General Manager- Sales- Aesthetic and Wellness

1. JOB PURPOSE

The General Manager Sales will be responsible for driving the overall sales, revenue, conversion, collections and business growth of Life Clinics' complete aesthetic, wellness and cosmetic services across all branches.

The role will have end-to-end responsibility for building a high-performance sales organisation covering:

• Slimming & Weight Management
• Skin Treatments
• Hair Treatments
• Laser Hair Reduction
• Hair Transplant
• Body Contouring
• Anti-Ageing Treatments
• Skin Rejuvenation
• Facial & Cosmetic Treatments
• Aesthetic Procedures
• Wellness Services
• Other current and future Life Clinics services

The GM – Sales will lead the multi-branch sales function, strengthen sales systems, improve consultation-to-sale conversion, increase average customer value, drive repeat and referral business, and ensure achievement of monthly, quarterly and annual revenue targets.

2. KEY RESPONSIBILITIES

A. Overall Sales & Revenue Ownership

• Take complete ownership of the sales performance of Life Clinics.
• Develop annual, quarterly and monthly sales strategies.
• Set branch-wise, department-wise and individual sales targets.
• Drive achievement of monthly and annual revenue targets.
• Monitor daily sales performance against target.
• Identify revenue gaps and implement immediate corrective actions.
• Develop strategies for revenue growth across all service categories.
• Increase Average Transaction Value (ATV) and Average Revenue Per Customer.
• Drive new business, repeat business, referral business and package upgrades.

3. MULTI-BRANCH SALES MANAGEMENT

Manage and monitor sales performance across all Life Clinics branches.

Responsibilities include:

• Branch-wise target allocation.
• Branch-wise sales performance monitoring.
• Cluster-wise performance reviews.
• Sales team productivity monitoring.
• Conversion improvement.
• Branch pipeline management.
• Identification of underperforming branches.
• Creation of branch-specific improvement plans.
• Regular branch visits and performance audits.
• Ensuring consistent implementation of sales SOPs.

4. COMPLETE AESTHETIC SALES MANAGEMENT

The GM – Sales will be responsible for driving sales across all major Life Clinics verticals.

Slimming & Weight Management

• Slimming programs
• Doctor-led weight management
• Body transformation programs
• Body contouring
• Wellness programs

Skin

• Skin rejuvenation
• Acne and pigmentation-related treatments
• Advanced facials
• Chemical peels
• Skin tightening
• Anti-ageing
• Cosmetic skin procedures
• Other clinic-approved skin treatments

Hair

• Hair fall treatments
• Hair growth programs
• PRP and related treatments
• Hair restoration
• Hair transplant
• DHI / FUE or other approved procedures

Laser

• Laser hair reduction
• Skin laser treatments
• Laser-based aesthetic procedures
• Other approved laser services

The GM must ensure that sales teams understand the commercial value and customer journey of each vertical without making unauthorized medical claims.

5. CROSS-SELLING & UPSELLING

Build a strong cross-selling culture across Life Clinics.

Examples:

• Slimming Skin tightening / body contouring
• Slimming Skin / facial treatments
• Skin Laser / anti-ageing
• Skin Hair treatments
• Hair Hair transplant
• Laser Skin treatments
• Existing clients Maintenance / repeat packages

Develop customer journey-based packages and bundled offerings in coordination with management and clinical teams.

6. SALES TEAM LEADERSHIP

Lead the complete sales organisation, including:

• Cluster / Regional Sales Managers
• Branch Managers
• Sales Managers
• Sales Consultants
• Aesthetic Counsellors
• Telecallers
• CRM / Follow-up Team
• Business Development Executives
• Corporate / B2B Sales Team

Responsibilities:

• Set individual targets.
• Conduct daily and weekly performance reviews.
• Identify high performers.
• Coach underperformers.
• Build leadership pipeline.
• Improve salesperson productivity.
• Work with HR on recruitment and manpower planning.
• Establish performance-based incentive structures.
• Drive accountability across the sales organisation.

7. LEAD MANAGEMENT & CONVERSION

Own the complete lead-to-revenue funnel.

Monitor:

Lead Contact Appointment Consultation Walk-in Doctor Consultation Proposal Advance Package Sale Treatment Repeat / Referral

Responsibilities:

• Improve lead response time.
• Monitor lead allocation.
• Improve appointment booking.
• Improve consultation attendance.
• Improve consultation-to-sale conversion.
• Establish systematic follow-up.
• Track unjoined customers.
• Create lost-lead recovery campaigns.
• Monitor CRM discipline.
• Analyse reasons for lost sales.

8. DOCTOR CONSULTATION CONVERSION

Work closely with doctors and clinical teams to improve the commercial outcome of consultations while maintaining ethical standards.

• Analyse doctor consultation-to-sale conversion.
• Identify common customer objections.
• Improve handover between sales and clinical teams.
• Ensure customers receive accurate information.
• Improve package presentation after consultation.
• Monitor follow-up after consultation.
• Develop category-specific sales journeys.

Sales teams must never diagnose, prescribe or make medical promises outside their authorised scope.

9. COLLECTIONS & REVENUE MANAGEMENT

The GM – Sales will also be accountable for sales collections.

Monitor:

• Daily collections
• Advance payments
• Package collections
• Pending dues
• Overdue payments
• EMI/payment plans where applicable
• Cancellation/refund levels
• Revenue leakage

Develop branch-wise collection plans and coordinate with Finance for accurate reporting.

10. B2B & CORPORATE BUSINESS DEVELOPMENT

Develop new revenue channels outside traditional walk-in business.

Focus areas:

• Corporate wellness programs
• Corporate employee wellness
• B2B partnerships
• Gyms and fitness centres
• Hotels and wellness partners
• Hospitals / healthcare partnerships
• Influencer / referral partnerships
• Real estate / community partnerships
• Institutional tie-ups
• Corporate aesthetic and wellness programs

Build a dedicated B2B pipeline and revenue target.

11. REFERRAL & REPEAT BUSINESS

Develop systems to increase business from existing customers.

Responsibilities:

• Referral programs
• Customer loyalty programs
• Repeat packages
• Maintenance programs
• Upgrade opportunities
• Family referrals
• Existing-client reactivation
• Previous customer database campaigns

Target a healthy mix of new + repeat + referral + reactivation business.

12. MARKETING & SALES COORDINATION

Work closely with Marketing and Digital teams.

Responsibilities:

• Define monthly lead requirements.
• Review lead quality.
• Analyse campaign performance.
• Identify high-converting services.
• Identify poor-performing campaigns.
• Improve Marketing Sales conversion.
• Provide sales feedback to Marketing.
• Develop offers and campaigns.
• Plan branch-level marketing requirements.
• Track campaign ROI.

13. SALES SOP & PROCESS MANAGEMENT

Develop, implement and continuously improve sales SOPs covering:

• Lead handling
• Calling
• Appointment booking
• Consultation coordination
• Counselling
• Package presentation
• Objection handling
• Negotiation
• Closing
• Payment collection
• Follow-up
• CRM updating
• Customer handover
• Repeat sales
• Referral sales

Conduct regular audits to ensure SOP compliance.

14. DAILY SALES REVIEW

Establish a strong daily sales review mechanism.

Daily Monitoring

• Opening pipeline
• New leads
• Connected leads
• Appointments
• Walk-ins
• Consultations
• Sales
• New business
• Collections
• Conversion %
• Unjoined clients
• Follow-ups
• Pending payments
• Branch target vs achievement

Review Times

Sales performance should be reviewed at defined intervals during the day to identify gaps early and take corrective action.

15. WEEKLY & MONTHLY BUSINESS REVIEW

Weekly Review

• Branch-wise performance
• Department-wise performance
• Individual salesperson performance
• Conversion
• Lead quality
• Collections
• Pipeline
• Lost business
• Recovery plans

Monthly Review

• Revenue achievement
• Target achievement %
• Branch profitability
• Service-category performance
• Sales productivity
• Average ticket size
• Repeat business
• Referral business
• B2B revenue
• Marketing ROI
• Manpower requirement

16. KEY PERFORMANCE INDICATORS – KPIs

Revenue

• Monthly revenue achievement %
• Branch-wise target achievement
• Category-wise revenue
• New business
• Repeat business
• Referral business
• B2B revenue

Conversion

• Lead-to-appointment %
• Appointment-to-walk-in %
• Consultation-to-sale %
• Overall conversion %
• Unjoined conversion %
• Lost-lead recovery %

Productivity

• Revenue per salesperson
• Revenue per branch
• Average transaction value
• Sales per consultant
• Follow-up productivity

Collections

• Collection achievement %
• Outstanding dues
• Due recovery %
• Cancellation/refund %

Customer

• Repeat sales
• Referral sales
• Customer retention
• Customer complaints
• Customer satisfaction

17. SALES TRAINING

Conduct regular training programs covering:

• Aesthetic service knowledge
• Slimming sales
• Skin sales
• Hair sales
• Laser sales
• Hair transplant sales
• Consultative selling
• Customer psychology
• Objection handling
• Negotiation
• Closing techniques
• Upselling
• Cross-selling
• Referral selling
• Follow-up techniques
• CRM usage
• Ethical sales practices

Conduct regular role plays, call audits, consultation audits and branch-level coaching.

18. CUSTOMER EXPERIENCE

Ensure the sales team provides a professional and transparent customer experience.

• No false promises.
• No guaranteed medical results.
• No unauthorised discounts.
• No misleading claims.
• Clear communication of package terms.
• Proper coordination with doctors and therapists.
• Proper customer handover after sale.
• Prompt resolution of sales-related complaints.

19. BUSINESS GROWTH & EXPANSION

Support management in:

• New branch launches.
• New service launches.
• Market expansion.
• New territory development.
• Local business partnerships.
• B2B expansion.
• New customer acquisition channels.
• Revenue diversification.

Prepare sales plans for every new branch or service launch.

20. QUALIFICATION

Preferred:

• MBA / PGDM – Sales & Marketing
• Bachelor's degree in Business Administration, Marketing, Healthcare Management or related field.

21. EXPERIENCE

Preferred: 10–15+ years of sales experience, with at least 5+ years in a senior sales leadership role.

Experience preferred in:

• Aesthetic clinics
• Cosmetic clinics
• Dermatology clinics
• Hair clinics
• Slimming / wellness
• Healthcare
• Hospitals
• Beauty & wellness
• Hair transplant
• Laser / aesthetic industry

Candidates with strong experience managing multi-location, high-revenue sales teams may also be considered.

22. REQUIRED SKILLS

• Strong sales leadership
• Multi-branch management
• Revenue ownership
• Target achievement
• Team management
• Conversion optimisation
• Sales forecasting
• CRM management
• Data analysis
• Negotiation
• Business development
• B2B sales
• Training & coaching
• Customer relationship management
• Strategic planning
• Strong communication
• Decision-making
• Problem-solving

23. PERSONAL ATTRIBUTES

The ideal candidate should be:

• Highly target-oriented
• Results-driven
• Commercially strong
• Energetic
• Proactive
• Accountable
• Data-driven
• Strong in execution
• Excellent communicator
• Strong people leader
• Customer-focused
• Comfortable working under aggressive targets
• Willing to travel across branches

24. FIRST 90 DAYS

First 30 Days – Audit & Understand

• Audit all branches.
• Review sales teams.
• Review targets and achievement.
• Analyse lead funnel.
• Analyse conversion.
• Review existing SOPs.
• Identify revenue leakages.
• Identify immediate opportunities.

31–60 Days – Implement

• Implement branch-wise sales plans.
• Strengthen CRM and follow-up.
• Improve conversion.
• Introduce structured daily reviews.
• Start sales training.
• Strengthen collections.
• Develop cross-selling systems.

61–90 Days – Scale

• Establish predictable sales systems.
• Improve branch productivity.
• Increase conversion and average ticket value.
• Build referral and repeat-sales channels.
• Develop B2B pipeline.
• Create growth plans for each branch.
• Build a strong second-line sales leadership team.

25. AUTHORITY & ACCOUNTABILITY

The GM – Sales will be directly accountable for:

1. Overall sales revenue
2. Branch sales performance
3. Sales team productivity
4. Lead-to-sale conversion
5. Collections
6. Customer retention
7. Repeat and referral business
8. B2B business
9. Sales SOP compliance
10. Sales team development
11. Revenue growth

All pricing changes, special discounts, refunds, incentives and commercial commitments must follow the approval matrix established by Life Clinics management.

26. OVERALL ROLE OBJECTIVE

To build and lead a high-performance, multi-branch sales organisation for Life Clinics that consistently delivers revenue growth across Slimming, Skin, Hair, Laser, Hair Transplant and Complete Aesthetic & Wellness services while improving conversion, customer retention, collections, referrals and overall branch profitability.Role & responsibilities

Preferred candidate profile