Senior manager - institutional business

Role Purpose :

To lead and expand the company’s Institutional Business across government and corporate hospital segments. The role focuses on driving growth through tenders, empanelments, and strategic key account management.

Key Responsibilities :

Experience in handling institutional business (government & corporate hospitals, tender-based).

Proven track record in managing large institutional clients and handling rate contracts.

Strong exposure to tendering, empanelment, and key account management.

Must have led regional or zonal institutional sales teams.

Excellent negotiation, communication, and relationship management skills.

Exposure to CRM / SFA tools and data-driven decision-making.

Key Deliverables (KRAs) :

Growth in institutional revenue and expansion of key accounts.

Successful participation and win-rate improvement in tenders.

Strengthening relationships with government & corporate hospital networks.

Improved regional team performance through coaching and leadership.

Accurate and timely reporting on CRM / SFA dashboards.

Qualification & Experience :

MBA in Sales & Marketing.

12-18 years of experience

Must have managed he institutional segment.

Preferred industry background : Medical Devices / Healthcare / Pharma / Institutional & Corporate Hospitals.

Skills & Competencies :

Strong analytical skills with exposure to CRM / SFA tools.

Expertise in negotiation, stakeholder management, and data-led decision-making.

Ability to manage cross-functional coordination and strategic accounts.

Team leadership, problem-solving, and proactive execution mindset.

Key Deliverables (KRAs) :

Reduced stock-outs and incoming rejections.

Cost savings and timely vendor deliveries.

New vendor development and SRM improvement.

Accurate reporting on Purchase Dashboard and ITR.