Institutional Sales Manager

Position Summary:

Key Responsibilities:

1. New Business Development (B2B & Institutional)

• Own end-to-end sales cycle for corporates (key opinion leaders), hospitals (doctors), wellness centers, gyms.
• Identify, pitch, and close high-value partnerships for Kapiva's nutrition & wellness product portfolio.
• Build customized wellness programs for corporates (employee wellness, preventive health, immunity, nutrition).

2. Key Account Management

• Manage and grow strategic accounts with clear revenue & penetration targets.
• Drive quarterly JBP (joint business planning) with large partners.
• Ensure repeat demand, cross-sell, and wallet-share expansion across institutions.

3. Cross-Functional Collaboration

• Work closely with Marketing, Supply Chain, R&D teams to execute institutional plans.
• Coordinate with Medical/Science teams for product demos, trials, and clinical education where needed.

4. Sales Operations & Execution

• Track pipeline, forecast accurately, and maintain clean CRM hygiene.
• Build monthly, quarterly revenue plans and deliver against aggressive growth targets.
• Drive account-level visibility, sampling, activations, and wellness workshops.

5. Market Intelligence

• Map institutional ecosystem across regionscorporates, hospitals, wellness networks, gyms, sports academies, etc.
• Track competitor activity, pricing, and institutional procurement dynamics.

Qualifications:

Must-Have

• 78 years of experience

  in B2B / institutional / corporate sales.
• Background in

  Pharma, Consumer Health, Ayurveda, Nutraceuticals, Wellness, or OTC

  .
• Experience managing corporate clients, hospitals, clinics, or large health ecosystems.
• Strong relationship-building and stakeholder management skills.
• Proven track record of closing large accounts and hitting revenue targets.

Good-to-Have

• Experience selling

  wellness or preventive health solutions

  .
• Exposure to

  vaccination, corporate wellness, or institutional programs

  .
• Ability to build structured sales pitches and ROI-driven proposals.