CT Business Line Manager – Zone India

Job Requirements

Job Description - CT Business Line Manager – Zone India

Position Details

Location

Bengaluru, India

Geographical Scope

India, Bangladesh, Nepal, Sri Lanka, Maldives

Reporting To

Head – Diagnostic Imaging

Role Description

Lead the Computed Tomography (CT) business line across Zone India by driving profitable growth, market share expansion, and portfolio leadership, while aligning regional strategy with global business objectives.

Act as the single point of accountability for CT modality performance, integrating commercial, clinical, and portfolio excellence to deliver customer value and business outcomes.

Business Line Managers are expected to implement strategy, provide deep portfolio expertise, and act as interface between HQ and region.

Qualification & Experience

Education

Bachelor's in engineering / medical technology / Life Sciences / MBA preferred (Strategy / Marketing / Finance)

Experience

15+ years in MedTech / Imaging industry

Strong experience in

CT modality / Radiology Sales or portfolio management

Proven track record of

Managing large business (>€30–50M) / Leading cross-functional teams

Key Responsibilities

Business Ownership & P&L Delivery

• Own CT modality revenue (~€60M) and drive order intake, revenue, and profitability

• Deliver annual operating plan (AOP) and long-range growth targets

• Drive price realization, mix optimization, and margin improvement

• Monitor and steer funnel quality, win rates, and conversion metrics

Strategy & Market Development

• Define and execute Zone-specific CT growth strategy aligned with global roadmap

• Identify segment priorities (corporate hospitals, chains, Tier 2/3 expansion, public sector)

• Drive market creation initiatives (e.g., AI-enabled CT workflows, screening programs)

• Lead competitive positioning

Portfolio & Product Management

• Act as portfolio expert for CT systems (premium, mid-tier, entry configurations)

• Translate global portfolio into India-relevant configurations and value propositions

• Drive launch excellence for new CT platforms and software upgrades

• Provide continuous feedback to HQ on product gaps, pricing, and localization needs

Sales Enablement & Deal Support

• Enable sales teams with clinical positioning

• Provide value-selling frameworks

• Develop competitive battlecards

• Directly engage in strategic and lighthouse deals

• Support solution design and commercial structuring

• Drive win strategy on key tenders and corporate accounts

Customer & Clinical Engagement

• Engage CXOs, radiologists, and clinicians to understand clinical workflows

• Position CT solutions (cardiac, oncology, trauma, screening)

• Establish KOL relationships and reference sites

• Drive adoption of advanced applications (AI, photon counting CT, cardiac CT)

Cross-functional Leadership

• Collaborate with Sales teams, Service, Application specialists, and Marketing

• Lead virtual cross-country teams across Zone India

• Ensure alignment across the end-to-end customer journey

• Mentor country teams across zone markets

• Manage internal and external stakeholders

• Communicate effectively with executives and present with impact

• Influence HQ and regional teams

Market Intelligence

• Track competitor moves, pricing trends, and installed base evolution

• Identify whitespace opportunities

• Develop country-wise CT growth playbooks

Capability Building

• Build CT modality competence within the sales organization

• Conduct training on clinical applications, technology differentiation, and value-based selling KPIs

• Order Intake & Revenue vs AOP

• Market Share (overall + segment)

• Contribution Margin / Price Realization

• Funnel Health & Win Rate

• Customer Satisfaction / NPS (modality level)

• Strategic deal wins

Key Skills

• Deep understanding of

• CT technology (multi-slice, spectral, cardiac CT)

• Clinical applications and workflows

• Ability to translate technology → COF2Value

• Stakeholder Management

• Consultative Selling

• Data-driven Decision Making

• P&L management

• Strategic planning & execution

• Pricing and margin optimization

• Market segmentation and targeting India / Emerging Market Understanding (Critical)

Understanding of

• Public vs private healthcare dynamics

• Tier 2/3 expansion challenges

• Cost sensitivity and affordability barriers

• Familiarity with regulatory landscape (CDSCO, tenders)

Leadership Competencies

• Owner mindset (acts like CEO of CT business)

• Customer-first thinking

• Agility in complex markets

• Collaboration across borders

• Innovation & growth mindset

Success Profile (What “Great” Looks Like)

• Drives double-digit growth consistently

• Establishes CT as market leader in India

• Builds strong KOL and customer advocacy base

• Successfully localizes global innovations for India

• Develop’s future CT leaders within the team

Benchmarking vs Competitors

• GE: Strong focus on commercial execution and large deal leadership

• Canon: Emphasis on product specialization and clinical depth

• United Imaging: Aggressive growth mindset and market creation

• Fujifilm: Strong emphasis on workflow solutions and cost efficiency