Drive revenue growth by managing and expanding the distributor network for medical devices, focusing on channel sales, territory expansion, and relationship management in Hyderabad.

About the Company

Startoon Labs Pvt. Ltd is an innovative Indian healthcare technology company dedicated to providing advanced medical devices, physiotherapy, rehabilitation, and diagnostic solutions. With a strong focus on improving patient outcomes, the company develops and markets products that empower healthcare professionals and institutions. Based in Hyderabad, Startoon Labs is rapidly growing and seeks to strengthen its market presence across India through an effective distributor network.

Role Overview

We are seeking an experienced Distribution Sales Manager to develop and manage the company’s distributor network and drive revenue growth through channel sales. This role focuses on identifying and onboarding distributors, expanding market coverage, managing distributor relationships, achieving sales targets, and ensuring effective product movement and market penetration. The ideal candidate will have strong experience in channel sales, distributor management, territory expansion, B2B sales, and relationship management, preferably in medical devices, healthcare, physiotherapy, rehabilitation, diagnostics, or a related industry. You will take ownership of assigned territories and revenue targets, build the distribution network from the ground up, and coordinate with cross-functional teams to ensure smooth order execution.

Key Responsibilities

• Develop and execute the distribution sales strategy for assigned territories.
• Identify, evaluate, and onboard new distributors, dealers, and channel partners.
• Build and maintain strong relationships with distributors and key channel partners.
• Achieve monthly, quarterly, and annual sales and revenue targets.
• Expand distributor coverage into new cities, regions, hospitals, clinics, physiotherapy centres, and healthcare institutions.
• Drive primary sales (company to distributor) and secondary sales (distributor to customer).
• Generate and maintain a healthy distributor pipeline and regularly track conversion.
• Conduct distributor meetings, product presentations, negotiations, and commercial discussions.
• Ensure distributors understand product, pricing, positioning, sales process, and product benefits.
• Monitor distributor inventory, order cycles, stock movement, and replenishment requirements.
• Track territory-wise sales performance and identify opportunities for growth.
• Coordinate with marketing, pre-sales, post-sales, finance, and operations teams for smooth order execution.
• Support distributors in generating leads and converting opportunities into sales.
• Monitor competitor activities, market pricing, customer feedback, and market trends.
• Ensure timely collection of payments and maintain healthy distributor receivables.
• Resolve distributor-related commercial, operational, and customer issues in coordination with relevant teams.
• Conduct regular market visits and distributor visits to understand ground-level business opportunities.
• Prepare sales forecasts, distributor reports, territory plans, and performance updates for management.
• Ensure proper documentation and adherence to company policies, pricing structures, and sales processes.
• Develop long-term channel partnerships that contribute to sustainable revenue growth.

Tech Stack

• CRM software (e.g., Salesforce, HubSpot, or equivalent) for pipeline and distributor management.
• MS Office Suite (Excel, PowerPoint, Word) for reporting, forecasting, and presentations.
• ERP systems for order and inventory tracking.
• Communication tools (e.g., Zoom, Microsoft Teams, WhatsApp Business) for virtual distributor meetings.
• Data analytics tools for market and sales performance analysis.

Bachelor's degree in Business Administration, Marketing, Sales, Healthcare, or related field. Minimum 4 years of experience in distribution/channel sales or business development. Proven track record of achieving sales targets through distributors/channel partners. Strong negotiation, communication, and presentation skills.

Performance-based incentives, travel allowance, professional development opportunities, health insurance, and the chance to build a distribution network from the ground up.