Role Definition
The Head – Institutional Sales is responsible for the strategic leadership, execution, and growth of the institutional business across all geographies. This includes generating institutional leads, pitching diagnostic services to manufacturing and service companies, managing the complete sales funnel from lead generation to closure, onboarding clients, and ensuring long-term account retention and revenue growth. The role involves close coordination with Zonal Managers and State Heads for regional execution and ensuring delivery of service commitments.
Deliverables
B2I Revenue Growth and Channel Expansion
Lead Conversion to Institutional Sales Closure
Seamless Onboarding and Service Delivery for Institutional Clients
Long-term Client Retention and Upsell Opportunities
Regional Execution through Zonal and State Teams
Tasks and Activities
Channel Strategy & Revenue Ownership
Define and drive the annual (B2I) sales strategy aligned with business goals
Create quarterly Institutional (B2I) sales plans with revenue targets, product mix, and segment prioritization




Identify focus sectors (manufacturing units, industrial hubs, service industries - BPOs, hospitality, etc,) and set geographic growth maps
Develop pricing strategies, and commercial models specific to institutional business
Enable Zonal and State Heads through target setting, funnel review, joint meetings, proposal support, and training
Lead Generation & Pipeline Management
Build and manage a robust lead pipeline through direct outreach, referrals, industry databases, B2B platforms, trade shows, exhibitions, and digital campaigns
Define Lead targets and implement targeted campaigns for zone-specific lead generation. Work with the marketing team to run emailers, brochures, and lead capture campaigns focused on Institutional sales (B2I).
Define qualification criteria for institutional leads (number of employees, sites, diagnostic need, regulatory compliance)
Nurture leads from early-stage conversatio

📌 Head Institutional Sales (Jaipur)
🏢 Dr. B. Lal Clinical Laboratory
📍 Jaipur