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Senior B2B Sales Lead – Institutional Healthcare (Medical Devices & Solutions)
Windswood
Dubai, UAE
Full Time
Senior
2 days ago
Consultative SellingB2B SalesHealthcare ProcurementProject ManagementRelationship ManagementPipeline Management
Free
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Consultative SellingB2B SalesHealthcare Procurement
About the Role
Windswood seeks a Senior B2B Sales Lead to drive commercial development in institutional healthcare across the UAE and selected regional markets. The role involves consultative selling of professional-use medical devices and solutions to hospitals, clinics, and rehabilitation providers.
Key Skills for This Role
Consultative SellingB2B SalesHealthcare ProcurementProject ManagementRelationship ManagementPipeline Management
Responsibilities
- Develop and own the go to market approach for institutional healthcare in UAE and selected regional markets
- Build and maintain a targeted pipeline of priority accounts
- Position curated portfolio as solutions (e.g., diagnostics suites, recovery and rehabilitation solutions) not single devices
- Work with internal and external technical/clinical resources to assemble solution proposals
- Prepare structured proposals for institutional approval processes
- Coordinate with manufacturer partners and internal resources to ensure installation, onboarding and training are delivered to agreed standards
- Act as primary commercial owner for each account, ensuring issues are addressed and opportunities for expansion are pursued
- Ensure all required technical, regulatory and operational documentation is available and aligned with institutional requirements
- Provide structured feedback on institutional buying behaviour, product performance, and competitor offerings
Requirements
- 7–12 years in B2B sales or business development in healthcare or medical technology in the GCC, ideally UAE
- Proven experience managing complex institutional sales cycles involving multiple stakeholders (clinical, biomedical, procurement, finance)
- Background in medical devices, diagnostics, healthcare technology/equipment distribution, or rehabilitation/sports medicine solutions
- Solid understanding of healthcare procurement and approval processes in the region
- Experience coordinating onboarding/training and after sales service is a strong plus
- Project management expertise
Full Job Posting
Role Purpose
- Lead B2B commercial development in the institutional healthcare vertical, focused on consultative selling of curated, professional use devices and solutions into hospitals, clinics, diagnostics and rehabilitation/performance medicine providers
- Works closely with: Product/portfolio lead, technical/clinical advisors (internal or external), training/after sales support, manufacturer partners
Key Responsibilities
- Develop and own the go to market approach for institutional healthcare (UAE and selected regional markets)
- Build and maintain a targeted pipeline of priority accounts
- Position curated portfolio as solutions (e.g. diagnostics suites, recovery and rehabilitation solutions, stress and sleep optimisation), not single devices
- Work with internal and external technical/clinical resources and manufacturers to assemble solution proposals that include devices, installation considerations, workflow and training requirements, and service/support arrangements
- Prepare structured proposals for internal institutional approval processes (including basic business case framing where relevant)
- Coordinate with manufacturer partners and internal resources to ensure installation, onboarding and training are delivered to agreed standards
- Act as the primary commercial owner for each account, ensuring issues are addressed, satisfaction is monitored, and opportunities for expansion (additional departments, sites, service lines) are systematically pursued
- Ensure that all required technical, regulatory and operational documentation from manufacturers is available, current, and aligned with institutional requirements
- Work closely with internal compliance resources or advisors to respect regulatory boundaries in all commercial activities
Market and Portfolio Insights
- Provide structured feedback on institutional buying behaviour, approval processes, product performance in clinical environments, and competitor offerings
- Contribute to ongoing development of institutional use case packages and service offerings
Experience and Qualifications
- 7–12 years in B2B sales or business development in healthcare or medical technology in the GCC, ideally (UAE) with experience selling into hospitals and/or specialist clinics
- Proven experience managing complex institutional sales cycles involving multiple stakeholders (clinical, biomedical, procurement, finance)
- Background in one or more of: Medical devices or diagnostics; Healthcare technology / equipment distribution; Rehabilitation / physiotherapy / sports medicine solutions
- Solid understanding of healthcare procurement and approval processes in the region
- Experience coordinating onboarding/training and after sales service (even via third parties) is a strong plus
- Project management expertise
Skills and Attributes
- Strong consultative, solution led sales skills; able to effectively communicate with clinicians and operational leaders, and to translate clinical/operational needs into solution proposals
- High level of professional integrity and respect for regulatory/compliance boundaries in healthcare environments
- Comfortable working with technical/clinical documentation and coordinating with manufacturer technical teams
- Persistent, and relationship driven
- Able to operate in an early stage environment, helping to build processes, references and playbooks while also delivering near term commercial results
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