Senior Manager

JOB DESCRIPTION
PositionSenior Manager, Provider Network Field Sales
Function: Provider Network & Supply | Reports to: Head of Provider Network & Supply
Location: Bengaluru, from office| Travel 25-50%, six-day weekBackground to the role The Network team owns the supply of services delivered to MediBuddy's customers and the margins that supply carries.
This role builds and runs a new field sales organisation of about 100 executives to onboard a pre-identified pool of clinics and hospitals pan India onto the cashless network.
Key working relationships¢ External: hospital and clinic owners, decision makers and doctors, chain leadership; hiring and staffing partners.
¢ Internal: Provider Network leadership; Human Resources on hiring and terms; Engineering and Product on CRM and provider tooling; Analytics on funnel reportingKey responsibilities¢ Build the organisation: hire about 100 field executives to plan with Human Resources; run structured induction and CRM certification before territory release; coach through the Assistant Managers and Team Leads; manage performance, attrition and the backfill pipeline.
¢ Install the operating rigour: set beat plans on provider density, priority and expected value; enforce visit norms
¢ Run the review cadence: weekly operating review on the funnel from lead to live provider; fortnightly field reviews with regional leaders; monthly performance reviews by executive.
¢ Deliver the number: meet the monthly net-new onboarding plan by region and by executive; personally negotiate chains, large hospitals and accounts that set precedent for terms in a city.
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Key performance indicators¢ Net new providers onboarded per month against plan, by region and by executive
¢ Worked-lead conversion and stage-wise funnel conversion
¢ Productive visits per executive per day; revisit SLA and cadence compliance; CRM logging compliance
¢ Provider activation within 30 days of onboarding
¢ Cost per provider acquired; take rate and margin secured at onboarding
¢ Team attrition and time to productivity for new joinersDesired profile¢ Graduate in any discipline. MBA Preferred
¢ 7 to 10 years in field sales or field operations, including 4 to 5 years leading a large, geographically distributed field team through a layer of managers.
¢ Experience of a daily-beat field model with planned routes, visit norms and output measured per person per day. Consumer goods and medical representative field forces are a natural fit, as is provider or partner acquisition at scale in a healthcare or platform business.
¢ Track record of building a team from a standing start: hiring in volume, inducting quickly and taking new joiners to productivity on a defined ramp.
¢ Experience of owning commercial terms in negotiation and holding a margin or take-rate floor under pressure.
¢ Multi-state India footprint, with the language reach it requires.Skills¢ Strong command of Excel or Google Sheets and of CRM discipline, sufficient to interrogate a funnel directly rather than wait for a report.
¢ Numerate on productivity per head, stage conversion, cost per acquisition and attrition, and able to forecast from them.
¢ Communication in English and Hindi
¢ Comfortable working in the field several days a week.
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