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.