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

Role PurposeBuild 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 chance 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 recurring diagnostic needs and map stakeholders across HR, administration, procurement and leadership.
- Understand eligible population, service locations, expected volumes, test mix, billing, reporting and service requirements.
- Lead proposals, tenders, pricing, service-level negotiations, contracting and internal approvals.
- Create a clear onboarding plan and ensure every signed empanelment is activated and begins generating meaningful revenue.

4. Account Growth & Retention

- - Maintain account plans for key clients and track utilisation, revenue, test mix, coverage and service experience.
- Conduct periodic business reviews and drive utilisation through employee communication, preventive programmes and additional services.
- Own renewals, price revisions, service expansion and corrective plans for declining or at-risk accounts.

5. Commercial & Collection Ownership

- - Deliver revenue and contribution-margin targets for both business segments.
- Provide accurate forecasts and monitor billing, payment terms, outstanding amounts and receivable ageing.




- Resolve commercial disputes with Finance and clients and escalate unviable pricing or persistent payment delays.

6. Team & Cross-functional Leadership

- - Define clear territory, lead and account ownership; set individual targets for pipeline, closure, activation, revenue and collections.
- Coach the team on prospecting, consultative selling, proposal development, negotiation, CRM discipline and account management.
- Coordinate Operations, Medical, Quality, Finance, Marketing, IT, Legal and Customer Care to deliver the agreed client proposition.
- Build relationships at multiple levels within client organisations and ensure timely closure of client escalations.

Success Metrics

- Achievement of B2I channel revenue targets (monthly/quarterly/annual)
- Number of new institutional clients onboarded per quarter
- Lead-to-closure conversion ratio
- Client retention and contract renewal rate
- Onboarding within SLA-defined timelines
- Client satisfaction score (CSAT/NPS) across institutional accounts

Role Requirement

- - Graduate degree; MBA or equivalent commercial qualification preferred.
- 8–12 years of institutional, corporate, healthcare or diagnostic sales experience, including team leadership.
- Demonstrated ability to acquire corporate accounts and grow recurring institutional relationships.
- Strong commercial understanding of pricing, margins, contracts, collections and account economics.
- Effective engagement with HR, administration, procurement and senior-management stakeholders.
- Strong proposal writing, negotiation, presentation, forecasting and CRM capabilities.
- High ownership, execution discipline and willingness to travel across assigned

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