Director Public South & Central
Eppendorf
- Location
- Bengaluru, Karnataka, India
- Job type
- Full-time
Required skills
- account management
- biotechnology
- business objectives
- business performance
- compliance
- customer needs
- customer retention
- product management
About the role
Website:
eppendorf.com
Job details:
How you can make an impact
- In our organization, you lead the business for the allocated region, ensuring that customers in government, academic, research, healthcare and publicly funded institutions receive the right Eppendorf solutions to support scientific progress and laboratory productivity. Your work directly contributes to revenue growth, strategic account development, brand building and long-term customer loyalty.
- You take ownership of regional sales strategy and execution for the segment, translating national business priorities into clear territory plans, account plans, team objectives and measurable outcomes.
- You lead business growth by identifying opportunities, building pipeline visibility, driving tender participation, supporting negotiations and ensuring disciplined follow-up through to closure.
- You develop and maintain strong relationships with senior stakeholders, executive decision makers, procurement teams, technical influencers, principal investigators, laboratory heads and institutional buyers across key public accounts.
- You ensure effective communication with customers on a regular basis, cultivating trusted business relationships and positioning Eppendorf as a reliable long-term partner for laboratory solutions.
- You bring a strong understanding of Business-to-Business sales in public-sector environments, including account mapping, stakeholder management, buying processes, tender cycles, compliance requirements and relationship-based selling.
- You oversee tender opportunities, commercial proposals, Incoterms and contractual requirements, ensuring that submissions are accurate, competitive, compliant and aligned with company policies.
- You develop in-depth functional and technical knowledge of Eppendorf products and solutions, enabling you and your team to recommend optimal customer solutions and cross-sell effectively to maximize sales potential.
- You manage, guide and collaborate with dealers and channel partners across the region, ensuring alignment on customer coverage, opportunity development, pricing discipline, market priorities and execution standards.
- You lead, coach and develop the regional sales team, demonstrating the company sales process, setting performance expectations, supporting capability building and helping team members achieve defined objectives.
- You contribute to higher management goals by aligning regional execution with company priorities for revenue, profitability, CAGR, market share, brand building, customer retention and operational discipline.
- You monitor regional business performance, sales forecasts, pipeline health, productivity, payment collection and key account progress, using data and market insights to support timely decisions.
- You ensure timely collection of payments from customers in accordance with company policy, working with internal stakeholders to resolve commercial issues and maintain healthy receivables.
- You work effectively in a matrix organization, collaborating with Sales, Service, Marketing, Finance, Supply Chain, Product Management, Dealers, Channel Partners and Senior Management to deliver a seamless customer experience.
- You provide support and insight to colleagues on customer issues, business challenges and escalations, applying strong problem-solving and issue-resolution skills to protect customer satisfaction and business continuity.
- You act as a recognized resource and leader in setting best practices, promoting structured sales execution, account discipline, customer focus, integrity and continuous improvement across the region.
- You lead by example in professionalism, integrity, honesty and trustworthiness, both internally and externally, maintaining focus on brand building as a cornerstone of sustainable business success.
- You understand KRAs and competencies and can explain how both together drive performance, ensuring that individual and team contributions are aligned with organizational goals.
What sets you apart
- Bringing a relevant degree in business, life sciences, biotechnology, biomedical sciences, engineering, instrumentation or a related field — or an equivalent combination of education and senior commercial experience.
- Building on 5–10 years of progressive experience in sales, business development, public-sector sales, key account management, channel management or commercial leadership, ideally in life sciences, laboratory equipment, healthcare, diagnostics or a related B2B environment.
- Should have 3 - 5 years of experience in leading and managing teams, including coaching managers or sales professionals, driving performance, resolving issues and building a culture of accountability.
- Demonstrating a strong track record of achieving sales targets, growing revenue, maintaining above-company-average CAGR and delivering sustainable business performance across a region or strategic customer segment.
- Possessing strong knowledge of tenders, Incoterms, public procurement processes, commercial proposals, contract requirements and customer negotiation practices.
- Applying a deep understanding of Business-to-Business sales, especially in complex accounts with multiple stakeholders, long decision cycles and formal procurement processes.
- Communicating clearly and professionally with customers, executive decision makers, channel partners, dealers, internal stakeholders and senior management, both verbally and in writing.
- Projecting a professional demeanor and acting as a person of integrity, honesty and trustworthiness in every aspect of work.
- Developing strong functional and technical knowledge of Eppendorf products, applications and customer workflows, with the ability to guide solution recommendations and support cross-selling opportunities.
- Demonstrating the ability to recommend optimal solutions to customers, shape strategic opportunities and maximize sales potential across product categories and customer segments.
- Managing multiple priorities, regional requirements, customer escalations, team responsibilities and business deadlines while maintaining focus, quality and commercial discipline.
- Working successfully in a matrix organization with multiple stakeholders, aligning teams and functions around shared customer and business objectives.
- Showing strength in problem solving, issue resolution and decision making, with the ability to provide practical support and direction to colleagues, teams and customers.
- Recognized by management as a resource and leader in setting best practices, improving sales execution and supporting higher business standards.
- Collaborating effectively as part of a leadership team while also taking full ownership of regional performance, people development and customer outcomes.
- Maintaining a strong focus on brand building, customer trust and long-term market credibility as essential drivers of sustainable growth.
- Showing willingness to learn and grow by staying updated on products, market trends, procurement practices, customer needs, leadership methods and sales excellence initiatives.
What we offer
- Purpose and impact. You lead a business area that supports public research, healthcare, academic and scientific institutions with solutions that enable reliable laboratory outcomes and scientific progress.
- We value your contribution. An attractive compensation package, employee benefits and performance-related incentives recognize the importance of your role in regional revenue growth, public-sector customer development, team leadership and business success.
- Learning that moves you forward. Through leadership development, product trainings, sales excellence programs, digital learning platforms, workshops and on-the-job exposure, you continuously expand your strategic, technical and commercial expertise.
- Room to grow. You take ownership of a high-impact regional business with visibility on your contribution, and you have the opportunity to advance toward broader commercial, country-level or strategic leadership responsibilities over time.
- Fair and supportive. You work in a culture based on collaboration, respect and openness, with clear expectations, constructive feedback and development opportunities to help you and your team succeed.
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