Area Account Manager – Nagpur

Fortive

13d

About The Position

The Area Account Manager will lead and grow ASP’s business across Vidarbha and Chhattisgarh, owning the territory end to end. This individual-contributor role is responsible for sustainable sales growth across capital equipment, consumables, High-Level Disinfection (HLD), and sterilisation monitoring solutions. The manager identifies opportunities, engages clinical and commercial stakeholders, develops solutions, manages tenders, negotiates and closes capital opportunities, and grows recurring consumables business. The role combines medical-device sales with territory management, key-account development, and relationship building to establish ASP as a preferred long-term partner for healthcare institutions. The successful candidate will develop territory and account strategies, expand ASP’s presence in hospitals and institutions, deliver customer education, maintain strong product and competitive knowledge, and manage commercial matters including forecasting, receivables, expenses, and compliance. Success means consistently meeting territory objectives, building a healthy capital-equipment pipeline, expanding the installed base and recurring consumables, increasing strategic-account penetration, and developing trusted relationships with hospital stakeholders.

Requirements

Science graduate.
At least 8 years of sales experience in the healthcare industry.
Ability to manage complex institutional and hospital sales.
Strong commercial acumen and ability to negotiate and close business effectively.
Ability to independently manage a geographically diverse territory and customer base.

Nice To Haves

MBA or postgraduate qualification in management.
Sales experience in medical devices or capital medical equipment.
Experience in capital-equipment sales, tender business, key-account management, and consultative selling.

Responsibilities

Own and deliver sales objectives across the assigned territory and ASP portfolio.
Drive growth across capital equipment, recurring consumables, HLD, and sterilisation monitoring solutions.
Build and maintain an opportunity pipeline with account-level actions to meet monthly, quarterly, and annual objectives.
Identify, develop, negotiate, and close capital-equipment opportunities.
Grow the installed base and maximise recurring consumables and cross-selling opportunities.
Prepare weekly and monthly sales action plans and track opportunities, risks, and required actions.
Participate in conferences, workshops, trade exhibitions, and professional forums to strengthen customer engagement and market presence.
Develop and execute a territory plan based on market potential, account segmentation, competition, and growth opportunities.
Identify untapped hospitals, accounts, and customer segments to expand market presence.
Understand customer workflows, unmet needs, and infection-prevention challenges to identify relevant solutions.
Identify and manage tender and contract opportunities from early specification and stakeholder engagement through commercial closure.
Track competitor activities, pricing, product positioning, and market developments, and apply insights to account strategies.
Develop strategic account plans for priority hospitals and institutions.
Map and engage stakeholders and decision makers across clinical, CSSD, infection control, biomedical, procurement, and hospital administration functions.
Build sustainable relationships across multiple levels of key accounts and identify portfolio-penetration and cross-selling opportunities.
Position ASP as a trusted partner in sterilisation, HLD, and infection-prevention solutions.
Provide appropriate customer support related to product utilisation and inventory within company guidelines.
Understand customer practices and identify opportunities to improve infection-prevention and sterilisation processes using appropriate ASP solutions.
Engage clinicians and healthcare professionals through individual discussions, educational programmes, and group sessions.
Identify customer education and in-service requirements with internal stakeholders, and coordinate and deliver customer education programmes supporting safe and appropriate product use.
Develop relationships with hospital stakeholders to encourage adoption, confidence, and long-term customer loyalty.
Maintain strong technical and clinical knowledge of ASP products, applications, benefits, and value propositions.
Demonstrate product applications and communicate differentiation against competing solutions.
Monitor competitor products, positioning, features, advantages, limitations, customer practices, purchasing behaviour, and market activity.
Strengthen product and market knowledge through field experience, training, and customer and key-user engagement.
Manage receivables and collections, ensuring commercial commitments are followed through.
Manage operating expenses, travel, promotional expenditure, equipment, and samples responsibly within approved budgets and guidelines.
Plan resources to maximise territory productivity and return on investment.
Maintain disciplined forecasting and visibility of opportunities and risks, and seek approvals for deviations from commercial or expense guidelines.
Conduct business with integrity, ethics, and professionalism, complying with ASP policies and applicable requirements.
Build transparent, credible customer relationships and balance commercial execution with responsible business practices.