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Company Description Medikabazaar is a leading healthcare solutions provider transforming how medical supplies are procured through a cutting-edge e-commerce platform. The company supports hospitals, clinics, and individual practitioners by streamlining purchasing processes and reducing operational effort. Its extensive catalog includes medical equipment, consumables, and pharmaceuticals from trusted manufacturers and suppliers across the country. A user-friendly interface, secure payments, and timely delivery ensure a seamless buying experience, backed by competitive pricing and strong customer support. Driven by a team of experienced professionals, Medikabazaar leverages technology to bring the latest medical innovations to healthcare providers and is committed to building a more efficient, reliable, and healthier future.
Job Description
Medikabazaar is expanding its IVD business and is seeking an experienced Senior Manager / Regional Business Manager – IVD to drive regional commercial growth across its in-vitro diagnostics portfolio, including Hematology, Clinical Chemistry, CLIA, MALDI, Molecular Diagnostics, and Urinalysis solutions.
The incumbent will be responsible for regional sales ownership, key-account development, instrument placement, reagent business growth, competitive conversion, institutional business, and channel management.
This role requires a strong commercial leader with deep IVD domain knowledge, consultative selling capability, and proven experience in building sustainable diagnostics business across hospitals, laboratories, diagnostic chains, and institutional accounts.
Key Responsibilities1. Regional Business Ownership
· Own the regional sales and business development plan for the Medikabazaar IVD portfolio.
· Achieve agreed revenue, gross-margin, and profitability targets.
· Develop annual, quarterly, and monthly business plans for the assigned geography.
· Build a strong and predictable sales pipeline.
· Identify market opportunities and develop plans to increase Medikabazaar’s regional IVD market presence.
2. Key Account Management
Develop and maintain strategic relationships with diagnostic chains, corporate hospitals, medical colleges, private laboratories, government institutions, reference laboratories, hospital networks, and institutional procurement teams.
The role requires multi-level stakeholder management with Laboratory Heads, Pathologists, Procurement, Finance, Hospital Management, CXO-level stakeholders, and KOLs. Strategic account planning and executive-level engagement will be central to success.
3. Instrument Placement & Reagent Business
Drive the complete commercial cycle: Lead → Opportunity → Evaluation → Demonstration → Negotiation → Instrument Placement → Installation → Reagent Conversion → Menu Expansion → Account Growth.
The candidate should understand that IVD business is not only about instrument sales, but also about developing a recurring reagent and consumables business across the installed base.
4. Competitive Conversion
· Identify competitor-installed accounts and develop account-specific conversion strategies.
· Conduct competitive mapping and market intelligence.
· Develop compelling commercial and clinical value propositions.
· Drive conversion of competitive instruments and reagent accounts.
5. Channel & Distributor Management
· Identify and develop strong regional channel partners.
· Manage distributor performance, forecasting, and inventory.
· Develop distributor business plans and ensure adequate market coverage.
· Monitor secondary sales and reagent consumption.
· Work closely with distributors on strategic accounts and large opportunities.
6. Institutional Business
Drive business opportunities through Pvt. hospitals, medical colleges, Corporate Procurement bodies, institutional accounts, GeM, tenders, and large healthcare projects. Experience in government and institutional business will be strongly preferred.
7. Business Development
· Identify new laboratory, hospital, and diagnostic-chain accounts.
· Drive new instrument placements, reagent conversion, menu expansion, and account growth.
· Cross-sell across the Medikabazaar IVD portfolio, including Hematology, Clinical Chemistry, CLIA, MALDI, Molecular Diagnostics, and Urinalysis.
· Build strategic partnerships to accelerate regional business growth.
8. Cross-functional Leadership
Work closely with Applications, Service, Product Management, Marketing, Finance, Supply Chain, Regulatory, and Customer Support teams to ensure successful customer acquisition, installation, reagent conversion, customer satisfaction, and retention.
9. Sales Forecasting & CRM Discipline
· Maintain an accurate opportunity pipeline and provide monthly and quarterly forecasts.
· Track conversion probability, monitor the sales funnel, and review account-wise performance.
· Maintain strong visibility of business opportunities and ensure timely CRM updates.
· Demonstrate strong CRM and pipeline discipline expected in senior IVD commercial roles.
Ideal Candidate Profile
Experience: 12–15+ years of overall experience, with substantial exposure to IVD, Diagnostics, Laboratory Equipment, Laboratory Automation, Medical Devices, or Core Laboratory Solutions.
Preferred product experience includes Hematology, Clinical Chemistry, Immunoassay / CLIA, MALDI, Molecular Diagnostics, Urinalysis, Coagulation, and related laboratory diagnostics platforms.
Key requirement: Demonstrated experience in high-value diagnostic instrument sales and strategic/key-account management, not only consumables or pharmaceutical sales.
Target Talent Pool
We would particularly welcome candidates currently or previously working with established IVD, laboratory equipment, or diagnostics organisations or
Equivalent experience from other reputed IVD, laboratory equipment, or diagnostic companies will also be considered. Candidates with transferable diagnostics experience across relevant platforms and geographies are encouraged to apply.
Educational Qualification
· Mandatory: Bachelor’s degree in Life Sciences, Biotechnology, Biochemistry, Medical Technology, Pharmacy, Biomedical Science, or a related discipline.
· Preferred: MBA / PGDM in Sales, Marketing, or Business Management.
Critical Competencies
· Strategic Account Management
· Consultative Selling
· IVD Domain Knowledge
· Commercial Acumen
· Negotiation Skills
· Channel Management
· Competitive Conversion
· Pipeline Management
· Tender Management
· Customer Relationship Management
· Business Planning
· Cross-functional Leadership
