Institutional Sales Manager

Role Purpose:

Institutional Business

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.