Manager - Government Business (Ophthalmology)

1. Job Purpose

Drive business growth, strategic account development and market penetration of the companys ophthalmology portfolio across Central and State Government institutions, public healthcare organizations and institutional procurement agencies. The role combines government business development, tender and procurement management, key account ownership, stakeholder engagement, commercial performance and order execution. The incumbent will build a qualified business pipeline, develop long-term institutional relationships and deliver revenue, profitability and market-penetration objectives.

2. Key Roles & Responsibilities

A. Government Business Development & Institutional Sales

• Develop and execute government business strategies, annual operating plans and revenue forecasts for the ophthalmology portfolio.

• Identify and assess opportunities across Central and State Government healthcare institutions, government hospitals, medical colleges, public-sector healthcare organizations and specialist eye-care institutions.

• Map target institutions, evaluate business potential and develop account plans covering product requirements, procurement cycles, stakeholders and revenue opportunities.

• Drive institutional sales, new account acquisition, product empanelment, formulary inclusion, and account growth.

• Identify government-funded healthcare programmes, procurement opportunities and avenues for market expansion.

B. Tender Management, Procurement & Government Liaising

• Identify and evaluate tenders through GeM, CPPP, State Medical Services Corporation portals and institutional procurement platforms.

• Manage the complete tender lifecycle, including bid/no-bid assessment, eligibility review, technical and commercial documentation, submission, pre-bid meetings, clarifications, negotiations, award and contract execution.

• Coordinate with Regulatory, Quality, Finance, Legal and Supply Chain teams for licenses, registrations, certifications, EMDs, performance bank guarantees and other tender requirements.

• Liaise with relevant government departments, procurement authorities, tender committees and institutional officials regarding tender processes, approvals, empanelment and purchase orders.

• Drive government rate contracts, institutional empanelment and purchase agreements while ensuring compliance with procurement rules and contractual obligations.

• Track tender outcomes, competitor participation, pricing and unsuccessful bids to improve future conversion rates.

C. Key Account, Stakeholder & Channel Partner Management

• Build and maintain strategic relationships with institutional leadership, deans, directors, medical superintendents, hospital administrators, ophthalmologists, purchase heads, procurement officers and other relevant decision-makers.

• Develop stakeholder engagement plans based on institutional hierarchies, approval processes, procurement workflows and budget cycles.

• Conduct institutional visits, scientific product presentations, technical discussions and periodic business reviews to support product evaluation and adoption.

• Understand clinical requirements, product preferences, consumption patterns and institutional service expectations; maintain updated stakeholder databases and engagement records.

• Identify, appoint and manage distributors and channel partners for government business, ensuring effective tender participation, product availability, order fulfilment and collections.

• Monitor distributor performance, inventory, service levels and contractual compliance, and resolve supply and service escalations.

D. Commercial Management, Order Execution & Business Performance

• Own assigned government business revenue, sales growth and profitability targets; prepare annual business plans, quarterly forecasts and monthly projections.

• Evaluate tender pricing, competitor quotations, gross margins, account contribution, working-capital requirements and commercial risks within approved pricing and delegation-of-authority frameworks.

• Monitor purchase orders, sales orders, invoicing, delivery commitments, payment realisation and outstanding receivables in coordination with Finance.

• Coordinate with Supply Chain & Logistics team to ensure timely product availability, dispatch, delivery acknowledgement and contractual compliance.

• Track institutional consumption, replenishment requirements, product-quality experiences and customer feedback, ensuring timely resolution.

• Maintain accurate records of tenders, contracts, rate agreements, purchase orders and account performance; submit periodic business reports highlighting revenue, pipeline, collections, risks and corrective actions.

E. Portfolio Development, Market Intelligence, Team Coordination, Leadership & Compliance

• Drive institutional business for the ophthalmology portfolio by understanding product specifications, clinical requirements, competitive positioning and institutional procurement needs.

• Monitor government procurement trends, competitor products, pricing, tender outcomes and market developments; identify portfolio gaps, new-product opportunities and potential registrations or empanelment.

• Share market intelligence and institutional feedback with senior management, Marketing, Product Management, Regulatory and other relevant teams to support business strategy.

• Lead and develop the government business team, where applicable, by defining territories, account ownership, targets and performance expectations; conduct periodic reviews and build capabilities in institutional sales, tender management and stakeholder engagement.

• Collaborate closely with the field sales and sales management teams to align government business initiatives, strengthen market coverage, leverage field-level insights and drive better outcomes through coordinated efforts.

• Ensure compliance with applicable pharmaceutical regulations, government procurement rules, tender conditions, contractual obligations and company policies.

• Maintain complete, accurate and audit-ready documentation; ensure ethical and transparent engagement with government officials and healthcare professionals, adhering to applicable anti-bribery, anti-corruption and compliance requirements.

• Identify commercial, contractual, regulatory and operational risks and coordinate with Legal, Regulatory and Compliance teams to implement appropriate mitigation measures.

3. Educational Qualifications

• Bachelors degree in Pharmacy, Science, Life Sciences or a related discipline.
• MBA in Sales & Marketing, Business Administration or Healthcare Management is an added advantage.
• Relevant pharmaceutical institutional-sales and government-business experience will be strongly considered.

4. Experience & Industry Requirements

• 8–12 years of experience in pharmaceutical sales, institutional sales, government business development or key account management.
• At least 4–5 years of hands-on experience managing government institutional business.
• Experience in ophthalmology / ophthalmic pharmaceutical products is strongly preferred.
• Experience securing rate contracts, institutional empanelment and purchase orders.
• Understanding of government healthcare procurement structures and institutional decision-making.
• Ability to build professional relationships with government officials, hospital administrators, procurement authorities and clinical decision-makers.
• Experience managing distributors, institutional supply chains and cross-functional teams.
• Demonstrated track record of achieving institutional sales targets and developing new business.

5. Ideal Candidate Profile

• Result-driven pharmaceutical professional with strong government institutional-business experience.
• Demonstrated ability to independently identify, develop and convert government business opportunities.
• Strong understanding of tender processes, procurement mechanisms and commercial negotiations.
• Ability to navigate complex institutional decision-making structures and build credible stakeholder relationships.
• Strong business acumen, revenue ownership and analytical skills.
• Excellent communication, networking, negotiation and presentation skills.
• Willingness to travel extensively across assigned territories