National Sales Manager

About the Role

JOB DESCRIPTION National Sales Manager - India Capital Equipment, Customised Solutions and Turnkey Projects

Position at a Glance

• Position National Sales Manager - India
• Reports to Managing Director
• Location Mumbai, with extensive travel across India
• Function Sales and Business Development
• Direct reports Regional, area and field sales personnel, as per the approved organisation structure
• Primary scope NAT equipment, customised solutions and turnkey projects; coordination with Service for AMC/CMC, accessories and consumables

Position Purpose The National Sales Manager shall develop and execute national sales strategy and achieve order-intake, revenue, gross-margin and collection targets across its healthcare, pharmaceutical, laboratory, industrial laundry and industrial kitchen businesses. The role requires hands-on leadership of the sales team, development of institutional and project business, management of key accounts and channel partners, and close coordination with Engineering, Production, Projects, Service and Finance.

Responsibilities

Key Responsibilities

• National Sales Strategy and Performance
• Prepare and execute annual, quarterly and monthly national sales plans aligned with NAT's business objectives.
• Own national targets for order intake, sales revenue, gross margin, pricing discipline and sales-related receivables.
• Translate national objectives into territory-wise, segment-wise and individual targets and review progress regularly.
• Monitor performance and take timely corrective action where targets, pipeline quality or execution are below plan.
• Business Development and Market Expansion
• Develop business across hospitals, CSSDs, TSSUs, ambulatory surgery centres, laboratories, pharmaceutical manufacturers, research institutions, industrial laundries and industrial kitchens.
• Build a qualified pipeline of private, institutional, government and turnkey-project opportunities.
• Identify growth opportunities, strategic alliances, distributors and priority markets; prepare business cases for, and establish and operationalise, new Regional Sales Offices with company approval.
• Track competitors, customer requirements, tender trends and market developments and recommend appropriate responses.
• Key Accounts, Institutions and Channels
• Build senior-level relationships with hospital managements, consultants, architects, project-management consultants, procurement teams, key opinion leaders and other decision-makers.
• Lead major customer, institutional and tender opportunities from qualification through negotiation and order closure.
• Select, appoint and manage distributors or channel partners under approved company policies and performance standards.
• Hands-on Field and Team Leadership
• Travel extensively and personally participate in important customer visits, presentations, technical discussions and negotiations.
• Recruit, induct, train, coach and retain a capable national sales team and maintain clear individual accountability.
• Oversee the functioning and performance of six existing Regional Sales Offices across India, including staffing, market coverage, field activity, pipeline, collections and reporting.
• Accompany Sales Executives on strategically important or difficult opportunities and support them in closing orders.
• Solution Selling and Order Quality
• Understand each customer's technical, operational and commercial requirements and develop suitable solutions with the relevant internal teams.
• Ensure that quotations and tender submissions are technically accurate, commercially viable and aligned with approved specifications, costs and delivery capabilities.
• Ensure that no unauthorised commitment is made regarding price, specification, scope, payment terms, delivery, warranty or performance.
• Review project feasibility and risks before major proposals or commitments are submitted to customers.
• Commercial Discipline and Collections
• Maintain pricing and discount discipline and protect approved gross-margin levels.
• Review customer creditworthiness, advances, payment milestones and other commercial terms in coordination with Finance and the Managing Director.
• Drive timely milestone-wise billing and collection of sales receivables and intervene in delayed or disputed payments.
• Provide reliable collection forecasts and ensure that commercial exposure remains within approved limits.
• CRM, Forecasting and Management Reporting
• Act as the functional owner for implementation and adoption of CRM and sales-related FSM processes.
• Ensure timely and accurate recording of leads, visits, opportunities, quotations, probability, expected closure, orders and customer interactions.
• Provide dependable monthly and quarterly forecasts, pipeline analysis and management reports.
• Use data to improve sales productivity, conversion, territory coverage and individual performance.
• Cross-functional Execution and Customer Satisfaction
• Coordinate with Engineering, Production, Projects, Service and Finance to ensure proper order handover, execution, installation, documentation, invoicing and collection.
• Maintain high standards of customer satisfaction while ensuring that customer expectations remain aligned with the contracted scope.
• Coordinate with the Service function on installation handover and opportunities for AMC/CMC, accessories and consumables; these remain outside the NSM's primary sales scope unless specifically assigned.
• Governance and Ethical Conduct
• Ensure compliance with policies, approval matrix, ethical standards and applicable tender and market requirements.
• Maintain accurate records and safeguard confidential customer, pricing, technical and commercial information.

Performance Measures Annual targets will be approved by the Managing Director and reviewed monthly and quarterly.

• Performance Area Weightage
• Order intake and revenue achievement 25%
• Gross margin, pricing and commercial discipline 10%
• New business development and qualified pipeline 15%
• Sales receivables and milestone collections 10%
• Sales forecasting and CRM discipline 10%
• Recruitment, coaching and performance of the sales team 15%