Assistant / Deputy / Regional Manager / Business Development Manager

Role Details

Designation : Field Sale - Assistant / Deputy /Regional manager /Business development manager

B2B, KOL, Referrals & Pharma Sales

Organisation : RMC Plus Healthcare (Diagnostics, Pharmacy, Home Care) & Rajalakshmi One

Location : Chennai, with coverage across Tamil Nadu

Reports to : Vice Chairman & Business Head / GM

About the Company : Rajalakshmi Medical College & Hospital is a healthcare and medical education institution dedicated to medical excellence, quality patient care, clinical training, and research, contributing to the development of skilled healthcare professionals.

Role Purpose: Grow RMC Plus revenue across Tamil Nadu through KOL engagement, B2B partnerships, doctor referrals, key accounts, area expansion and pharma product sales, while leading a target-oriented team and mentoring Medical Representatives on product knowledge, detailing techniques and territory management.

Roles & Responsibilities

1. KOL Management ( Priority Area)

• Identify and map KOLs in the region across cardiology, diabetology, gastroenterology, nephrology, gynaecology, orthopaedics and pulmonology.

• Classify KOLs by influence, patient volume and referral potential (Tier 1 / Tier 2).

• Build long-term relationships with them through regular personal meetings, not just sales calls.

• Engage KOLs as speakers and advisors for RMC Plus, doctor meets and health camps.

• Involve KOLs in new test menus, health packages and pharma launches to gain early endorsement.

• Use KOL influence to open referrals from their juniors, hospitals and peer networks.

• Arrange KOL visits to RMC Plus labs to build trust in quality, equipment and NABL standards.

• Keep a KOL engagement calendar with planned meetings, events, festive greetings and feedback reviews.

• Collect KOL feedback on service, reports and TAT, and resolve issues quickly.

• Follow ethical and UCPMP-compliant engagement, with no inducements.

2. Doctors Referral Network ( GPs & Referring Doctors)

• Build a referral base of GPs and local specialists for diagnostics, pharmacy and home care.

• Plan doctor coverage by category (A/B/C) with a monthly visit schedule.

• Track referrals by doctor and act on falling or zero-referral doctors.

• Run CMEs and doctor meets to build RMC Plus credibility.

3. Rajalakshmi ONE Healthcare Membership

· KOL Referral Network Strength

The number of active Key Opinion Leaders, such as doctors, pharmacists and community leaders, who refer at least one prospective member each month. This shows how well the executive builds the clinical and community trust that healthcare subscriptions depend on.

· Corporate and Group Enrolments

The number of corporate and institutional agreements closed each quarter with factories, SMEs, educational institutions and residential associations, along with the total lives covered. This tracks the executive's ability to drive high-volume growth through B2B channels.

· Member Retention and Renewal Rate

The percentage of members who renew at the end of their 12-month term. In a subscription healthcare model, renewals are the clearest sign of member satisfaction, realistic expectation-setting at the point of sale, and long-term revenue stability.

4. B2B Business Development

• Find and sign partner labs, hospitals, nursing homes, polyclinics and corporates for diagnostic tie-ups.

• Negotiate B2B rates, sample pickup terms and TAT commitments with partners.

• Track monthly business from each partner and revive inactive accounts.

• Handle rate revisions, renewals and partner escalations.

5. Key Account Management

• Own the top revenue accounts: hospitals, large clinics, corporates and institutions.

• Run quarterly business reviews with key accounts.

• Plan the growth of each account: new tests, home care, pharmacy supply.

• Act as the single point of contact for service issues.

6. Area & Clinic Expansion - Tamil Nadu

• Expand RMC Plus presence beyond Chennai into key Tamil Nadu cities such as Coimbatore, Madurai, Trichy, Salem, Tirunelveli, Vellore and Erode.

• Prioritise districts by market size, doctor density, hospital presence and competition.

• Build local KOL, doctor and B2B partner networks before and after entering a new district.

• Identify locations for collection centres, clinics and franchise outlets.

• Assess catchment, footfall and competitor pricing before proposing a site.

• Appoint and manage district-level partners, franchisees and field staff.

• Support launch activities such as doctor mapping, local tie-ups and opening promotions.

• Track new outlet and district performance for the first 6–12 months.

7. Pharmaceutical Product Sales

• Drive sales of RMC Plus pharmacy and pharma products through doctors, clinics and institutions.

• Launch new products: positioning, KOL endorsement, doctor detailing and stockist onboarding.

• Build distribution through stockists, retail pharmacies and institutional supply.

• Monitor stock movement, expiry risk and competitor pricing.

8. Team Leadership

• Recruit, train and manage Business Development Executives and Medical Representatives across Tamil Nadu.

Mentor and coach junior Medical Representatives on product knowledge, detailing techniques and territory management best practices

• Set monthly targets by person, territory and vertical, and drive a target-oriented team culture.

• Conduct joint field work, call audits and weekly reviews.

• Coach the team on detailing, objection handling and account management.

9. Planning & Reporting

• Prepare the annual and quarterly regional sales plan and budget.

• Submit a weekly MIS on revenue, KOL activity, referrals, new accounts and collections.

• Share market intelligence on competitor rates, new entrants and doctor feedback.

• Ensure timely payment collection from B2B accounts.

Key Performance Areas (KPAs)

Area : KPA

KOL : 25 – 30 Per Month

KOL : Number of Tier 1 KOLs to be actively engaged

KOL : Revenue and referrals linked to the KOL network

KOL : KOL-led CMEs or events per quarter; KOL lab visits

Referrals : Active referring doctors; referral revenue

B2B : New partners signed; revenue from active partners

Key Accounts : Revenue growth per key account; retention

Expansion : New districts entered; centres opened across Tamil Nadu; break-even timeline

Pharma : Product sales vs target; stockists onboarded

Revenue : Monthly regional revenue vs target

Collections : Outstanding days; collection %

Team : Target achievement per team member; attrition

First 90 Days

• Convert top 30 KOLs into RMC Plus advocates.
• Diagnostics B2B pricing, lab operations, TAT and home care services.
• Plan the Tamil Nadu expansion roadmap

Interested candidates kindly share your updated resumes with the contact person mentioned below.

Contact Name: Varshaa Varrthinee T (Talent Acquisition Lead)

Mail ID: [HIDDEN TEXT]