Head Institution Sales

JOB DESCRIPTION: Primary Job Function:

Lead and accelerate growth across ECommerce, Institutional Sales, Corporate Accounts and Strategic Partnerships. Responsible for developing new channels, building high-value healthcare ecosystem partnerships, and driving sustainable revenue growth through innovative commercial models and strategic collaborations.

Core Job Responsibilities:

Business Growth & Channel Leadership Develop and execute the national strategy for ECommerce, Institutional Sales and Strategic Partnerships. Identify and develop new channels and growth opportunities to drive incremental revenue and market expansion. Deliver topline growth across institutional, corporate, ecommerce and partnership channels. Lead annual operating plans, forecasts and long-term growth strategies.

Institutional & ECommerce Sales Drive sales growth through hospitals, diagnostic chains, corporate accounts, pharmacies, healthcare networks and ecommerce platforms . Build strategic account plans and develop long-term customer relationships across key accounts. Lead commercial negotiations, contract execution and business reviews with key customers and partners. Evaluate, onboard and scale emerging ecommerce and digital healthcare platforms.

Strategic Partnerships Proactively identify and develop partnerships across the healthcare ecosystem, including pharma companies, health-tech players, diagnostics, disease management providers, wellness chains and other emerging healthcare organizations. Drive executive-level engagement with partners to shape strategies, co-create solutions and build long-term value-based relationships. Lead development and execution of joint business plans, governance frameworks and growth initiatives with strategic partners. Build deep relationships with C-suite leaders and key stakeholders across commercial, supply chain, health economics, biomedical and quality functions. Develop innovative partnership models, programs and services that accelerate business growth and patient access.

Stakeholder & Cross-functional Leadership Collaborate closely with India Leadership, Legal, Finance, Quality, Customer Service and other cross-functional teams. Lead and influence cross-functional stakeholders in a matrix environment to ensure flawless execution of strategic initiatives. Foster a high-performance culture focused on growth, innovation and customer value.

Supervisory/Management Responsibilities: Direct Reports: 4 Indirect Reports: NA

Position Accountability/Scope: National responsibility for driving revenue growth across ECommerce , Institutional Sales, Government channel, Corporate Accounts and Strategic Partnerships. Accountable for building and scaling new growth channels, partnerships and commercial opportunities that strengthen ADC's market leadership and long-term growth agenda. Responsible for delivering topline performance and business plan execution across all assigned channels and strategic accounts. Leads strategic engagement with key customers, ecosystem partners and executive stakeholders to create sustainable, value-driven business models. Operates in a matrix environment, influencing cross-functional teams across Sales, Marketing, Finance, Legal, Quality, Customer Service, Product Management and Business Development. Collaborates closely with India Leadership and Area Leadership to identify, develop and execute strategic growth initiatives. Expected to shape medium and long-term channel, partnership and customer strategies that expand patient access and accelerate business growth.

Minimum Education: Bachelor's degree MBA or other advance degree

Experience 12+ years of experience in e commerce, sales, business development, key account management or commercial leadership. Strong Healthcare, FMCG, pharmaceutical or health-tech industry experience. Proven track record of managing large strategic accounts, partnerships and complex commercial negotiations. Experience leading multi-channel businesses, including institutional and digital commerce channels.

The base pay for this position is N/A In specific locations, the pay range may vary from the range posted.       JOB FAMILY: Sales Force       DIVISION: ADC Diabetes Care          LOCATION: India > Mumbai : BKC Building       ADDITIONAL LOCATIONS:       WORK SHIFT: Standard       TRAVEL: Yes, 25 % of the Time       MEDICAL SURVEILLANCE: Not Applicable       SIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)