Job Objective
To drive IVF revenue for the Motherhood IVF Bangalore cluster by building, developing and nurturing long-term professional relationships with gynaecologists, fertility specialists and other key referring doctors, thereby increasing qualified patient referrals to Motherhood IVF centres and labs.
Role Context
The role is primarily responsible for the B2B doctor-referral channel and for converting the professional network of Bangalore gynaecologists into sustainable IVF referral volumes. The incumbent should be comfortable working in a field-driven, relationship-led sales environment and managing a geographically distributed cluster.
Key Responsibilities
- 1. Strategic Sales Planning Develop and execute the Bangalore IVF cluster sales strategy in alignment with the overall business plan and revenue objectives. Map the Bangalore fertility referral ecosystem, including gynaecologists, obstetricians, fertility specialists, hospitals, clinics and other relevant referral sources. Segment referring doctors based on potential, current referral volumes, speciality, geography and relationship strength, and create focused engagement plans. Identify new referral opportunities and underserved pockets within Bangalore to expand the Motherhood IVF referral network.
- 2. Doctor / B2B Referral Development Build strong, credible and long-term relationships with Bangalore-based gynaecologists and other relevant referring doctors. Personally meet high-value and strategic gynaecologists to establish relationships, understand their patient profile and develop referral opportunities. Drive acquisition of new doctor relationships and referral tie-ups while strengthening existing referral accounts. Develop structured doctor-wise engagement plans, referral targets and follow-up mechanisms. Ensure regular engagement with referring doctors and promptly address service, coordination or communication issues affecting referrals.
- 3. Cluster Revenue Referral Management Own the B2B referral-led revenue performance of the Bangalore IVF cluster. Set monthly, quarterly and annual referral and revenue targets and drive achievement through the sales team. Track doctor-wise referrals, conversions, revenue, repeat referrals and potential pipeline across the 8 Motherhood IVF labs/centres. Identify gaps in referral volumes and take corrective action through focused doctor engagement and field activity. Work closely with centre/lab teams to ensure referred patients receive a high-quality and seamless experience, supporting repeat and sustainable referrals.
- 4. Team Management Field Execution Lead, coach and monitor the Bangalore B2B/doctor-referral sales team and ensure adequate coverage of priority gynaecologists. Set clear targets, review performance regularly and conduct structured field reviews.Accompany team members on important doctor calls and coach them on relationship management, consultative selling and referral conversion. Build a high-performance, disciplined and motivated sales team through mentoring, training and continuous feedback. Ensure effective territory allocation and optimal doctor coverage across Bangalore.
- 5. Cross-functional Coordination Work closely with IVF centre/lab heads, doctors, nursing, operations, marketing and other internal teams to support referral growth. Coordinate with marketing on doctor engagement programmes, CME/knowledge initiatives, outreach activities and other B2B initiatives. Escalate and resolve service-related concerns raised by referring doctors in coordination with the relevant internal stakeholders.Maintain accurate CRM / MIS data on doctor coverage, referrals, conversions, revenue and pipeline.
- 6. Market Intelligence Continuously track Bangalore IVF market dynamics, competitor activity, doctor movements, new clinics/centres and referral trends. Provide actionable market intelligence to management on opportunities, competitive threats and emerging referral channels. Monitor the impact of competitor IVF offerings and develop appropriate relationship and market strategies.
- 7. Financial Governance Operate within the approved sales and marketing budget. Ensure adherence to Motherhood Healthcare policies, applicable laws, company guidelines and ethical standards governing doctor engagement and business development. Maintain timely and accurate sales reporting, forecasts and performance dashboards.
