Head Pan India | Institutional & Government Tender Business

Function: Institutional Sales / Government Business

Role Overview

We are looking for an experienced Institutional Business to lead and drive the Pan-India Government & Institutional Sales and Tender Business. The incumbent will be responsible for developing the institutional business strategy, driving government procurement and tender opportunities, managing strategic accounts, and delivering sustainable revenue and profitability growth.

Key Responsibilities

Lead the Pan-India Institutional & Government Business, with overall responsibility for revenue, profitability and business growth.

Develop and execute the annual business plan, AOP, sales strategy and long-term growth roadmap for the institutional business.

Drive Government Tender Business across Central and State Government institutions, hospitals and healthcare organisations.

Identify, evaluate and convert strategic tender opportunities; oversee the complete tender lifecycle from opportunity identification to bid submission, negotiation, order execution and collections.

Develop effective tender, pricing, product-mix and commercial strategies to improve win rates and profitability.

Build and strengthen relationships with key institutional stakeholders, procurement teams, purchase committees and strategic accounts.

Drive product inclusion, formulary listing and market-access initiatives to expand institutional business.

Develop strategic partnerships and long-term business opportunities with Government, Corporate and large Institutional accounts.

Lead and mentor the institutional sales / tender team across India, including resource planning,



capability building and performance management.

Establish processes and SOPs for tender management, institutional sales, order execution, invoicing, claims and collections.

Work closely with Sales, Marketing, Finance, Supply Chain, Regulatory and other internal stakeholders to ensure seamless execution of institutional business.

Monitor market intelligence, competitor activity, tender pricing and procurement trends to identify new business opportunities.

Ensure achievement of topline, bottom-line and profitability objectives while maintaining sustainable business growth.

Build institutional business through strategic account development, recent account acquisition and deeper penetration of existing government institutions.

Desired Candidate Profile

15+ years of relevant experience in Pharmaceutical / Healthcare Institutional Sales, Government Business, Tender Business or Market Access.

Strong and demonstrated experience in Government Procurement and Tender Management.

Experience managing Pan-India institutional / government business is strongly preferred.

Should have handled large Government / Institutional accounts and strategic business portfolios.

Strong understanding of tendering, pricing, product inclusion, procurement processes and institutional sales cycles.

Proven experience in building and scaling institutional business and leading large teams.

Strong commercial acumen with exposure to AOP, budgeting, revenue, profitability and P&L;.

Excellent stakeholder management, negotiation, strategic planning and leadership capabilities.

Interested candidates may share their updated CV at (phone hidden).

📌 Head - Institutional / Government Business -Pan India Role - Pharma (Mumbai)
🏢 Career Point Placement Services
📍 Mumbai