Head - HBDC Business

Role Summary

The Government Business Lead will be responsible for driving business growth across Central Government, State Government, Public Health Institutions, Autonomous Bodies, Medical Colleges, and National Health Programs. The role requires strong expertise in government procurement, tender management, public-health funding mechanisms, stakeholder engagement, and channel partner management. The incumbent will identify, influence, and secure opportunities across key national healthcare initiatives including NACO, National TB Elimination Program (NTEP), National Viral Hepatitis Control Program, Virology surveillance programs, Anemia Mukt Bharat, National Health Mission (NHM) programs, and other disease-control and public health initiatives.

Key Responsibilities:

Business Development & Strategic Account Management

• Develop and execute government business strategy to drive revenue growth across public healthcare institutions and government agencies.
• Build relationships with key stakeholders across Central /State procurement agencies, State Health Departments, NHM, medical colleges, public sector institutions, and autonomous bodies.
• Identify and qualify opportunities within national and state healthcare programs as well as “CARE” accounts
• Own and manage strategic government accounts, including high-value institutional and CARES-funded projects.
• Develop annual territory and account plans to maximize market penetration.

National Health Program Engagement

• Drive business opportunities within key public-health initiatives such as:
  • National AIDS Control Organisation (NACO)
  • National TB Elimination Program (NTEP)
  • National Viral Hepatitis Control Program (NVHCP)
  • National Health Mission (NHM)
  • Anemia Mukt Bharat
  • State and Central Government healthcare projects
• Understand program objectives, budget planning, procurement cycles, and decision-making frameworks.

Sales planning, forecasting & Tender Management

• Drive business through tenders (Center/State/CARE)
• Manage end-to-end tender lifecycle from opportunity identification to order execution.
• Track, nurture opportunity and manage sales through tenders, examples :
  • Central Public Procurement Portal (CPPP)
  • Government e-Marketplace (GeM)
  • Direct procurement routes
  • Rate contracts and framework agreements
• Coordinate with internal teams like Tender, Finance, Logistics, Legal, Order Management etc.. for bid submission, pricing, compliance, documentation, and commercial approvals.

Funding Landscape Management

• Develop deep understanding of healthcare funding mechanisms including:
  • NHM budget allocations (PIP/RoP)
  • State healthcare budgets
  • “CARE” Accounts funding landscape, procurement and utilization process

Channel Partner Management

• Appoint, manage, and develop channel partners for government business compliantly
• Monitor partner performance against defined KPIs.
• Ensure partner compliance and efficient order execution.
• Lead/Support partners in bid preparation, documentation, and stakeholder engagement.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Regulatory, Finance, Supply Chain, Legal, Tender team, and Service/Application teams.
• Ensure seamless execution from lead generation through order fulfillment.
• Provide market intelligence and customer insights to internal stakeholders.

Compliance & Governance

• Adhere to all applicable government procurement regulations and company compliance policies.
• Maintain accurate opportunity pipeline and forecasting reports.
• Ensure ethical and transparent engagement with all government stakeholders.

• Bachelor's degree in Science, Biotechnology or related field.
• MBA or equivalent business qualification preferred.

Experience Requirements

• 15 + years’ experience in Diagnostics/Healthcare with min 6/7 years of experience in managing Government/Public Business
• Proven experience working with Central Government, State Governments, NHM, public hospitals, medical colleges, and government procurement agencies.
• Demonstrated experience managing opportunities within national healthcare programs such as NACO, TB, Virology, Anemia, NHM, or related initiatives.
• Strong experience in CPPP, GeM, and direct procurement processes and Proven track record in end-to-end tender management and successful bid participation.
• Experience managing channel partners and distributors for government business.
• Experience in Team management

Key Competencies

• Government Sales & Key Account Management
• Public Health Program Engagement
• Funding Landscape Analysis
• Strategic Stakeholder Management
• Institutional Sales
• Channel Partner Management
• Negotiation & Commercial Acumen
• Forecasting & Pipeline/Funnel Management
• Cross-functional Leadership
• Team management

Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit www.danaher.com.