Director of Sales
xponentiate
Director of Sales
xponentiate
xponentiate · Bengaluru, India · — · Posted 2026-11-12
Workplace: on_site
Department: Xponentiate
Cardiac Design Labs is an Indian medical technology company developing AI-enabled cardiac diagnostics and vital-signs monitoring solutions through proprietary software and hardware. The Director of Sales will lead the company’s India commercial organisation and accelerate adoption of Padma Rhythms (extended ambulatory ECG monitoring) and Padma Vitals (wearable patient monitoring).
Core mandate: Deliver the first year commercial plan of active hospital activations and Padma Rhythms test orders; scale monthly test volumes; and lead the planned January 2027 rollout of Padma Vitals across general wards and step-down units, including 20-bed block evaluation pilots.
Own India sales strategy, revenue delivery, sales P&L, forecasting and execution across direct and channel-led routes to market.
Personally develop and close strategic hospital relationships, including corporate hospital groups and key institutional accounts such as Apollo, Narayana Health, Fortis, Max, Medanta, KIMS, Kauvery and Aster.
Lead adoption of Padma Rhythms and Padma Vitals through clinical, operational and economic value propositions; build demand with cardiology, electrophysiology, critical care, anaesthesia, nursing, procurement and hospital leadership stakeholders.
Drive subscription, per-test and per-bed/day operating-expense sales models that reduce customer capital expenditure barriers. Relevant models include Padma Rhythms per-test tiers and Padma Vitals at ₹200 per bed/day.
Develop account plans, customer champions and repeatable activation campaigns to increase utilisation and sustain account performance.
Build and govern a high-performing national network of distributors, dealers and manufacturer representatives across South, West, North and East India.
Select, negotiate with, onboard and develop channel partners; establish clear territories, targets, operating rhythms and performance expectations.
Manage distributor quotas, margins, transfer pricing and co-marketing commitments, treating partners as an extension of the company’s commercial organisation.
Balance direct strategic-account coverage with channel expansion to improve market penetration and reach.
Build and scale the national sales organisation, including Regional Sales Managers, Sales Representatives and approximately 4–6 hybrid Clinical Sales Specialists.
Recruit, onboard, coach and retain a high-performing field team; set clear objectives, regional plans, quotas and accountability.
Lead regular joint field visits, clinician ride-alongs, deal reviews and practical pitch coaching.
Develop team capability through structured training, mentoring and succession-oriented talent development; coordinate matrixed Clinical Application Specialist support with clinical leadership.
Establish disciplined sales processes, CRM usage, pipeline reviews, account plans, regional quotas and conversion metrics.
Monitor weekly field activity, funnel progression, deal velocity, test volumes, device utilisation and forecast accuracy; identify bottlenecks and initiate corrective action.
Work closely with Marketing, Clinical Support, R&D, Order Fulfilment and Operations to ensure effective device placement, timely report turnaround and appropriate device tracking, including in home-care settings.
Use data and practical commercial insight to improve territory allocation, customer experience, sales productivity and execution quality.
Use CRM, analytics and relevant AI-enabled tools to improve account intelligence, sales forecasting, pipeline visibility and field-force productivity.
Build or enhance systems for activity capture, campaign tracking, opportunity management, quotation/proposal generation and customer/market data management.
Use market intelligence to identify hospital expansion, procurement opportunities, competitive activity and account-level growth potential.
Apply technology as an aid to sound commercial judgement and customer understanding—not as a substitute for experience or decision-making.
Typically 12–18+ years of progressive sales leadership experience in medical devices, MedTech, HealthTech, cardiology equipment or hospital technology sales in India.
Demonstrated success building and leading sales teams, ideally managing organisations of 25–30+ people across direct and channel-led models.
Strong ownership of sales P&L, business planning, forecasting and delivery against ambitious growth targets; experience scaling a business or product from an early stage is highly valued.
Experience with subscription, Device-as-a-Service (DaaS), per-test, consumable or other recurring / operating-expense commercial models is strongly preferred.
Evidence of personally winning and expanding large hospital or institutional accounts, with the ability to engage senior hospital decision-makers.
Established relationships with Indian cardiologists, electrophysiologists, intensivists and/or senior hospital leaders, including COOs, CFOs, clinical heads and procurement directors.
Strong understanding of hospital buying processes and the ability to sell clinical, operational and financial value to multiple stakeholders.
Confident people leader with demonstrated capability in hiring, coaching, performance management, partner development and cross-functional collaboration.
Commercially driven, strategic and hands-on; brings ownership, agility, problem-solving ability, curiosity and a continuous-learning mindset.
Comfortable with digital health platforms, cloud-based solutions, CRM systems, data analytics and AI productivity tools.
- Bachelor’s degree in Biomedical Engineering, Life Sciences, Business Administration or a related discipline. An MBA, preferably from a leading institute, is desirable.
Candidates should be able to provide verifiable professional references and demonstrate credible relationships with clinicians and senior hospital stakeholders. International market exposure is an advantage, though the immediate priority for this role is to build and deliver the India business.
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