Medical Representative

Position Summary

The Field Sales Engineer drives business development and order closure for Modular Operation Theatre systems by engaging hospitals, contractors, architects and healthcare project consultants. The role identifies opportunities, understands customer requirements at site, works with the Draftsman to develop layout proposals and costing, negotiates and closes orders, and hands over won orders cleanly to the plant team for execution. The Field Sales Engineer reports to the Sales Head and is measured on revenue, order closure and customer relationship outcomes.

Key Responsibilities

Business Development & Lead Generation

•      Identify and develop leads through hospitals, pharmaceutical companies, healthcare project consultants, architects, contractors and government/private tenders.

•      Build and maintain a strong sales pipeline; report pipeline status regularly to the Sales Head.

•      Track market and competitor activity in the modular OT/healthcare-infrastructure segment.

Customer Engagement & Technical Selling

•      Conduct site visits to understand customer OT layout requirements, civil constraints and project timelines.

•      Present the company's modular OT solutions, technical capabilities and past project references to prospective customers.

•      Brief the Draftsman with accurate site/requirement inputs for preparing concept layouts and BOQ-based proposals.

•      Present proposals, clarify technical queries, and manage revisions in coordination with the Draftsman.

Negotiation & Order Closure

•      Negotiate commercial terms, pricing and delivery timelines within approved limits; escalate exceptions to the Sales Head.

•      Close orders and ensure timely documentation (PO, advance payment terms, agreed specifications).

•      Hand over won orders to the Design/Production team with complete, customer-approved design and BOQ, ensuring no ambiguity for execution.

Post-Order & Relationship Management

•      Coordinate with the Plant Manager/Designer during execution for any customer-side clarifications or site issues.

•      Maintain relationships post-delivery for repeat business, referrals and after-sales satisfaction.

•      Support collections/payment follow-up as per agreed commercial terms.

Key Result Areas (KRA)

1. Revenue & Order Closure

•      Achieve assigned monthly/quarterly sales (order booking) target.

•      Maintain a healthy, accurately updated sales pipeline/CRM.

2. Proposal Quality & Handover

•      Ensure requirement briefs given to the Draftsman are accurate, minimizing proposal rework.

•      Hand over 100% of won orders with complete, unambiguous customer-approved design and BOQ.

3. Customer Relationship

•      Maintain high customer satisfaction and repeat/referral business rate.

•      Resolve customer-side queries during execution within agreed turnaround.

4. Commercial Discipline

•      Close orders within approved pricing/discount limits.

•      Support on-time collections as per agreed payment terms.

Key Performance Indicators (KPIs)

•      Sales/order booking value vs. target

•      Number of qualified leads generated and conversion rate

•      Proposal-to-order closure ratio and average sales cycle time

•      Customer satisfaction / repeat business rate

•      Collections/receivables turnaround against terms

Candidate Requirements

Education

•      B.E./B.Tech/Diploma in Mechanical, Electrical, Biomedical or related engineering. MBA in Sales/Marketing is an advantage.

Experience

•      4–8 years in technical/B2B sales, preferably in Modular OT, pharmaceutical companies, HVAC, cleanroom, or medical infrastructure/capital equipment sales.

•      Experience selling to hospitals, healthcare consultants, architects or government tenders is strongly preferred.

Knowledge & Skills

•      Ability to understand and discuss technical layouts, OT specifications and BOQs with customers.

•      Strong negotiation, proposal presentation and closing skills.

•      Working knowledge of tendering/government procurement processes is a plus.

•      CRM/pipeline reporting discipline.

Behavioral Attributes

•      Self-driven, target-oriented, and comfortable with extensive field travel.

•      Strong relationship-building skills across hospital administration, doctors, architects and contractors.

•      Clear, technically credible communicator who can brief design/production teams accurately.

•      Resilient and consultative selling approach for long, technical sales cycles.