National Sales Manager – Scientific/ Laboratory Instrumentation

Location: Mumbai (Head Office)

Department: Sales & Marketing – Instrumentation Division

Role Level: Middle Management (Managing Team of Individual Contributors)

Geographic Coverage: Pan-India Position

Position Overview: We are seeking an energetic, result-oriented National Sales Manager – Instrumentation Sales to lead and drive Pan-India sales operations. The ideal candidate will have a strong background in scientific instrumentation, proven expertise in handling high-value government tenders, and a track record of driving revenue growth through a team of regional sales professionals. This role requires a strategic leader who has worked with leading Indian manufacturing companies of scientific instrumentation and possesses deep domain knowledge across laboratory analytical and benchtop instruments.

Key Responsibilities:

Strategic Sales Leadership & Revenue Growth

• Drive Pan-India sales strategies to achieve key financial targets and market share growth across all product categories.
• Oversee and optimize sales pipelines for key instrument categories:
• Analytical Instruments: UV-Visible Spectroscopy.
• Proximate Instruments: Kjeldahl Digestion/Distillation Systems, Moisture Balances, Crude Fibre Analysers, Fat Analysers.
• Lab Water Systems: Ultra-pure and Pure Water Purification Systems.
• Benchtop Equipment: Magnetic Stirrers, Bottle Top Dispensers, Heating Mantles, Micropipettes, Water Baths, etc.
• Analyze market trends, competitor pricing, and emerging opportunities to position Scientific products effectively.

Government Sales & Tender Management

• Lead high-value Government, Public Sector (PSU), and Institutional Sales across major government research laboratories, CSIR institutes, IITs, ICAR, DRDO, and central universities.
• End-to-end management of large-value government tenders, GeM (Government e-Marketplace) procurement, e-procurement portals, and RFP processes.
• Ensure complete compliance with technical specifications, commercial terms, and administrative guidelines during tender submissions.

Team Leadership & Channel Management

• Lead, mentor, and performance-manage a team of middle-management sales professionals and individual contributors across different regions.
• Set clear KPIs, targets, and territory allocations for the regional teams.
• Strengthen relationships with key dealer networks, distributors, and direct institutional clients.

Cross-Functional Collaboration

• Work closely with Product Management, Application Support, and After-Sales Service teams to ensure high customer satisfaction and seamless product demonstrations.
• Provide structured customer feedback to internal R&D and manufacturing teams to aid product improvements and new feature additions.

Key Performance Indicators (KPIs)

• Pan-India annual revenue achievement vs. target.
• Success rate/conversion ratio in key government and institutional tender bids.
• Expansion into key target institutional accounts and growth of the distributor network.
• Sales productivity and performance management of regional direct reports.

Candidate Profile & Qualifications

• Total Experience: 10+ Years in scientific laboratory instrumentation sales.
• Target Industry: Strong preference for candidates from Indian Manufacturing Companies producing laboratory instrumentation.
• Educational Background: B.Sc. / M.Sc. in Chemistry, Biotechnology, Life Sciences, or related scientific discipline AND an MBA/PGDM in Sales & Marketing (or equivalent).
• Domain Expertise: In-depth knowledge of analytical, proximate, lab water, and benchtop equipment.
• Tender Mastery Expert-level proficiency in managing high-value government tenders, GeM portal sales, and major institutional bidding procedures.
• Leadership: Proven track record of managing direct reports (individual contributors) across multiple regions in India.
• Travel: Willingness to travel extensively across India for key customer meetings, tender discussions, and team reviews.

Skills & Competencies

• Technical Acumen: Ability to understand technical specifications of laboratory instruments and position their USPs clearly to researchers and scientists.
• Commercial Negotiation: Sharp commercial acumen, pricing strategies, and contract negotiation skills.
• Communication: Exceptional verbal, written, and presentation skills.
• Stakeholder Management: Capability to build long-term relationships with key decision-makers, scientists, lab managers, and procurement officers.