1. Role Purpose The National Manager – Institutional Business will lead the development, acquisition and management of institutional partnerships for BUURTZORG India across Kolkata and Hyderabad. The role will build a sustainable institutional business channel through hospitals, rehabilitation centres, nursing homes, insurance service providers and corporates. The objective is to generate business through both services delivered within partner institutions and referrals for home healthcare services. 2.

Key Responsibilities
A. Institutional partnerships – hospitals, rehabilitation centres and nursing homes
• Identify, approach, negotiate and secure institutional tie-ups in Kolkata and Hyderabad with hospitals, rehabilitation centres, nursing homes and other relevant healthcare institutions.
• Develop partnerships for BUURTZORG services delivered inside partner institutions, as well as referrals of patients requiring nursing, caregiving, rehabilitation, post-hospitalisation support and other home healthcare services.
• Build relationships with hospital management, administrators, medical superintendents, clinical teams, discharge coordinators and other relevant decision-makers.
• Develop institution-wise engagement plans, referral pathways and mutually agreed commercial arrangements.
• Ensure each tie-up has a clear scope of services, operating model, responsibilities, escalation matrix and agreed performance expectations. B. Insurance service provider empanelment
• Identify and establish relationships with insurance service providers, TPAs and other relevant organisations for BUURTZORG empanelment.
• Coordinate empanelment documentation, service information, commercial discussions, compliance requirements and follow-up.
• Work towards enabling eligible BUURTZORG services through empanelled networks, in line with agreed terms and applicable requirements.
• Maintain relationships with empanelment, network, claims and operational teams to support activation and continuity. C. Corporate partnerships
• Identify and secure tie-ups with corporates for employee, family and other patient healthcare services.
• Develop corporate relationships that generate demand for services at institutional premises, where applicable, and referrals for home healthcare services.
• Engage HR, administration, employee wellness and other relevant stakeholders to understand needs and propose suitable service arrangements.
• Coordinate proposals, presentations, commercial terms, implementation plans and ongoing account reviews. D. Partnership onboarding and operationalisation
• Work closely with the respective Location Heads and B2B Regional Heads to onboard each institution and operationalise the partnership.
• Coordinate development,



communication and implementation of institution-specific SOPs, service workflows, referral processes and escalation protocols.
• Ensure operational readiness before activation, including role clarity, service coverage, contact points, documentation and reporting mechanisms.
• Monitor initial implementation, identify bottlenecks and coordinate corrective actions with the relevant teams E. Account management and business development
• Build and maintain a structured pipeline of prospective institutions, insurance service providers and corporate accounts. Confidential – Internal Role Document
• Manage relationships after signing to support activation, service utilisation, patient referrals, satisfaction and long-term retention.
• Conduct periodic account reviews and identify opportunities to expand the scope and volume of business.
• Maintain accurate records of leads, meetings, proposals, negotiations, tie-ups, onboarding status and business generated.
• Represent BUURTZORG India in relevant institutional meetings, networking forums and partnership discussions. F. Commercial coordination and performance
• Work with the CEO and relevant internal teams on partnership proposals, pricing, commercial terms and business cases.
• Coordinate with operations, finance and location teams on service delivery, billing, collections and resolution of account-level issues.
• Track institutional partnership performance and highlight gaps, risks and opportunities for improvement.
• Ensure commitments made to partners are aligned with BUURTZORG's service capabilities, operating standards and commercial objectives. G. Process standardisation and reporting
• Support standardisation of institutional business processes across Kolkata and Hyderabad while accounting for local operating requirements.
• Ensure partnership documentation, onboarding checklists, SOPs, review formats and reporting practices are maintained.
• Submit periodic updates to the CEO on pipeline, tie-ups, onboarding, activation, referrals, business performance and key challenges.
• Share learnings and successful practices across locations to improve institutional acquisition and account management 3. Working Relationships The National Manager will report directly to the CEO and work in close coordination with:
• Location Heads in Kolkata and Hyderabad for local execution, service readiness and institutional account coordination.




• B2B Regional Heads for institutional onboarding, relationship management, referral activation and operationalisation.
• Operations and clinical teams for service feasibility, staffing, quality, SOP implementation and escalation management.
• Finance and administrative teams for commercial documentation, billing, collections and partner-related processes 4. Key Performance Indicators (KPIs) The primary KPI will be the number of institutional tie-ups secured, reviewed and measured quarterly. Performance will be assessed across the institutional partnership categories and geographies relevant to the role 5. Qualifications and Experience
• Graduate or postgraduate qualification in business administration, healthcare management, marketing or a related discipline.
• Demonstrated experience in institutional sales, healthcare business development, strategic partnerships, key account management or a related B2B role.
• Experience engaging with hospitals, nursing homes, rehabilitation centres, insurance/TPA networks or corporate clients will be an advantage.
• Solid relationship-building, negotiation, presentation, communication and commercial skills.
• Ability to work across locations and coordinate effectively with cross-functional teams.
• Comfort with business reporting, pipeline tracking, documentation and basic commercial analysis 6. Core Competencies
• Institutional relationship development and stakeholder management.
• Business development, negotiation and closure orientation.
• Understanding of healthcare services and institutional operating environments.
• Execution discipline and ability to translate agreements into operationally active partnerships.
• Cross-functional coordination, problem-solving and follow-through.
• Clear written and verbal communication, presentation and reporting skills 7. Role Expectations and Authority
• Own the institutional business development pipeline and drive tie-ups across Kolkata and Hyderabad.
• Lead institutional discussions and negotiations within commercial and operational guidelines approved by the CEO.
• Coordinate with Location Heads and B2B Regional Heads to ensure signed partnerships are properly onboarded and operationalised.
• Escalate exceptions, non-standard commercial commitments, service-capacity constraints and material partner issues to the CEO.
• Maintain accurate and timely reporting of progress, outcomes and risks 8. General The role requires travel to Hyderabad and other locations as necessary for institutional meetings, partnership development, onboarding and business reviews. The position is based in Kolkata and carries national responsibility for institutional business across the designated operating locations

📌 National Manager – Institutional Business (Kolkata)
🏢 BUURTZORG India
📍 Kolkata