Head Institutional Sales

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Role Clarity | Head Institutional Sales (B2I)

Department: Customer Success (Sales)

Reporting To: General Manager Sales

Role Purpose

Build and lead profitable B2I institutional business across (1) one-time health camps and screening programmes, and (2) recurring empanelment with corporates, government bodies, educational institutions and other organisations.

The role has end-to-end commercial accountability—from opportunity creation and closure through account activation, revenue, margin, collections, client growth and renewal.

Key Responsibilities

• Business Planning & Pipeline
• Prepare annual, quarterly and monthly plans with separate targets for one-time programmes and empanelments.
• Prioritise industries, institutions, territories and high-potential accounts; maintain a balanced mix of immediate and recurring revenue.
• Build qualified opportunities through direct prospecting, references, associations, events and centrally generated leads.
• Maintain a pipeline of at least 3× the upcoming quarterly target and ensure complete, timely CRM updates.
• One-time Health Programmes
• Understand the client objective, participant profile, location, expected volume and test requirements.
• Develop the programme solution, proposal, pricing, payment terms and execution brief with the relevant functions.
• Close programmes within approved commercial parameters; track delivery, client feedback, billing and collection.
• Convert suitable one-time engagements into recurring empanelments.
• Empanelment Acquisition & Activation
• Identify organisations with recurring diagnostic needs and map stakeholders across HR, administration, procurement and leadership.
• Understand eligible population, service locations, expected volumes, test mix, billing, reporting and service requirements.
• Lead proposals, tenders, pricing, service-level negotiations, contracting and internal approvals.
• Create a clear onboarding plan and ensure every signed empanelment is activated and begins generating meaningful revenue.
• Account Growth & Retention
• Maintain account plans for key clients and track utilisation, revenue, test mix, coverage and service experience.
• Conduct periodic business reviews and drive utilisation through employee communication, preventive programmes and additional services.
• Own renewals, price revisions, service expansion and corrective plans for declining or at-risk accounts.
• Commercial & Collection Ownership
• Deliver revenue and contribution-margin targets for both business segments.
• Provide accurate forecasts and monitor billing, payment terms, outstanding amounts and receivable ageing.
• Resolve commercial disputes with Finance and clients and escalate unviable pricing or persistent payment delays.
• Team & Cross-functional Leadership
• Define clear territory, lead and account ownership; set individual targets for pipeline, closure, activation, revenue and collections.
• Coach the team on prospecting, consultative selling, proposal development, negotiation, CRM discipline and account management.
• Coordinate Operations, Medical, Quality, Finance, Marketing, IT, Legal and Customer Care to deliver the agreed client proposition.
• Build relationships at multiple levels within client organisations and ensure timely closure of client escalations.
  

Success Metrics

• Achievement of B2I channel revenue targets (monthly/quarterly/annual)
• Number of new institutional clients onboarded per quarter
• Lead-to-closure conversion ratio
• Client retention and contract renewal rate
• Onboarding within SLA-defined timelines
• Client satisfaction score (CSAT/NPS) across institutional accounts
  
  

Role Requirement

• Graduate degree; MBA or equivalent commercial qualification preferred.
• 8–12 years of institutional, corporate, healthcare or diagnostic sales experience, including team leadership.
• Demonstrated ability to acquire corporate accounts and grow recurring institutional relationships.
• Strong commercial understanding of pricing, margins, contracts, collections and account economics.
• Effective engagement with HR, administration, procurement and senior-management stakeholders.
• Strong proposal writing, negotiation, presentation, forecasting and CRM capabilities.
• High ownership, execution discipline and willingness to travel across assigned