Hiring For Corporate, Referral & International Sales - Hospital

We are expanding our Sales & Marketing Team across levels & are looking for candidates with Hospital experience, based in Mumbai.

Experience: 5 to 20 Years

Job Purpose

To drive patient volumes, revenue, and business growth by developing and managing strong relationships across corporates, institutions, referral partners, healthcare providers, international facilitators, embassies/consulates, insurance partners, and other business channels.

The role is responsible for identifying new business opportunities, strengthening existing accounts and referral networks, expanding domestic and international patient channels, promoting hospital specialties and services, and ensuring an excellent experience throughout the referral and patient journey.

Key Responsibilities

1. Business Development & Network Expansion

• Identify and develop new business opportunities across corporate, institutional, referral, and international markets.
• Build and expand relationships with corporates, healthcare providers, referral partners, facilitators, insurers, TPAs, embassies/consulates, and other relevant stakeholders.
• Develop new channels for patient acquisition across assigned markets and territories.
• Create and execute account and territory development plans to drive patient volumes and revenue.
• Identify opportunities for strategic tie-ups, partnerships, and long-term business associations.

2. Corporate & Institutional Business

• Develop and manage relationships with corporates, institutions, PSUs, insurance/TPA partners, and other key accounts.
• Drive empanelments, corporate tie-ups, health programs, executive health checks, and other institutional business opportunities.
• Conduct regular meetings with HR, Administration, Occupational Health, Medical, and other relevant stakeholders.
• Strengthen engagement with existing accounts and identify opportunities for deeper penetration across hospital services and specialties.
• Ensure effective servicing and retention of key corporate and institutional accounts.

3. International Business Development

• Develop and strengthen international patient referral channels across identified geographies.
• Build relationships with international patient facilitators, medical tourism partners, healthcare providers, insurance partners, government bodies, embassies/consulates, and other relevant stakeholders.
• Promote the hospital's clinical specialties, expertise, technology, infrastructure, and treatment capabilities in international markets.
• Support international patient enquiries by coordinating treatment plans, estimates, appointments, documentation, and other requirements with relevant internal teams.
• Identify and develop new international markets and partnerships to drive sustainable patient volumes.
• Support market visits, international outreach programs, roadshows, healthcare events, and partner engagement initiatives, as required.

4. Referral & Relationship Management

• Build and maintain strong professional relationships with referral partners and key accounts.
• Maintain regular engagement with stakeholders to understand business requirements and identify growth opportunities.
• Act as a key liaison between external partners and internal hospital stakeholders.
• Ensure timely response to queries, feedback, and service-related concerns.
• Develop long-term relationships based on trust, responsiveness, transparency, and service excellence.

5. Revenue & Patient Volume Growth

• Drive patient acquisition and revenue across identified specialties, services, accounts, and markets.
• Promote hospital specialties, consultants, clinical programs, diagnostics, preventive health offerings, and other healthcare services.
• Identify cross-selling and business expansion opportunities within existing accounts and referral channels.
• Develop targeted initiatives for high-potential specialties and service lines.
• Contribute towards achievement of defined business, patient volume, and revenue targets.

6. Sales Planning & Account Management

• Develop account-wise, territory-wise, and market-wise sales plans.
• Manage the business pipeline from lead generation and relationship development to conversion and account retention.
• Regularly review account performance and identify opportunities for growth or corrective action.
• Ensure systematic follow-up with prospective and existing partners.
• Maintain accurate information on leads, accounts, opportunities, referrals, and conversions through CRM/MIS systems.

7. Marketing, Outreach & Engagement

• Plan and support corporate engagement programs, health talks, camps, wellness initiatives, networking events, partner meets, and other outreach activities.
• Coordinate promotional activities for new specialties, consultants, technologies, clinical programs, and services.
• Participate in industry forums, exhibitions, conferences, roadshows, and healthcare events relevant to business development.
• Work with the marketing team to develop appropriate communication and promotional material for domestic and international markets.
• Support digital and offline lead-generation initiatives where applicable.

8. Market Intelligence & Competitor Tracking

• Monitor healthcare market trends, patient referral patterns, competitive developments, and emerging business opportunities.
• Track competitor offerings, pricing, partnerships, market activities, and service propositions.
• Gather structured feedback from corporate accounts, referral partners, international partners, and patients.
• Identify new geographies, customer segments, referral sources, and service opportunities.
• Share actionable market insights and recommendations with the leadership team.

9. Internal Stakeholder Coordination

• Work closely with consultants, operations, patient services, finance, diagnostics, international patient services, marketing, and other departments.
• Facilitate seamless patient referrals, appointments, admissions, investigations, and treatment coordination.
• Support smooth navigation and service delivery for corporate, referred, and international patients.
• Coordinate internally for treatment plans, estimates, billing requirements, documentation, and other partner/patient requirements.
• Escalate and facilitate resolution of service issues that may impact business relationships or patient experience.

10. Reporting & Performance Management

• Maintain accurate records of sales activities, customer interactions, referrals, leads, conversions, patient volumes, and revenue generated.
• Track account-wise, channel-wise, specialty-wise, and territory-wise performance.
• Monitor conversion rates and business pipeline against defined targets.
• Prepare periodic sales reports, MIS, forecasts, and business updates.
• Ensure accurate and timely documentation in CRM and other reporting systems.

Key Competencies

Functional Competencies

• Healthcare Sales & Business Development
• Corporate & Institutional Sales
• International Healthcare / Medical Tourism Business
• Referral & Channel Management
• Key Account Management
• Patient Acquisition & Revenue Generation
• Territory & Market Development
• Sales Planning & Execution
• Lead Generation & Conversion
• Relationship Management
• Market Intelligence & Competitor Analysis
• Healthcare Services & Specialty Knowledge
• CRM & Sales Pipeline Management
• Negotiation & Commercial Orientation

Behavioral Competencies

• Excellent Communication & Presentation Skills
• Relationship Building & Networking
• Customer & Patient Orientation
• Influencing & Negotiation Skills
• Commercial Acumen
• Result Orientation
• Initiative & Ownership
• Problem Solving
• Stakeholder Management
• Collaboration & Teamwork
• Adaptability
• Professionalism & Accountability
• Cultural Sensitivity, particularly for international business roles

Educational Qualifications

Preferred

• Graduate in any discipline
• MBA / PGDM in Marketing, Healthcare Management, Business Administration, or related field preferred

Experience

• Relevant experience in Hospital Sales & Marketing, Healthcare Business Development, Corporate Sales, Institutional Sales, International Patient Business, Medical Tourism, Referral Marketing, Key Account Management, Healthcare Partnerships, Diagnostics, Pharmaceutical Sales, Medical Devices, Insurance/TPA business, or allied healthcare services.
• Prior experience in hospitals, healthcare, diagnostics, specialty clinics, medical tourism, pharmaceuticals, medical devices, insurance, or related service industries preferred.
• Candidates with an established network across corporates, institutions, healthcare/referral partners, or international healthcare channels will be preferred.
• Exposure to revenue targets, patient acquisition, account management, and business development would be advantageous.

Ideal Candidate Profile

A commercially driven and relationship-oriented Sales & Marketing professional with the ability to identify and develop new business opportunities, build strong external partnerships, and convert relationships into sustainable patient volumes and revenue.

The ideal candidate should possess strong communication and networking skills, customer orientation, business acumen, and the ability to effectively manage multiple internal and external stakeholders. Depending on the assigned portfolio, the candidate should be capable of developing corporate/institutional accounts, referral networks, or international patient channels, while ensuring high standards of partner engagement and patient experience.