- Develop and execute a PAN-India private institutional sales strategy and achieve defined revenue and business-development targets.

- Identify and develop new business opportunities with private hospitals, hospital groups, dental/medical colleges, universities, dental chains and other large institutions.

- Build a structured target-account database and map key decision-makers, influencers and procurement stakeholders for major accounts.

- Identify upcoming projects, new hospitals/colleges, expansion plans, new dental departments, replacement requirements and other institutional opportunities at an early stage.

- Develop relationships with promoters, management, procurement teams, HODs, clinicians,and other key stakeholders.

- Understand institutional requirements and coordinate internally to develop appropriate technical and commercial solutions.

- Prepare commercial proposals, presentations and business cases and lead commercial negotiations through closure.

- Coordinate closely with regional sales teams, product teams, service, finance, logistics and management for successful execution of institutional projects.

- Develop annual/quarterly account plans for major institutions and continuously identify cross-selling and repeat-business opportunities.

- Track competitor activities, pricing, installations, institutional tie-ups and market developments and provide actionable market intelligence.

- Conduct or coordinate product presentations,



demonstrations, workshops and meetings for institutional customers.

- Provide structured weekly/monthly reporting covering new accounts developed, pipeline created, orders closed, lost opportunities, collections, key upcoming opportunities and support required from management.

- Build long-term relationships with key institutional accounts to generate repeat business and establish Unicorn as a preferred dental equipment partner.

Key Performance Indicators

Institutional sales revenue | New institutional accounts acquired | Qualified pipeline value | Conversion ratio | Average order value | Repeat business |

Preferred candidate profile

- Graduate/Postgraduate with 8-12 years of B2B/institutional sales experience.

- Robust preference for experience in medical devices, dental equipment, healthcare equipment, diagnostics or other capital-equipment businesses.

- Proven track record of acquiring and developing large institutional accounts.

- Experience in capital equipment/project/solution selling would be highly preferred.

- Strong commercial negotiation, account-management and stakeholder-management capabilities.

- Ability to independently manage senior-level discussions with institutional customers.

- Strong understanding of sales pipelines, forecasting and CRM-based sales management.

- Willingness to travel extensively across India.

📌 Sales Manager -Institutional Sales (New Delhi)
🏢 Unicorn DenMart
📍 New Delhi