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Key Account Manager - Tender 

POSITION PURPOSE:

We are hiring an experienced Key Account Manager – Government & Tender Business to lead our radiology portfolio across India’s major central and state government healthcare institutions. The role focuses on driving business for pressure injectors, contrast media, and radiology consumables/disposables through tenders, rate contracts, institutional procurement, and the Government e-Marketplace (GeM).

The ideal candidate has a strong background in government medical procurement, with hands-on experience in tendering, bidding, compliance, specification management, GeM listings, and liaison with government buying authorities. The position requires deep engagement with central government institutions like AIIMS, Defense Hospitals (DGAFMS), Railways Health Units, ESIC, CGHS, and key state medical colleges, state procurement agencies, and state health missions.

The role is based in New Delhi, reporting to the Regional Sales Head – North.

YOUR TASKS AND RESPONSIBILITIES:

Government Account Management

• Manage key central and state government healthcare institutions including AIIMS, DGAFMS/Defense Hospitals, Railways, ESIC, CGHS, state government hospitals, and state-run medical colleges.
• Build strong relationships with government stakeholders: procurement officers, tendering committees, biomedical engineers, purchase heads, hospital directors, and nodal officers.
• Drive penetration of our radiology product portfolio in government-funded facilities across India.

Tendering & Bidding Excellence

• Lead the complete tender cycle: pre-tender engagement, specification influence, documentation, bidding, negotiation, and post-award execution.
• Ensure compliance with technical specifications, eligibility criteria, financial formats, and statutory requirements.
• Track tender calendars (central & state), rate contract expiries, and new government spending programs.
• Drive successful participation in GeM (Government e-Marketplace) tenders, bids, and catalog management.

Commercial Execution & Compliance

• Manage commercial discussions with tender authorities, rate contract committees, and government procurement agencies.
• Ensure adherence to procurement acts, pricing norms, regulatory requirements, and statutory compliance.
• Work closely with local distributors/agents for tender fulfilment, supply management, invoicing, and payment recovery from government bodies.

Stakeholder Liaison & Influence

• Engage with central purchase bodies such as HLL Lifecare, RITES, HSCC, State Medical Services Corporations, and State Health Missions (NHM).
• Collaborate with tendering authorities to ensure product specs, clinical benefits, and compliance documents are clearly understood.
• Conduct product, specification, and compliance briefings to government committees and technical evaluation authorities.

Internal Coordination

• Work with marketing, service, logistics, and supply chain teams for tender execution.
• Provide forecasting inputs for government business and ensure timely fulfilment against rate contracts.
• Maintain strong coordination with local sales teams across regions for state-level tender participation.

WHO YOU ARE:

Must-Have

• 5–12 years of experience in government healthcare sales, tender-driven medical device sales, or capital equipment procurement-based business.
• Proven success in bidding, winning, and executing government tenders in the medical device / hospital equipment domain.
• Strong knowledge of:
• GeM portal (bidding, catalog creation, compliance, L1 strategies)
• Central & State procurement rules
• Rate contracts, limited tenders, single tender procurements
• Government procurement acts and tendering SOPs
• Experience dealing with AIIMS institutions, DGAFMS, Railways, CGHS, ESIC, State Medical Corporations, and Medical Colleges.
• Experience in selling radiology equipment, capital equipment, high-value consumables, or related hospital products.

Good to Have

• Understanding of specifications and evaluation criteria for radiology products like pressure injectors and contrast media.
• Prior involvement in technical committee meetings, PAC approvals, and SDR document submissions.
• Experience managing government payment cycles and working with authorized agents for supply chain execution.

Education

• Bachelor’s degree in Science / Pharmacy / Engineering / Biomedical / Life Sciences.
• MBA preferred but not mandatory.

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