Head Corporate Sales

Job Description: Head- Corporate Sales & Marketing
Location: Jay Prabha Medanta Super Specialty Hospital, Patna
Department: Corporate Sales & Marketing
Reporting To: Head- Sales and Marketing


Job Purpose
The Head - Corporate Sales & Marketing is responsible for leading the strategic planning, overall direction, and execution of business development across all corporate segments (Private Corporates, PSUs, Government Bodies, TPAs, and Institutional Partners). This leadership role focuses on driving high-value corporate empanelments, maximizing IPD/OPD revenue streams, and overseeing corporate credit/collections lifecycle management. The position leads and manages the Key Accounts Management (KAM) team to build long-term relationships, execute impactful corporate engagement initiatives, and meet organizational revenue targets.


Key Responsibilities
1. Strategic Business Leadership & Revenue Growth

• Formulate and execute comprehensive B2B sales strategies to expand Jay Prabha Medanta's corporate market share across Bihar and adjacent regions.
• Drive top-line revenue targets for Corporate IPD, OPD, Executive Health Checks, and Specialized Medical Services.
• Identify high-value strategic alliances, government empanelments, and major PSU contracts.
• Monitor sales pipelines, market dynamics, competitive pricing, and industry trends to continuously optimize commercial strategy.

2. Key Account Oversight & Strategic Empanelments

• Lead high-level negotiations and secure senior-level approvals for critical corporate accounts and MOUs.
• Guide the Key Accounts Management (KAM) team in structured account mapping, cross-selling super-specialty services, and client retention.
• Serve as the senior escalation point for corporate partners to ensure smooth service delivery and client satisfaction.

3. Financial Management, Credit Control & Collections

• Oversee overall receivable performance, Days Sales Outstanding (DSO), and credit risk management for all corporate billing accounts.
• Work closely with Finance, Revenue Cycle Management (RCM) to streamline billing workflows, query resolutions, and ledger reconciliations.
• Implement governance processes for corporate credit limits, discount frameworks, and systematic recovery of aging receivables (>90 days).

4. Marketing, Corporate Engagement & Brand Positioning

• Conceptualize and drive strategic corporate wellness initiatives, health conclaves, leadership health talks, and preventive checkup campaigns.
• Position Jay Prabha Medanta as the preferred healthcare partner for large-scale institutional and corporate accounts.

5. Team Leadership & Performance Management

• Lead, mentor, and evaluate the Corporate Sales & Marketing team, setting clear KPIs, revenue targets, and collection goals.
• Conduct periodic performance reviews, pipeline audits, and collection reviews with Key Account Managers.
• Foster a performance-driven culture with a strong emphasis on relationship-building, ethical sales practices, and operational rigor.

Key Performance Indicators (KPIs)

• Total Corporate Revenue: Overall revenue growth across Corporate OPD, IPD, and Health Check verticals against targets.
• Strategic Empanelments: Acquisition and activation of top-tier PSU, Government, and Corporate accounts per year/quarter.
• DSO & Collection Targets: Maintenance of agreed Days Sales Outstanding (DSO) levels and successful recovery of corporate receivables.
• Aging Outstanding Reduction: Minimization and clearance of long-overdue debt (>90 days).
• Team Productivity: Performance and conversion rates of direct reports across accounts and wellness engagement drives.

Desired Skills:

• Exceptional leadership, negotiation, and strategic decision-making capabilities.
• Deep network and familiarity with corporate, PSU, and government leadership structures in Patna and Bihar.
• In-depth expertise in healthcare corporate credit terms, billing, TPA processes, and Revenue Cycle Management (RCM).
• High analytical capability to track sales pipelines, financial ledger reconciliations, and CRM performance data.