Regional Sales Manager

Regional Sales Manager (RSM) Clinic Business Development

Department: Sales & Clinic Business Development

Reporting To: Zonal Sales Head

Employment Type : Full-time, field-based regional sales role with regular clinic visits and

regional travel.

Location: Regional Role – Hybrid (Field & Office based)

Qualification: Graduate in Any Stream

Experience: 3 to 5 years in Healthcare Sales / Clinic Sales / Hospital Business Development

Role Objective

The Regional Sales Manager (RSM) will be responsible for driving new patient footfall,

clinic-level sales growth and revenue performance across an assigned region of

approximately 40 to 50 Madhavbaug clinics.

The role requires strong field execution, team coordination, local marketing

implementation, lead follow-up monitoring, and regular performance reviews with clinic

teams including Doctors and Patient Care Executives.

The position is critical for ensuring consistent patient visits through BTL activities.

RSM will also coordinate closely with Doctors, PCEs, Marketing, and Call Center teams to

maximize lead conversion and patient enrolment.

Key Responsibilities

A. New Patient Footfall & Visit Target Achievement

1. Drive monthly new patient visit targets across all assigned clinics.

2. Ensure each clinic receives a consistent flow of new patient appointments and walk

ins.

3. Track clinic-wise daily, weekly, and monthly new patient footfall performance.

4. Identify low-performing clinics and prepare corrective action plans.

5. Ensure proper appointment confirmation and patient visit conversion from all lead

sources.

B. Lead Generation & Local Marketing Execution

1. Generate patient visits through multiple channels such as:

• Clinic health campso Corporate camps
• Society camps
• Local area activities
• Call center leads
• Facebook and digital campaigns
• Patient referrals
• Doctor referrals
• Local partnerships

2. Plan and execute monthly clinic camp calendars for the assigned region.

3. Coordinate with clinic teams to ensure proper promotion, patient registration, and

follow-up for every camp.

4. Build local networking opportunities with societies, corporates, community groups,

and institutions.

5. Ensure every marketing activity is result-oriented and linked to patient visits,

enrolments, and revenue.

C. Camp Planning, Execution & Conversion Monitoring

1. Prepare clinic-wise camp calendars in coordination with Doctors, PCEs, and

Marketing team.

2. Monitor daily camp registrations, attendance, patient counselling, and conversion.

3. Ensure all camp leads are entered, tracked, and followed up properly.

4. Review conversion from camp lead to appointment, appointment to consultation,

and consultation to enrolment.

5. Share best practices from high-performing clinics with other clinics in the region.

D. Lead Follow-up & Appointment Monitoring

1. Ensure 100% follow-up of all leads by Patient Care Executives and Doctors.

2. Review daily lead reports and appointment confirmation status.

3. Monitor pending follow-ups, missed calls, inactive leads, and non-contactable leads.4. Ensure PCEs maintain proper calling discipline, counselling quality, and follow-up

frequency.

5. Escalate repeated follow-up gaps or non-performance to senior management.

E. Clinic Sales, Enrolment & Revenue Growth

1. Monitor clinic-wise footfall, consultations, enrolments, care plan conversions, and

revenue.

2. Drive sales growth through improved conversion, counselling, and patient

engagement.

3. Support clinics in improving enrolment from OPD, camp patients, and digital leads.

4. Track daily revenue performance against monthly targets.

5. Guide clinic teams to improve patient counselling, objection handling, and treatment

confidence.

F. Team Review, Coaching & Performance Improvement

1. Conduct regular reviews with Doctors, PCEs, and clinic teams.

2. Coach PCEs on patient counselling, lead follow-up, appointment confirmation, and

conversion.

3. Support Doctors and clinic teams in improving patient communication and care plan

explanation.

4. Conduct field visits to clinics for performance review and team motivation.

5. Identify training needs of PCEs and clinic teams and coordinate with Training team

where required.

G. Coordination with Marketing & Internal Teams

1. Coordinate with Marketing team for digital campaigns, clinic promotions, camp

creatives, and local marketing activities.

2. Ensure timely execution of regional campaigns and communication to clinic teams.

3. Share field feedback with Marketing team for campaign improvement.

4. Coordinate with Call Center / CRM team for lead flow, lead quality, and appointment

status.

5. Work closely with Operations, Medical Operations, and Training teams for clinic

level performance improvement.H. MIS, Reporting & Data Analysis

1. Prepare and submit daily, weekly, and monthly MIS reports.

2. Track the following key performance indicators:

• New patient visits
• Lead generation source-wise
• Appointment confirmations
• Camp leads and conversions
• Consultation-to-enrolment conversion
• Clinic-wise revenue
• PCE follow-up performance
• Doctor review and conversion performance

3. Analyze clinic-wise gaps and prepare action plans.

4. Share timely performance updates with senior management.

5. Maintain accurate records of regional sales activities, camp execution, and clinic

performance.

Key Performance Indicators

1. Monthly new patient visit achievement across the region.

2. Clinic-wise footfall growth.

3. Lead-to-appointment conversion.

4. Appointment-to-visit conversion.

5. Consultation-to-enrolment conversion.

6. Monthly regional revenue achievement.

7. Camp execution and camp conversion performance.

8. 100% lead follow-up compliance by clinic teams.

9. Timely submission of MIS reports.

10. Improvement in low-performing clinics.

Required Skills and Competencies1. Strong healthcare sales and business development skills.

2. Excellent understanding of clinic operations and patient acquisition.

3. Ability to manage 40 to 50 clinics across a region.

4. Strong field execution and follow-up discipline.

5. Good knowledge of local marketing, camps, referrals, and digital lead conversion.

6. Strong team coordination skills with Doctors, PCEs, Marketing, and Call Center

teams.

7. Ability to analyze MIS reports and take corrective actions.

8. Good coaching and counselling skills.

9. Strong communication and presentation skills.

10. Target-oriented, result-driven, and proactive approach.

Qualification

1. Graduate in any discipline; MBA in Sales / Marketing / Healthcare Management will

be preferred.

2. 3 to 5 years of experience in healthcare sales, clinic sales, hospital business

development, diagnostics, wellness, or related healthcare services.

3. Prior experience in managing multiple clinics / centers / territories will be an added

advantage.

4. Must be comfortable with field travel within the assigned region.Role & responsibilities

Preferred candidate profile