Head - Institutional Sales - Pharma

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.