Designation – VP Strategic Partnership, Business Expansion & Growth

Role Overview The Head – Strategic Partnerships, Business Expansion & Growth will be responsible for driving the organization's overall business growth through strategic partnerships, market expansion, institutional relationships, sales development, revenue growth, and business intelligence.

The role will own the annual business development and revenue growth agenda, including setting and achieving business targets, developing new revenue streams, expanding into new markets, strengthening strategic accounts, and building a high-performing Business Development (BD) team.

The role will lead the identification and development of high-value partnerships across healthcare, hospitals, rehabilitation networks, government institutions, NGOs, corporates, technology organizations, academic institutions, and international organizations.

The position will also be responsible for identifying new markets and business opportunities, developing go-to-market strategies, managing the sales pipeline, expanding institutional and referral networks, and converting market intelligence into measurable business growth.

The successful candidate will work closely with clinical, operations, marketing, finance, and leadership teams to build scalable business models, establish strategic alliances, increase patient and referral footfalls, develop new revenue streams, and strengthen the organization's market position.

Key Responsibilities

1. Annual Business Strategy, Targets & Revenue Ownership

- Develop the annual Business Development and Growth strategy in alignment with the organization's overall business objectives.
- Translate organizational growth objectives into annual revenue, sales, partnership, market expansion, and business development targets.
- Be part of sales pitches from RFI/RFP stages, including drawing up RFP responses, proposal writing and contract negotiations.
- Own the annual business development target and ensure achievement through strategic partnerships, institutional business, new markets, referral networks, and other revenue channels.
- Develop annual and quarterly business plans with clear targets, initiatives, timelines, resource requirements, and expected outcomes.
- Establish revenue targets by:

o Geographic market o Business segment o Strategic account o Partnership/channel o Product/service category o BD team member
- Develop monthly and quarterly revenue forecasts and maintain visibility on the sales pipeline and projected business.
- Identify gaps against targets and implement corrective strategies to ensure achievement of annual goals.
- Develop new revenue streams and continuously evaluate opportunities for improving revenue, margins, and market share.
- Present annual business plans, growth forecasts, and performance reviews to the CEO / leadership team.

1. Business Development Team Leadership & Management

- Lead, manage, mentor, and develop the Business Development and Sales team.
- Define the structure, roles, responsibilities, territories, account ownership, and targets for the BD team.
- Set individual and team-level annual, quarterly, and monthly business targets.
- Develop a structured BD process covering lead generation, qualification, opportunity management, proposal development, negotiation, closure, onboarding, and account growth.
- Conduct regular pipeline reviews and performance reviews with BD team members.
- Coach team members on strategic selling, relationship management, negotiation, presentations, and account development.
- Identify capability gaps and arrange appropriate training, mentoring, and development.
- Participate in key negotiations and high-value business opportunities alongside team members.
- Develop succession and talent-development plans for the BD function.
- Establish clear reporting mechanisms and dashboards to track BD performance.

1. Strategic Partnerships & Alliances

- Develop and execute the organization's strategic partnership strategy.
- Identify, evaluate, prioritize, and establish partnerships with:





o Corporate and specialty hospitals o Rehabilitation centers and networks o Healthcare providers and medical professionals o Government bodies and public healthcare institutions o NGOs and social impact organizations o Medical and professional associations o P&O; and rehabilitation institutions o Medical colleges, universities, and academic institutions o Technology and healthcare innovation companies o International hospitals, organizations, foundations, and grant agencies
- Build and maintain long-term relationships with key institutional and strategic stakeholders.
- Develop partnership proposals, business cases, commercial models, MOUs, contracts, and collaboration frameworks.
- Lead negotiations with strategic partners and ensure successful implementation of partnership agreements.
- Identify opportunities for co-branded programs, referral networks, institutional tie-ups, technology collaborations, and new service models.
- Establish strategic partnerships that improve patient access, clinical outcomes, brand visibility, and revenue.

1. Business Expansion & Market Development

- Identify new geographic markets, customer segments, clinical specialties, and business opportunities for expansion.
- Conduct market assessments to evaluate market potential, competition, customer needs, pricing, accessibility, and commercial viability.
- Develop market-entry and expansion strategies for current cities, states, institutions, and healthcare segments.
- Identify opportunities to establish new centers, satellite clinics, referral networks, institutional programs, and Centres of Excellence.
- Develop partnerships with state and central government institutions, medical colleges, P&O; colleges, rehabilitation institutions, and other relevant organizations.
- Build scalable business models for expansion while ensuring operational and financial feasibility.
- Develop strategies to increase patient footfalls, referrals, institutional business, and utilization of clinical services.
- Prepare business cases and commercial feasibility assessments for new expansion opportunities.

1. Sales & Revenue Growth

- Own and drive strategic sales and business development initiatives to achieve annual revenue targets.
- Develop and manage a strong sales pipeline across institutional, corporate, healthcare, government, and referral channels.
- Identify high-value accounts and develop strategic account plans to increase revenue and long-term engagement.
- Build referral ecosystems with doctors, hospitals, rehabilitation professionals, physiotherapists, occupational therapists, and other relevant healthcare stakeholders.
- Work closely with clinical and operations teams to convert partnerships and leads into patient footfalls and revenue.
- Develop new revenue streams through institutional programs, corporate partnerships, government projects, international collaborations, and specialized clinical offerings.
- Monitor sales performance, conversion rates, pipeline value, customer acquisition, revenue contribution, and account growth.
- Establish sales processes, targets, reporting mechanisms, and performance dashboards for business development activities.
- Drive cross-selling, upselling, repeat business, and strategic account expansion.

1. Growth Strategy & Business Intelligence

- Build a structured business and market intelligence framework to support strategic decision-making.
- Track market trends, competitor activities, pricing, emerging technologies, healthcare policies, funding opportunities, and customer behavior.
- Identify white spaces and emerging opportunities within prosthetics, orthotics, rehabilitation, assistive technology, and the broader healthcare ecosystem.
- Develop data-driven insights and recommendations for market expansion, partnerships, pricing, service development, and revenue growth.
- Develop dashboards covering:





o Revenue and sales performance o Sales pipeline o Partnership performance o Market opportunities o Conversion rates o Geographic performance o Referral and institutional footfalls o Customer and partner acquisition o ROI of strategic initiatives
- Translate market and business intelligence into actionable growth strategies.
- Conduct periodic competitor and market benchmarking and present recommendations to leadership.

1. Strategic Program Development

- Design and implement programs that strengthen relationships with key medical and institutional stakeholders.
- Develop initiatives such as:

o CME programs o Doctor engagement programs o Mini doctor group/lunch meetings o Clinical education programs
- Hospital referral programs
- Rehabilitation network programs
- Awareness and screening initiatives
- Institutional outreach programs
- P&O; education and training initiatives
- Develop programs that generate clinical engagement, referrals, patient footfalls, brand awareness, and business opportunities.
- Establish clear commercial and strategic objectives for each program.
- Measure program effectiveness, business contribution, and ROI.

1. Government, Institutional & International Business

- Identify and develop opportunities with state and central government departments, public healthcare institutions, government hospitals, and relevant agencies.
- Explore government tenders, public-private partnerships, healthcare schemes, grants, and institutional programs.
- Develop relationships with international organizations, grant agencies, international hospitals, foundations, and development organizations.
- Identify funding and collaboration opportunities that support expansion, patient access, innovation, research, and social-impact initiatives.
- Lead institutional proposals and strategic discussions with senior government and organizational stakeholders.

1. Key Account Management

- Identify and prioritize strategic accounts with high revenue and growth potential.
- Develop annual account plans for key hospitals, institutions, corporates, government bodies, and strategic partners.
- Establish senior-level relationships within key accounts.
- Ensure retention, revenue growth, and expansion of strategic accounts.
- Identify opportunities for multi-location and multi-service engagements.
- Monitor account profitability, performance, satisfaction, and future potential.

1. Cross-Functional Leadership

- Work closely with clinical, operations, marketing, finance, technology, and leadership teams to ensure successful execution of growth initiatives.
- Act as the bridge between external stakeholders and internal teams.
- Work with Legal team on contract negotiations.
- Ensure partnership commitments are translated into clear internal action plans and measurable outcomes.
- Collaborate with clinical teams to ensure business growth is aligned with clinical quality and patient outcomes.
- Work with marketing teams to develop targeted campaigns and stakeholder engagement strategies.
- Partner with operations and finance teams to evaluate scalability, resource requirements, margins, and financial viability of new initiatives.

1. Stakeholder Engagement & Brand Representation

- Build strong relationships with senior decision-makers across hospitals, healthcare organizations, government bodies, NGOs, corporations, and academic institutions.
- Represent the organization at healthcare conferences, exhibitions, industry forums, government meetings, networking events, and other strategic platforms.
- Position the organization as a leading player in prosthetics, orthotics, rehabilitation, assistive technology, and related healthcare solutions.
- Build and maintain a strong professional network that contributes to long-term organizational growth.

1. Performance Management & Reporting

- Establish a comprehensive BD and Growth Management Dashboard.
- Track monthly, quarterly, and annual performance against business targets.
- Review:

o Revenue achieved vs. target o New business generated o Pipeline value o Conversion rates o New accounts acquired o Strategic partnerships o Geographic expansion o Referral growth o Patient footfalls o Team productivity o Account gro Pay: Up to ₹2,500,000.00 per year

Benefits

- Flexible schedule

Work Location: In person

📌 VP Strategic Partnership, Business Expansion & Growth (Jakkur)
🏢 Cloute Technologies
📍 Jakkur