expansion, B2B sales, and relationship management, preferably in medical devices, healthcare, physiotherapy, rehabilitation, diagnostics, or a related industry.

Roles & Responsibilties

• Develop and execute the distribution sales strategy for assigned territories.
• Identify, evaluate, and onboard new distributors/dealers/channel partners.
• Build and maintain strong relationships with distributors and key channel partners.
• Achieve monthly, quarterly, and annual sales and revenue targets.
• Expand distributor coverage into new cities, regions, hospitals, clinics, physiotherapy centres, and healthcare institutions.
• Drive both primary sales (company to distributor) and secondary sales (distributor to customer).
• Generate and maintain a healthy distributor pipeline and regularly track conversion.
• Conduct distributor meetings, product presentations, negotiations, and commercial discussions.
• Ensure distributors understand the product, pricing, positioning, sales process, and product benefits.
• Monitor distributor inventory, order cycles, stock movement, and replenishment requirements.
• Track territory-wise sales performance and identify opportunities for growth.
• Coordinate with the marketing, pre-sales, post-sales, finance, and operations teams for smooth order execution.
• Support distributors in generating leads and converting opportunities into sales.
• Monitor competitor activities, market pricing, customer feedback, and market trends.
• Ensure timely collection of payments and maintain healthy distributor receivables.
• Resolve distributor-related commercial, operational, and customer issues in coordination with relevant teams.
• Conduct regular market visits and distributor visits to understand ground-level business opportunities.
• Prepare sales forecasts, distributor reports, territory plans, and performance updates for management.
• Ensure proper documentation and adherence to company policies, pricing structures, and sales processes.
• Develop long-term channel partnerships that contribute to sustainable revenue growth.

Qualification

• Bachelor's degree in Business Administration, Marketing, Sales, Healthcare, or a related field.
• min. 4 years of experience in distribution/channel sales or business development.
• Experience in medical devices, healthcare, physiotherapy, rehabilitation, diagnostics, or related industries will be preferred.
• Proven track record of achieving sales targets through distributors/channel partners.
• Candidates with an established network of healthcare distributors will be an advantage.

What we expect

• Strong ownership of assigned territory and revenue targets.
• Ability to build the distribution network from the ground up.
• Data-driven approach to tracking sales and distributor performance.
• Strong field orientation and willingness to travel.
• Ability to independently manage distributors while coordinating effectively with internal teams.