Area Account Manager – Nagpur

Responsibilities

The Area Account Manager is responsible for driving sales growth across the ASP portfolio, including capital equipment and consumables, within the Vidarbha and Chhattisgarh territory. This role involves managing the entire sales cycle, from identifying opportunities and handling tenders to building long-term relationships with key hospital stakeholders.

Requirements

Candidates must have a minimum of 8 years of sales experience in the healthcare or medical device industry, with a strong preference for those experienced in capital equipment and institutional sales. A science degree is required, and an MBA or postgraduate management qualification is highly preferred.

Skills

• Medical Device Sales
• Capital Equipment Sales
• Key Account Management
• Tender Management
• Consultative Selling
• Territory Management
• Relationship Building
• Strategic Planning
• Market Development
• Sales Forecasting
• Negotiation
• Infection Prevention
• Clinical Engagement
• Business Development
• Commercial Acumen

About this role

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 opportunitie...

About Fortive

Appliances, Electrical, and Electronics Manufacturing · 10,001+ employees · headquartered in Everett, Washington