PadCare
Website:
padcarelabs.com
Job details:
About us:
PadCare Labs is a Pune-based, DPIIT-recognised deep-tech company that has built the world's first CPCB-approved sanitary waste recycling technology — PadCareX, a patented 5D chemo-mechanical process that recovers cellulose pulp and plastic from used sanitary pads and diapers at a 99.9% recycling rate with zero discharge. We are backed by NITI Aayog, the Department of Biotechnology and the Ministry of Housing & Urban Affairs, and have been recognised by Forbes Asia 30 Under 30, the World Economic Forum and UNICEF.
We operate across 25+ cities with plants in Pune and Bengaluru, serve 800+ enterprise clients including HP, Mercedes-Benz, Meta, Pfizer, P&G, Mahindra, Bajaj, Volvo and Marriott, and have recycled 49.6 lakh+ pads while conserving 249+ MT of CO₂e — independently verified at 2.14 kg CO₂e saved per kg recycled under ISO 14040/44.
Role overview & Key responsibilities:
Why this role exists now: Three mandates have converted sanitary waste from a discretionary ESG spend into a statutory obligation for every Indian city and public institution: the Solid Waste Management Rules 2026, which make sanitary waste a mandatory fourth segregation stream; the January 2026 Supreme Court judgment declaring menstrual health a fundamental right under Article 21; and EPR Rules 2024, live from April 2026. Every Municipal Commissioner, university Registrar and Estate Officer in India now has an obligation they have no approved processing route for — and PadCare owns the only one. This role exists to convert that window into contracts, city by city, before anyone else defines the category.
You will own PadCare's government and institutional sales motion end to end — from identifying the right official in an unfamiliar city to walking out with a signed purchase order. This is a full-cycle closing role, not a lead-passing or business-development-support role. You will be in front of Municipal Commissioners, Additional and Deputy Commissioners, Vice-Chancellors, Registrars, Estate Officers, State Project Directors and PSU heads, and you will be measured on order book value, not on meetings held.
You will sell the full PadCare ecosystem into the public sector: sanitary napkins, vending machines, PadCare bins and the PadCareX recycling service — across urban local bodies, educational institutions, government buildings, metro and transport networks, PSUs, hospitals and state departments.
1. Lead generation and territory development
- Build and own a PAN-India target list of urban local bodies, municipal corporations and councils, state universities and autonomous colleges, government secretariats and estates, metro rail and transport corporations, PSUs, public hospitals and state departments.
- Map each target institution to a named decision structure: the signatory with financial authority, the technical owner who writes the specification, and the sponsor with an institutional reason to want the project to happen.
- Identify the funding line for every opportunity — SBM-U 2.0, 15th Finance Commission grants, ULB own-source revenue, Samagra Shiksha, NHM, WCD budgets, DMF, MPLADS/MLA-LAD, university development funds, CSR or producer EPR obligation.
- Generate first meetings through formal institutional channels: written proposals to the office of the Commissioner or Registrar, departmental presentations, industry and government forums, conferences, and referrals from existing government clients.
- Track officer transfers and postings across states, and re-engage relationships within thirty days of a transfer — a satisfied officer in a new city is our warmest possible entry point.
2. Government engagement and relationship management
- Conduct in-person meetings with Municipal Commissioners, Additional and Deputy Commissioners, Chief Officers, District Collectors, Vice-Chancellors, Registrars, Estate Officers, Chief Engineers, Medical Officers of Health and State Project Directors.
- Adapt register and framing to the seniority and mandate of the official — compliance and legacy for Commissioners and Secretaries, operational reliability and SLAs for Estate Officers and Engineers, student welfare and accreditation scoring for university leadership.
- Present PadCare's technology, LCA-verified impact data, regulatory alignment and case evidence credibly and accurately, and answer technical questions on the 5D process, CPCB approval scope and PadCare One reporting without overstating any claim.
- Organise plant visits and live-site demonstrations for prospective officials, and coordinate awareness sessions and pilot launches with departmental teams.
- Maintain complete written and inward-acknowledged correspondence records for every government interaction, as required for audit and RTI defensibility.
3. GeM, tenders and procurement execution
- Own PadCare's GeM presence end to end: product and service listings, category placement, catalogue accuracy, Direct Purchase orders, L1 and comparative bids, bid participation and reverse auctions.
- Pursue GeM Custom Bid and category creation where no existing category adequately describes sanitary waste recycling as a service — helping write the specification that becomes the national default.
- Manage the full tender lifecycle on state and ULB e-procurement portals: tender identification and tracking, eligibility assessment, pre-bid queries, technical and financial bid preparation, EMD and performance security, documentation, and post-award formalities.
- Invoke PadCare's DPIIT startup and MSE procurement entitlements where applicable — including relaxation of prior turnover and prior experience criteria — and file pre-bid representations where eligibility clauses unfairly exclude qualified innovators.
- Pursue empanelment and rate contracts as a priority outcome, and prepare sole-source justification files for patented, CPCB-approved technology where the procurement route legitimately permits it.
4.Closing and handover
- Drive the file through the department's administrative approval chain — technical sanction, administrative approval, Standing Committee or Board where applicable — and know exactly where the file is sitting at all times.
- Negotiate commercial terms, SLAs, payment milestones and contract duration within approved pricing guardrails.
- Secure the purchase order, work order or empanelment letter, and complete all award formalities including agreements, security deposits and vendor registration.
- Hand over cleanly to operations for installation and commissioning, ensure PadCare One logins are activated for named officers, and remain the relationship owner for expansion, renewal and reference generation.
- Support collections by tracking bill submission, sanction and release through the department's accounts channel — in government, the sale is not complete until the payment is released.
6. Reporting and discipline
- Maintain a live CRM in which every opportunity carries five mandatory fields: signatory, technical owner, sponsor, budget head and procurement route. No proposal leaves PadCare until all five are recorded.
- Submit weekly pipeline, meeting and travel reports, and a monthly territory review with forecast and slippage analysis.
- Feed market intelligence back to leadership — competitor activity, tender trends, policy changes, state scheme announcements and budget cycle timings.
What we're looking for:
Essential:
- 3–6 years of B2G or institutional sales experience with a demonstrable record of closing deals with government buyers — not merely supporting them.
- At least one closed deal with an Urban Local Body — a municipal corporation, municipal council, nagar parishad or equivalent. Candidates who have sold to ULBs, and can describe the file journey from first meeting to purchase order, will be strongly preferred.
- Working command of GeM — listings, category placement, Direct Purchase, L1 and comparative bids, bid participation, reverse auctions, and the practical mechanics of getting an order placed on the portal.
- Tender and e-procurement fluency — reading eligibility criteria correctly, preparing technical and financial bids, EMD and performance security, pre-bid queries, and post-award documentation.
- Understanding of government budget and approval mechanics — how a file moves, what a technical sanction is, what administrative approval means, what a Standing Committee does, and why the January-to-March window matters.
- Willingness and ability to travel 50–60% PAN India, including Tier-2 and Tier-3 cities, at short notice.
- Strong written English — the ability to draft a proposal or a letter to a Commissioner that is accurate, formal and appropriately pitched. Much of this role is won on paper.
- Graduate degree; MBA, engineering or public policy background is an advantage but not a requirement.
Strongly Preferred:
- Prior experience in solid waste management, sanitation, water, environmental services, smart cities, public health or infrastructure sales.
- Existing relationships across municipal administration, state urban development departments, education departments or public universities.
- Experience selling in a mission or scheme-funded context — SBM-U, Samagra Shiksha, NHM, AMRUT, Smart Cities Mission or similar.
- Working proficiency in a second Indian language beyond Hindi and English, particularly a southern or eastern language.
- Exposure to PPP, BOOT or concession structures.
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