Territory Sales Manager (Healthcare)

Key Responsibilities

1. Sales & Business Development

• Achieve monthly, quarterly and annual sales targets for the assigned territory.
• Generate new business through hospitals, clinics, doctors, corporates, diagnostic centres and other healthcare institutions.
• Identify potential customers and convert leads into business.
• Promote Atulaya's pathology and radiology services, health packages and home collection services.
• Develop and implement territory-wise sales plans and strategies.

2. Doctor & Client Relationship Management

• Build and maintain strong professional relationships with doctors, consultants, hospital administrators and other healthcare professionals.
• Regularly visit doctors and key accounts as per the defined beat plan.
• Maintain existing business relationships and identify opportunities for repeat business and revenue enhancement.
• Address customer queries and coordinate with internal teams for timely resolution.

3. Territory Management

• Conduct regular field visits and ensure effective coverage of the assigned territory.
• Identify untapped markets and new business opportunities.
• Monitor competitor activities, pricing, promotions and market trends.
• Provide regular market feedback to the reporting manager.
• Maintain an updated database of doctors, hospitals, clinics and other potential clients.

4. B2B / Institutional Business

• Develop business from hospitals, nursing homes, clinics, corporates, insurance/TPA networks and other institutional clients.
• Negotiate and close commercial/business deals within approved company guidelines.
• Follow up with clients regarding outstanding payments and collections.
• Coordinate with operations and collection teams to ensure smooth service delivery.

5. Marketing & Promotional Activities

• Support and participate in health camps, doctor meets, corporate camps and other promotional activities.
• Coordinate with the marketing team for territory-level promotional campaigns.
• Identify opportunities to increase brand visibility and patient footfall.

6. Reporting & MIS

• Submit daily/weekly/monthly sales reports as required.
• Maintain accurate records of customer visits, leads, conversions and sales.
• Track achievement against targets and prepare territory-wise business plans.
• Provide regular updates on competitor activities and market developments.

7. Internal Coordination

• Coordinate with Operations, Front Office, Home Collection, Radiology, Pathology and Customer Support teams to ensure quality service delivery.
• Follow up on customer complaints and ensure timely resolution.
• Work closely with management to implement sales strategies and business initiatives.

Key Performance Indicators (KPIs)

• Achievement of monthly and quarterly sales targets.
• New customer/client acquisition.
• Revenue growth within assigned territory.
• Doctor and institutional business development.
• Customer retention and repeat business.
• Number and quality of productive field visits.
• Lead generation and conversion ratio.
• Collection/payment follow-up.
• Territory coverage and market penetration.
• Timely submission of sales reports and MIS.