Director of Sales | Medical Technology & AI Diagnostics

Overview

Lead India's commercial organisation for AI-enabled cardiac diagnostics and vital-signs monitoring, accelerating adoption of Padma Rhythms and Padma Vitals.

What you'll do

• Own India sales strategy, revenue delivery, sales P&L, forecasting and execution across direct and channel-led routes to market.
• Personally develop and close strategic hospital relationships, including corporate hospital groups and key institutional accounts such as Apollo, Narayana Health, Fortis, Max, Medanta, KIMS, Kauvery and Aster.
• Lead adoption of Padma Rhythms and Padma Vitals through clinical, operational and economic value propositions, building demand with cardiology, electrophysiology, critical care, anaesthesia, nursing, procurement and hospital leadership.
• Drive subscription, per-test and per-bed/day operating-expense sales models that reduce customer capital expenditure barriers.
• Develop account plans, customer champions and repeatable activation campaigns to increase utilisation and sustain account performance.
• Build and govern a national network of distributors, dealers and manufacturer representatives across South, West, North and East India, including selection, negotiation, onboarding and development.
• Manage distributor quotas, margins, transfer pricing and co-marketing commitments.
• Build and scale the national sales organisation, including Regional Sales Managers, Sales Representatives and approximately 4–6 hybrid Clinical Sales Specialists.
• Recruit, onboard, coach and retain a high-performing field team; set objectives, regional plans, quotas and accountability.
• Lead joint field visits, clinician ride-alongs, deal reviews and pitch coaching.
• Establish disciplined sales processes, CRM usage, pipeline reviews, account plans, regional quotas and conversion metrics.
• Monitor field activity, funnel progression, deal velocity, test volumes, device utilisation and forecast accuracy.
• Work with Marketing, Clinical Support, R&D, Order Fulfilment and Operations on device placement, report turnaround and device tracking, including in home-care settings.
• Use CRM, analytics and AI-enabled tools to improve account intelligence, forecasting, pipeline visibility and field-force productivity.

What you'll need

• Typically 12–18+ years of progressive sales leadership experience in medical devices, MedTech, HealthTech, cardiology equipment or hospital technology sales in India.
• Demonstrated success building and leading sales teams, ideally managing organisations of 25–30+ people across direct and channel-led models.
• Strong ownership of sales P&L, business planning, forecasting and delivery against ambitious growth targets.
• Evidence of personally winning and expanding large hospital or institutional accounts, with the ability to engage senior hospital decision-makers.
• Established relationships with Indian cardiologists, electrophysiologists, intensivists and/or senior hospital leaders, including COOs, CFOs, clinical heads and procurement directors.
• Strong understanding of hospital buying processes and the ability to sell clinical, operational and financial value to multiple stakeholders.
• Confident people leader with demonstrated capability in hiring, coaching, performance management, partner development and cross-functional collaboration.
• Comfortable with digital health platforms, cloud-based solutions, CRM systems, data analytics and AI productivity tools.
• Bachelor's degree in Biomedical Engineering, Life Sciences, Business Administration or a related discipline.
• Candidates should be able to provide verifiable professional references and demonstrate credible relationships with clinicians and senior hospital stakeholders.

Nice to have

• An MBA, preferably from a leading institute.
• Experience with subscription, Device-as-a-Service (DaaS), per-test, consumable or other recurring / operating-expense commercial models.
• Experience scaling a business or product from an early stage.
• International market exposure.

Details

• Location: Bengaluru, Karnataka, India.