Head of Institutional Sales

We’re Hiring: Head – Institutional Sales (Hyderabad)

Company:

Location:

CTC:

Employment Type:

Be the driving force behind our B2B growth!

If you have a passion for building high-value partnerships, closing strategic deals, and leading teams to success — this is your opportunity to make an impact in the healthcare sector.

🚀 Role Purpose

BUURTZORG India’s institutional revenue growth

• 🏥 Hospitals
• 🏢 Corporates
• 🛡 Insurers / TPAs
• 🏛 PSUs & Government Schemes
• 🤝 Channel Partners

exceptional quality

📌 Key Responsibilities

1️⃣ Strategy & Go-to-Market

• Develop and execute the Hyderabad institutional sales strategy
• Define annual revenue, margin, and utilization targets
• Build a

  repeatable enterprise sales process

  : Lead Generation → Solution Design → Proposal → Negotiation → Contracting → Onboarding → Utilization Ramp-Up

2️⃣ Business Development & Pipeline

• Identify, pursue, and close

  multi-site enterprise contracts

• Personally lead strategic pursuits for top 50 target accounts
• Build

  referral engines

  with partner hospitals
• Design and launch on-site programs for corporate clients (health camps, vaccination drives, wellness screenings)

3️⃣ Key Account Management & Retention

• Establish

  MSAs

  for the complete home-healthcare portfolio
• Conduct

  Quarterly Business Reviews

  with institutional clients
• Drive

  cross-sell & upsell

  opportunities

4️⃣ Cross-functional Collaboration

• Work with

  Clinical Operations

  to design onboarding workflows
• Partner with

  Marketing

  for enterprise campaigns & B2B events
• Coordinate with

  Finance

  for pricing and receivables management

5️⃣ Team Leadership

• Recruit & manage a

  high-performance sales team

• Set territory plans, sales targets, and incentive schemes
• Promote

  consultative, ethical, and outcomes-driven selling

6️⃣ Governance & Reporting

• Maintain CRM hygiene with accurate pipeline & forecasting data
• Publish weekly dashboards on key sales metrics
• Monitor and enforce contract governance & quality standards

📊 Key Performance Indicators (KPIs)

• Institutional revenue vs. plan
• New enterprise logos acquired (by segment)
• Referral-to-start TAT & partner activation rate
• Utilization % vs. contracted packages
• Net Revenue Retention (NRR) > 110%
• DSO and receivables within targets
• Team hiring speed & quota attainment

👤 Candidate Profile

Education:

• Graduate in Life Sciences, Nursing, Pharmacy, or Allied Health OR Business
• MBA/PGDM preferred

Experience:

• 5+ years in healthcare institutional/B2B sales
• Proven enterprise deal-making experience with hospitals, insurers, corporates, or large wellness programs
• Exposure to home healthcare sales is a

  plus

• Experience in tenders & government empanelments is an

  advantage

Skills & Competencies:

• Consultative, solution-based selling
• Strong commercial acumen & negotiation skills
• C-suite relationship management
• Team leadership & data-driven mindset
• High integrity & professionalism

Tools Knowledge:

• CRM (Salesforce, Zoho, MS Dynamics)
• MS Office / Google Workspace
• Proposal automation tools & BI dashboards

🎯 What Success Looks Like in 12 Months

• Hyderabad GTM strategy operational in all target clusters
• Top 25 enterprise accounts signed & activated (>90% SLA compliance)
• Institutional revenue forms a

  significant share

  of total company revenue
• Pipeline coverage at 3× with ≥30% win rate
• Fully staffed, trained, and quota-hitting sales team

📍 Location & Travel

• Location:

  Hyderabad

• Frequent travel across metros & regional hubs

💼 Equal Opportunity

equal opportunity employer

📢 How to Apply

apply now

💙 Join BUURTZORG India and be part of a mission to transform healthcare delivery across the country!

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