Sales Manager

A Sales Manager for a medical device distributor handling world-class brands like Mindray, Breas, Löwenstein, and ResMed plays a critical role in driving capital equipment and homecare therapy sales.

This specific portfolio bridges two distinct market segments: High-Acuity Hospital Infrastructure (Operation Theatre & Intensive Care Units) and Chronic Home Respiratory Care (Sleep Apnea & Home Ventilation). The Sales Manager is responsible for leading a specialized sales force, expanding market share across these segments, and maintaining deep clinical knowledge of all four product ecosystems.

📋 Job Summary

The Sales Manager will lead territory development and revenue generation for premier global brands: Mindray (OT/ICU monitors, anesthesia, and ventilators), Breas & Löwenstein (clinical ICU ventilation, airway clearance, and polygraphy sleep diagnostics), and ResMed (premium CPAP, BiPAP, and sleep therapy products). The ideal candidate must manage a hybrid sales approach, successfully handling high-value corporate/government hospital tenders alongside a consumer-facing dealer network for homecare lines.

🚀 Key Responsibilities1. Portfolio Sales Strategy & Execution

• Drive Capital Equipment Sales: Promote Mindray OT/ICU set-ups (such as the BeneVision series patient monitors or SV ventilators) to hospital procurement boards, CEOs, and biomedical teams.
• Expand Homecare & Sleep Footprint: Accelerate the sales of sleep therapy systems (like ResMed AirSense 11 and Löwenstein Prisma series) by partnering with local sleep clinics and pulmonologists.
• KOL & Clinical Relationship Management: Build technical rapport with Key Opinion Leaders (KOLs), including Anaesthetists, Intensivists, Pulmonologists, and Sleep Specialists.
• Tender & Bid Management: Lead corporate and government institutional biddings, including specification pitching, drafting documentation, and price negotiations.

2. Channel & Dealer Network Management

• B2C Channel Development: Establish and manage a solid retail and dealer network for patient-purchased products like home CPAP, BiPAP masks, and oxygen accessories. [4, 13]
• Principal Relationship Management: Act as the direct liaison between the distributor and corporate teams at Mindray, Breas, Löwenstein, and ResMed to align on quarterly targets, promotional offers, and inventory forecasting. [6]

3. Team Leadership & Clinical Training

• Lead a Hybrid Sales Team: Coach, mentor, and track the daily performance of field sales reps and clinical application specialists.
• Product Demos & Trials: Oversee complex in-hospital demonstrations and machine trials (e.g., setting up a Breas Vivo ventilator or Löwenstein PSG system) to ensure clinical validation.

🎓 Job Requirements

• Education: Bachelor’s degree in Biomedical Engineering, Biotechnology, or Life Sciences. An MBA in Marketing or International Business is highly valued.
• Experience: 5 to 8+ years of sales experience in medical devices, with at least 2–3 years in a team management role overseeing ICU, OT, or Respiratory product lines.
• Clinical Knowledge: Deep operational understanding of mechanical ventilation, multi-para monitoring, capnography, polysomnography (PSG), and CPAP/APAP/BiLevel titration therapies.
• Existing Network: Strong, active network within the territory's corporate hospital chains, government medical colleges, pulmonologists, and sleep labs.
• Travel: Willingness to travel up to 50–60% within the designated territory.

🎯 Key Performance Indicators (KPIs)

• Quarterly Sales Volume: Meeting localized revenue targets for high-margin capital equipment (Mindray/Breas) and high-volume consumer lines (ResMed/Löwenstein).
• Prescription Conversion Share: Percentage growth in device recommendations from targeted pulmonologists and sleep clinics.
• Market Share Penetration: Number of new competitive hospital accounts broken into and successfully converted.
• Dead-Stock & Consumable Management: Ensuring efficient inventory turnover of capital units and accessories (e.g., ventilator circuits, CPAP masks) to maintain liquidity.