Key Account Manager (Government & Tender Business)

Job Summary

We are seeking an experienced Key Account Manager to lead our radiology business within major central and state government healthcare institutions. This role focuses on driving sales of pressure injectors, contrast media, and radiology consumables through tenders, rate contracts, institutional procurement channels, and the Government e-Marketplace (GeM). The successful candidate will closely engage with government healthcare bodies to contribute to our organizational goals.

Responsibilities

• Government Account Management

  • Manage key central and state government healthcare accounts, including apex institutions, defence hospitals, railway units, and social security organizations.
  • Build strong working relationships with procurement officers, tender committees, and hospital leadership.
  • Grow adoption of the radiology portfolio across government-funded healthcare facilities nationwide.

• Tendering & Bidding Excellence

  • Lead the full tender lifecycle: pre-tender engagement, specification influence, documentation, bidding, negotiation, and post-award execution.
  • Ensure compliance with technical specifications, eligibility norms, and statutory requirements.
  • Monitor central and state tender calendars, rate contract timelines, and new government initiatives.

• Commercial Execution & Compliance

  • Manage commercial discussions with government tender authorities and rate contract committees.
  • Ensure adherence to procurement rules, pricing guidelines, and regulatory frameworks.
  • Coordinate with distributors for supply fulfillment, invoicing, stock management, and payment recovery.

• Stakeholder Liaison & Influence

  • Work with central and state procurement bodies, engaging tender authorities to clarify product specifications and compliance documentation.
  • Conduct product and specification briefings for technical committees and evaluation authorities.

• Internal Coordination

  • Collaborate with marketing, service, logistics, and supply chain teams for tender execution.
  • Provide inputs for forecasting and ensure timely fulfillment of rate contract requirements.
  • Coordinate with regional sales teams for state-level tender participation and documentation.

Qualifications

• Must-Have

  • 5–12 years of experience in government healthcare sales or tender-driven medical device/hospital equipment business.
  • Proven success in bidding for and executing government tenders within the medical technology domain.
  • Strong knowledge of:
    • GeM portal operations and bidding strategies
    • Central & state procurement rules
    • Rate contracts, limited tenders, and single-tender processes
    • Government procurement policies and tendering SOPs
  • Experience dealing with major central institutions, defence networks, and state procurement agencies.
  • Background in radiology equipment, capital equipment, or high-value consumables.

• Good to Have

  • Understanding of specifications and evaluation criteria for radiology solutions such as pressure injectors and contrast media.
  • Prior exposure to technical committees, PAC approvals, and SDR submissions.
  • Experience handling government payment cycles and coordinating with authorized supply partners.

• Education

  • Bachelor’s degree in Science, Pharmacy, Engineering, Biomedical, or Life Sciences.
  • MBA preferred but not essential.

Preferred Skills

• Tender management & compliance
• Government procurement expertise
• GeM portal proficiency
• Strong documentation & specification skills
• Commercial acumen
• Negotiation in government frameworks

Experience

• 5–12 years of experience in government healthcare sales or tender-driven medical device/hospital equipment business.

Environment

• This position is based in New Delhi (NCR) and involves engagement with various government healthcare institutions.