The posting
Job Description
Position : Area Account Manager – Nagpur
Location: Nagpur, India
Territory: Vidarbha & Chhattisgarh
Industry: Medical Devices / Healthcare
Experience: 8+ years
Role Purpose
We are looking for an experienced, driven and commercially strong Area Account Manager to lead and grow ASP's business across Vidarbha & Chhattisgarh.
This is a high-ownership, individual contributor role responsible for delivering sustainable sales growth across ASP's portfolio of capital equipment, consumables, High-Level Disinfection (HLD) and sterilisation monitoring solutions.
The successful candidate will own the territory end-to-end, from identifying opportunities and engaging key clinical and commercial stakeholders to developing solutions, managing tenders, negotiating, closing capital opportunities and driving the recurring consumables business.
The role requires someone who can combine strong medical-device selling skills with excellent territory management, key account development and relationship-building capabilities to establish ASP as a preferred long-term partner for healthcare institutions.
Qualifications & Experience
- Science graduate; MBA or postgraduate qualification in management preferred
- Minimum 8+ years of sales experience in the healthcare industry, preferably within medical devices or capital medical equipment
- Demonstrated ability to manage complex institutional/hospital sales
- Experience in capital equipment sales, tender business, key account management and consultative selling will be preferred
- Strong commercial acumen with the ability to negotiate and close business effectively
- Ability to independently manage a geographically diverse territory and customer base
Key Responsibilities
1. Sales Growth & Business Delivery
- Own and deliver the sales objectives for the assigned territory across the complete ASP portfolio.
- Drive growth across capital equipment, recurring consumables, HLD and sterilisation monitoring solutions.
- Build and maintain a strong opportunity pipeline with clear account-level actions to achieve monthly, quarterly and annual objectives.
- Identify, develop, negotiate and close capital equipment opportunities.
- Develop the installed base while maximising recurring consumables and cross-selling opportunities.
- Prepare weekly and monthly sales action plans and maintain visibility of key opportunities, risks and required actions.
- Participate in relevant conferences, workshops, trade exhibitions and other professional forums to strengthen customer engagement and market presence.
2. Territory & Market Development
- Develop and execute a comprehensive territory plan based on market potential, account segmentation, competitive landscape and growth opportunities.
- Identify untapped hospitals, accounts and customer segments to expand ASP's market presence.
- Develop a strong understanding of customer workflows, unmet needs and infection-prevention challenges to identify relevant solutions.
- Identify and manage tender and contract opportunities from early-stage specification and stakeholder engagement through commercial closure.
- Track competitor activities, pricing, product positioning and market developments and translate these insights into effective account strategies.
3. Key Account Management
- Develop strategic account plans for priority hospitals and institutions with clearly identified growth opportunities.
- Map key stakeholders and decision makers across clinical, CSSD, infection control, biomedical, purchase/procurement and hospital administration functions.
- Build strong, sustainable relationships across multiple levels within key accounts.
- Identify and develop opportunities for portfolio penetration and cross-selling.
- Position ASP as a trusted partner in sterilisation, high-level disinfection and infection-prevention solutions, rather than solely as a product supplier.
- Ensure appropriate customer support related to product utilisation and inventory within company guidelines.
4. Clinical & Customer Engagement
- Understand customer practices and identify opportunities to improve infection-prevention and sterilisation processes through appropriate ASP solutions.
- Engage relevant clinicians and healthcare professionals through focused one-to-one discussions, educational programmes and group sessions.
- Identify customer education and in-service requirements in collaboration with internal stakeholders.
- Coordinate and deliver customer education programmes supporting the safe, effective and appropriate use of ASP solutions.
- Develop strong relationships with hospital stakeholders to drive adoption, confidence and long-term customer loyalty.
5. Product & Competitive Excellence
- Develop and maintain strong technical and clinical knowledge of the ASP portfolio, including product features, applications, benefits and value propositions.
- Confidently demonstrate product applications and articulate meaningful differentiation against competing solutions.
- Maintain strong awareness of competitive products, their positioning, features, advantages and limitations.
- Gather relevant market intelligence regarding evolving customer practices, purchasing behaviours and competitive activity.
- Continuously strengthen product and market knowledge through field experience, training programmes and engagement with customers and key users.
6. Commercial & Financial Discipline
- Maintain appropriate focus on receivables and collection, ensuring commercial commitments are followed through.
- Manage operating expenses, travel, promotional expenditure, equipment and samples responsibly and within approved budgets and company guidelines.
- Plan resources effectively to maximise territory productivity and return on investment.
- Maintain disciplined forecasting and visibility of business opportunities and potential risks.
- Seek appropriate approvals for deviations from agreed commercial or expense guidelines.
7. Ethics, Compliance & Governance
- Conduct all business activities with the highest standards of integrity, ethics and professionalism.
- Ensure all customer interactions and commercial activities comply with ASP policies and applicable requirements.
- Build customer relationships based on transparency, credibility and long-term value.
- Balance strong commercial execution with responsible and ethical business practices.
What Success Looks Like
The successful Area Account Manager will:
- Consistently deliver against territory sales objectives.
- Build a healthy and sustainable pipeline of capital equipment opportunities.
- Expand the ASP installed base while growing recurring consumables.
- Increase penetration within strategic and key accounts.
- Develop strong multi-level relationships with hospital stakeholders and decision makers.
- Demonstrate strong ownership of sales forecasting, receivables, account development and competitive strategy.
- Establish ASP as a credible and preferred long-term partner within the assigned territory.
