Zonal Business Head - South

Job Title

Zonal Business Head (ZBH) – Medical Devices

Reporting To

Chief Commercial Officer

Location

1. Hyderabad/Bengaluru covering South India

(High travel expected 12 -14 days)

Role Purpose

To build, scale, and stabilize the zonal business by driving early revenue (Capex & Opex models), creating reference accounts, establishing distributor networks, and developing customer facing SALs in a high-growth, resource-constrained environment basis the potential of the market.

This role requires a player–coach mindset with deep involvement and leading deals, demos, negotiations, and talent building.

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Qualifications & Experience

Education

Bachelor's degree in Science / Engineering / Biomedical / Pharmacy, MBA / PGDM preferred but not mandatory.

Experience

· 5–10 years in medical devices / diagnostics / pharmaceuticals with a minimum of 4 years in medical device where the device is priced between the bracket of 20-30 lacs, also must possess a working experience of building on the consumable sales with a proven track record.

· Minimum 2–4 years in a regional leadership or senior individual contributor role in a high matrix environment.

· Background of working with Medical Oncologists and networking is a plus.

· Strategic mindset – proven application through different Projects.

Proven experience in:

· Launching or scaling new products

· Working in high-growth environments and building new business and teams

· Institutional sales and key account handling with multiple stakeholder management

· Willingness to be hands-on and execution-oriented

Critical Skills & Mindset (Non-Negotiable)

Functional

· Strong understanding of hospital buying processes and knowledge of placement of the budgeting of different Account archetypes and its timing (Example: Corporate, Central & State Govt)

· In clinic selling & solution positioning

· Initiative, Negotiation & deal closure

· Network of distributor and partner management

· Bias for Action over hierarchy.

Leadership & Behavioural

· Entrepreneurial and Strategic mindset; comfortable with ambiguity

· High ownership and accountability

· Ability to switch between strategy and execution

· Strong communication with internal teams – Collaboration skill

· Long-term thinking with short-term delivery focus

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Key Responsibilities

1. Business Build & Scale

Own zonal revenue, growth trajectory, and early P&L discipline.

Strategic new account opening with maximum potential and maximizingexisting ones.

Identify priority cities, hospitals, and anchor accounts for rapid scale-up.

Drive early wins to establish market credibility and proof points.

2. Direct Selling & Key Accounts (Hands-on experience)

Personally handle:

Top hospital accounts

Clinical demos & evaluations

Pilot projects and first installations.

Engage closely with clinicians (HCPs), biomedical teams, procurement, and management.

Support complex negotiations, pricing, and closures.

3. Market Creation & Value Selling

Educate customers on new concepts / differentiated technology.

Build joint value propositions (clinical outcomes, efficiency, cost impact).

Gather real-time market insights to refine product positioning and pricing.

Track competitor moves and adapt strategies rapidly.

4. Channel & Distributor Development

Appoint, onboard, and manage distributors / channel partners.

Set distributor expectations on coverage, capability, and compliance.

Actively coach distributors during early market development.

Ensure channel productivity and working capital discipline.

5. Team Hiring & Capability Building

Hire, train, and develop first-line sales managers.

Build strong fundamentals in:

Consultative selling

In clinic conversations

Create a performance-driven culture in the zone.

6. Process Creation (Zero-to-One)

Establish basic sales processes:

CRM discipline, Forecasting & pipeline reviews, Account planning.

Work closely with CCO and leadership team on:

GTM refinement, Launch sequencing, Expansion decisions.

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Success Metrics (KPIs)

1. Zonal revenue growth & pipeline strength

2. Number of active reference accounts

3. Speed of market penetration

4. Distributor productivity

5. Team ramp-up time & retention

6. Forecast accuracy in a high-uncertainty environment

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