- Location
- Mumbai
- Type
- Full-time
- Department
- Sales
- Seniority
- Director
- Experience
- 5+ years
- Education
- Master
Description
Associate Director, Sales
Department: Sales
Employment Type: Full Time
Location: APAC-India-Mumbai
Description
Job Summary
The Associate Director - Sales is a senior leadership role, responsible for managing the overall business with West and South 2 regions in India. The person will be responsible for formulating the long-term strategy for the regions in line with the company’s strategic objectives and, for delivering the annual operational plans & targets.
To achieve the above, the Associate Director Key Accounts will be accountable for driving revenue growth, managing key accounts, and leading high-performance sales teams. The ideal candidate blends high-level strategic planning with hands-on sales experience.
Role expectations
In this role, you will…
Business Leadership & Commercial Performance
- Deliver revenue, volume, market share targets across assigned regions.
- Develop and execute regional business plans aligned with national growth objectives.
- Monitor and drive leading indicators including pipeline, conversion, utilization, market penetration, and customer retention.
- Ensure timely and accurate forecasting of sales performance.
- Drive disciplined territory management and resource allocation.
- Lead quarterly business reviews and regional operating reviews.
Sales Force Leadership
- Lead, coach, and develop Sales Managers and frontline sales leaders.
- Build a high-performance culture focused on accountability, execution excellence, and customer centricity.
- Conduct regular field visits and coaching sessions to improve sales effectiveness.
- Create succession plans and talent development strategies for future leadership positions.
- Drive employee engagement and retention across regions.
Team Size
- 35+ sales professionals (depending on business size)
- Multiple direct-report Sales Managers
Customer & Market Development
- Build executive-level relationships with key customers, KOLs, and strategic accounts.
- Identify new market opportunities and expansion initiatives.
- Partner with Marketing and Clinical teams to accelerate customer adoption.
- Lead strategic negotiations with large customers and buying groups.
- Provide customer and competitive insights to senior leadership.
Cross-Functional Collaboration
Partner closely with:
- Marketing
- Finance
- Supply Chain
- Human Resources
- Training & Education
to ensure successful execution of business priorities.
Operational Excellence
- Drive CRM adoption and sales process compliance.
- Ensure adherence to company policies and ethical standards.
- Monitor regional budgets and investments.
- Improve sales productivity through effective use of data and analytics.
Leadership Expectations
The Associate Sales Director is expected to:
- Think strategically and act operationally
- Lead through influence and collaboration
- Develop future leaders
- Foster a culture of accountability
- Champion customer-centric decision making
- Drive execution with speed and discipline
What we're looking for
In this role, you’ll need …
- Good understanding of the medical device/Dental/Healthcare industry and business knowledge
- Strong communication skills to consistently address key accounts’ concerns while offering clear, concise, and understandable responses to their prompts
- Should be able to build strong working relationships across functions and teams
- Analytical Skills to process raw consumer information and data and translate it into actionable insights such as new sales opportunities and strategies
- Ability to do basic financial analysis to be able to identify profitable sales opportunities and the development of financially viable long-term key account plans
- Willingness to travel extensively across the region
Preferred Skills
- 10 Years of sales experience with strong understanding of Institutional selling in Med Devices or similar Industry, with 5+ years of experience as Regional Manager/Associate Director including sales team management
- Educational Qualification: MBA from a Tier I institute is a must
Skills
ComplianceStrategic Planning