: Manager / Lead – Outbound Sales (Telesales)

Company: Docterz Health-Tech Labs

Preferred: Candidates based in Mumbai only.

Employment Type: Full-time, Work from Office

Reporting to: Founder / Growth Leadership

About Docterz

Docterz is a doctor-founded healthcare technology company helping doctors, clinics and hospitals digitise and improve their day-to-day operations.

Our platform includes EMR, appointment and queue management, billing, pharmacy, patient engagement, WhatsApp automation, analytics, multi-location management and other practice-management solutions.

As Docterz enters its next phase of growth, we are building multiple independent customer-acquisition channels. Outbound telesales will be one of these key growth engines.

Role Overview

We are looking for a highly execution-oriented Manager / Lead – Outbound Sales to build Docterz’s outbound doctor-acquisition engine from the ground up.

Unlike our inbound and digital sales teams, this team will not depend on leads generated through advertising.

The mandate is to systematically identify relevant doctors and healthcare organisations, reach them through outbound calling, create interest in Docterz, generate qualified demonstrations and convert these opportunities into paying customers.

This is a builder role, not simply a telesales supervisory position.

The successful candidate will initially work with a small team, establish the outbound playbook, prove the economics of the channel and then scale the team based on results.

Primary Mandate

Build a predictable acquisition engine:

Doctor Database → Contact → Meaningful Conversation → Qualified Opportunity → Demo → Follow-up → Sale → Collection The objective is to determine which specialties, geographies, messaging and calling strategies produce the highest-quality customers at sustainable acquisition costs.

Key Responsibilities

1. Build the Outbound Sales Engine

Establish the outbound telesales process from scratch.

Define daily calling and productivity standards.

Create calling workflows, scripts and objection-handling frameworks.

Develop structured follow-up processes.

Establish lead prioritisation and recycling mechanisms.

Ensure every prospect and interaction is accurately captured in the CRM.

Continuously improve the outbound sales playbook based on actual conversion data.

2. Segment and Target the Market

Rather than calling random databases, build targeted outbound campaigns based on:

Medical specialty

Geography

Clinic type

Practice size

Existing technology usage

Relevant Docterz products

Other commercially meaningful segments

Examples could include campaigns such as:

Paediatricians – Mumbai

Dermatologists – Pune

Gynaecologists – Ahmedabad





Each campaign should be measured independently to identify the most attractive markets for Docterz.

3. Own the Complete Outbound Funnel

Track and improve

Doctors allocated

↓

Dials

↓

Connected calls

↓

Meaningful conversations

↓

Qualified opportunities

↓

Demos booked

↓

Demos completed

↓

Sales

↓

Collections The role is accountable for business outcomes, not simply calling activity.

4. Build and Manage the Team

Initially lead a small outbound team.

Recruit additional team members as the channel demonstrates traction.

Set individual and team targets.

Conduct daily performance reviews.

Listen to calls and provide structured coaching.

Identify weaknesses in opening, qualification, objection handling and follow-up.

Develop high performers.

Address persistent non-performance objectively and quickly.

Build a disciplined, high-energy sales culture.

5. Improve Call Quality The Head/Lead must personally understand what is happening on calls.

Responsibilities include:

Regular call listening.

Analysing why prospects disconnect or decline.

Testing different opening statements.

Improving objection handling.

Identifying common doctor pain points.

Improving the transition from conversation to demo.

Coaching team members using actual call examples.

6. Run Structured Experiments

Outbound should operate as a growth laboratory.

Continuously test

Different specialties

Different cities

Different doctor segments

Different calling scripts

Different value propositions

Different products

Different calling times

Different follow-up sequences

Each experiment should answer:

What works?

What doesn’t?

What should we scale?

7. Own Channel Economics

Build visibility into:

Cost per dial

Cost per meaningful conversation

Cost per qualified opportunity

Cost per demo

Cost per customer acquired

Revenue per customer

Sales conversion

CAC

CAC payback The long-term objective is to determine whether outbound can become a large and profitable acquisition channel for Docterz.

Key Performance Indicators

Performance will be measured across four levels.

Activity

Dials per salesperson per day

Connect rate

Meaningful conversations

Talk time

Funnel

Qualified opportunities

Demos booked

Demo show-up rate

Demo-to-sale conversion

Revenue

Customers acquired

Monthly collected revenue

Average deal value

Revenue per salesperson





Channel Economics

Cost per qualified opportunity

Cost per demo

CAC

CAC payback

Revenue generated relative to team cost

Activity metrics are diagnostic measures.

Revenue and profitable customer acquisition are the ultimate measures of success.

First 90-Day Expectations

First 30 Days

Understand Docterz products and target customers.

Understand the doctor’s buying journey.

Review available prospect databases.

Establish segmentation methodology.

Develop initial scripts and objection-handling frameworks.

Establish baseline calling metrics.

Begin structured outbound campaigns.

Days 31–60

Identify the highest-performing specialties and segments.

Improve meaningful-conversation rates.

Improve demo generation.

Establish individual salesperson scorecards.

Develop repeatable follow-up processes.

Compare campaign performance across segments.

Days 61–90

Present a clear answer to management:

Can outbound telesales become a scalable customer-acquisition engine for Docterz?

If yes

Which specialties?

Which geographies?

Which pitch?

What conversion rates?

What CAC?

What team structure?

What should Docterz invest to scale it?

The successful candidate should then be capable of scaling the channel significantly.

Candidate Profile

Experience

5–8+ years of inside sales / outbound sales / telesales experience.

At least 2–3 years managing a telesales or inside-sales team.

Experience selling through high-volume calling environments.

Experience building or substantially improving an outbound sales process.

Experience in any of the following would be particularly relevant:

EdTech

SaaS

FinTech

HealthTech

Insurance

B2B subscriptions

Other high-velocity inside-sales businesses

Healthcare experience is useful but not mandatory.

What We Value

We are looking for someone who:

Is extremely comfortable with numbers.

Enjoys listening to and analysing sales calls.

Can coach salespeople rather than merely demand targets.

Experiments constantly.

Understands funnel conversion.

Takes ownership of revenue.

Is comfortable building something without an established playbook.

- Can operate hands-on in the early stage and build a larger team once the model works.

What This Role Is Not

This is not a role where the manager receives a large team and simply monitors attendance, calls and targets.

The person is being hired to answer a much bigger question:

Can we build outbound doctor acquisition into a predictable, profitable and scalable growth engine for Docterz?

If the answer is yes, the successful candidate will have the prospect to build and lead that engine as it scales across specialties, cities and a significantly larger team

📌 Manager / Lead – Outbound Sales (Telesales) (Mumbai)
🏢 Docterz
📍 Mumbai