Role Clarity | Head Institutional Sales (B2I)
Department: Customer Success (Sales)
Reporting To: HOD Institutional Sales (B2I)

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

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