Sales Manager -Institutional Sales

• Develop and execute a PAN-India private institutional sales strategy and achieve defined revenue and business-development targets.
• Identify and develop new business opportunities with private hospitals, hospital groups, dental/medical colleges, universities, dental chains and other large institutions.
• Build a structured target-account database and map key decision-makers, influencers and procurement stakeholders for major accounts.
• Identify upcoming projects, new hospitals/colleges, expansion plans, new dental departments, replacement requirements and other institutional opportunities at an early stage.
• Develop relationships with promoters, management, procurement teams, HODs, clinicians,and other key stakeholders.
• Understand institutional requirements and coordinate internally to develop appropriate technical and commercial solutions.
• Prepare commercial proposals, presentations and business cases and lead commercial negotiations through closure.
• Coordinate closely with regional sales teams, product teams, service, finance, logistics and management for successful execution of institutional projects.
• Develop annual/quarterly account plans for major institutions and continuously identify cross-selling and repeat-business opportunities.
• Track competitor activities, pricing, installations, institutional tie-ups and market developments and provide actionable market intelligence.
• Conduct or coordinate product presentations, demonstrations, workshops and meetings for institutional customers.
• Provide structured weekly/monthly reporting covering new accounts developed, pipeline created, orders closed, lost opportunities, collections, key upcoming opportunities and support required from management.
• Build long-term relationships with key institutional accounts to generate repeat business and establish Unicorn as a preferred dental equipment partner.

Key Performance Indicators

Institutional sales revenue | New institutional accounts acquired | Qualified pipeline value | Conversion ratio | Average order value | Repeat business |

Preferred candidate profile

• Graduate/Postgraduate with 8-12 years of B2B/institutional sales experience.
• Strong preference for experience in medical devices, dental equipment, healthcare equipment, diagnostics or other capital-equipment businesses.
• Proven track record of acquiring and developing large institutional accounts.
• Experience in capital equipment/project/solution selling would be highly preferred.
• Strong commercial negotiation, account-management and stakeholder-management capabilities.
• Ability to independently manage senior-level discussions with institutional customers.
• Strong understanding of sales pipelines, forecasting and CRM-based sales management.
• Willingness to travel extensively across India.