Template (Corporate & Institutional Sales)

Role Title: Manager / Senior Manager Corporate & Institutional Sales

Location: Delhi NCR

Reporting To: Head of Sales / Business Head

Role Summary

We are seeking a results-driven B2B Sales professional to lead our corporate wellness, insurance, and institutional partnerships. You will be responsible for driving revenue by onboarding large corporate houses for annual health check-ups, managing empanelments with Third-Party Administrators (TPAs) and insurance companies, and executing seamless onsite health camps.

Key Responsibilities

- Corporate Empanelment & Wellness: Identify, pitch, and onboard mid-to-large corporate clients for annual employee health check-ups (AHC), pre-employment screenings, and executive health packages.
- Insurance & TPA Tie-ups: Build and manage relationships with Health Insurance companies, TPAs, and InsurTech platforms for pre-policy medical check-ups (PPMC) and cashless OPD diagnostics.
- Camp Execution & Operations Coordination: Partner closely with internal phlebotomy, logistics, and lab operations teams to ensure zero-defect execution of onsite corporate health camps and timely digital report delivery.
- Key Account Management: Maintain high retention and upsell specialized diagnostic panels (e.g., cardiac, hormonal, vitamin profiles) to existing corporate HR heads and procurement teams.
- Commercials & Compliance: Negotiate rate cards, manage SLAs (Service Level Agreements), and ensure timely billing and payment collections from institutional clients.

Candidate Profile & Qualifications
- Experience: 4–8 years in B2B Institutional Sales, Corporate Wellness, or Health Insurance/TPA network management.
- Network: Strong existing relationships with HR Heads, Admin/Procurement leaders,



and TPA network managers in the region.
- Skills: Strong negotiation skills, operational coordination capability (essential for managing camp logistics), and comfort with CRM tracking and MIS reporting.
- Education: Graduate in any discipline; an MBA in Sales/Marketing or Healthcare Management is preferred.

Part 2: Evaluating Talent Pools (Where to Hire From)

Your advisor's suggestion to look at PolicyBazaar and TPAs is directionally very strong, as these candidates already understand medical underwriting, cashless networks, and corporate HR buyers. However, it helps to weigh different talent sources based on your immediate priority:

Talent Source Example Companies Key Strengths Potential Risks / Trade-offs

- Corporate Health-Tech & Aggregators (Best Overall Fit) MediBuddy, Onsurity, Loop Health, Plum, Ekincare, Practo They already sell annual health checks and wellness packages directly to Corporate HRs. They understand diagnostic camp logistics and B2B sales cycles. Can be slightly more expensive; accustomed to tech-heavy sales enablement.
- Health Insurance Brokers & InsurTech (Your Advisor's Suggestion) PolicyBazaar (PB for Business), Marsh, Aon, SecureNow, Prudent Direct access to Corporate HR decision-makers who buy Group Health Insurance (GHI). Easy to cross-sell diagnostic health camps into their existing client base.



They are used to selling financial/insurance products rather than managing physical, on-ground medical camp logistics.
- TPAs & Health Insurers (Network/Provider Teams) Medi Assist, Vidal Health, Paramount, Heritage, Star Health, Niva Bupa Deep understanding of Pre-Policy Medical Check-ups (PPMC), diagnostic rate cards, empanelment compliance, and billing cycles. Network managers are often more operational/vendor-focused rather than aggressive "hunters" for recent corporate logos.
- Rival Diagnostic Chains & Hospital Corporate Teams Dr. Lal PathLabs, Metropolis, Agilus, Apollo, Max, Fortis Zero learning curve. They know diagnostic test menus, margins, phlebotomy constraints, and local corporate buyers. High poaching cost; non-compete clauses or entrenched habits from larger legacy brands.

Actionable Sourcing Strategy

- Use Specific Keywords on LinkedIn & Naukri: Search for titles like "Corporate Wellness Manager", "Key Account Manager - Group Health", "Network Manager - TPA", or "Institutional Sales - Diagnostics".
- Screen for Operational Grit: In diagnostic corporate sales, winning the contract is only 50% of the job. During interviews, ask candidates how they handle a crisis when 200 employees show up for a health camp and phlebotomists are delayed. Candidates from corporate wellness aggregators (like MediBuddy or Ekincare) usually excel at both pitching HRs and managing camp chaos.
- Structure Incentives Properly: Split their variable pay between new client onboarding / camp revenue (70%) and timely payment collection / SLA adherence (30%), as corporate and TPA payments often face delays.Role & responsibilities

Preferred candidate profile

Candidate preferrably from Diagnostic background.

📌 Manager /Senoir Manager-Corporate & Institutional Sales (Delhi)
🏢 Healthmap Diagnostics
📍 Delhi