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

Role Purpose: Build and lead profitable B2I institutional business across (1) one-time health camps and screening programmes, and (2) recurring empanelment with corporates, government bodies, educational institutions and other organisations. The role has end-to-end commercial accountability from opportunity creation and closure through account activation, revenue, margin, collections, client growth and renewal.
Key Responsibilities1. Business Planning & Pipeline
- Prepare annual,



quarterly and monthly plans with separate targets for one-time programmes and empanelments.
- Prioritise industries, institutions, territories and high-potential accounts; maintain a balanced mix of immediate and recurring revenue.
- Build qualified opportunities through direct prospecting, references, associations, events and centrally generated leads.
- Maintain a pipeline of at least 3 the upcoming quarterly target and ensure complete, timely CRM updates.

2. One-time Health Programmes
- Understand the client objective, participant profile, location, expected volume and test requirements.
- Develop the programme solution, proposal, pricing, payment terms and execution brief with the relevant functions.
- Close programmes within approved commercial parameters; track delivery, client feedback, billing and collection.
- Convert suitable one-time engagements into recurring empanelments.

3. Empanelment Acquisition & Activation
- Identify organisations with recurri

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