Jobs / IT, Software, Analytics / Job #1879

Head Institutional Sales

EPM Staffing Services OPC Private Limited
Thane, India Permanent Rs.15,00,000 - Rs.20,00,000

Job Description

Posted October 17, 2026
We are recruiting "Head Institutional Sales" for our client in Thane.

Job Description: Senior Manager / Associate Director – Institutional Sales & Strategic Partnerships
Role Overview
Drive revenue growth through institutional sales, strategic accounts and partnerships within the medical device industry.
Leverage an established professional network across leading hospitals, healthcare chains, diagnostic networks and large institutional customers to generate immediate business opportunities.
Utilize existing relationships with key decision-makers to open strategic accounts, accelerate commercial discussions and secure business within the first 60–90 days.
Identify high-value institutional opportunities and independently manage the complete sales cycle, from initial engagement to commercial closure and revenue realization.
Own individual revenue targets, sales pipeline development, account planning and execution of strategic growth initiatives.
Institutional Sales & Key Account Acquisition
Drive medical device sales across leading hospitals, multispecialty hospital chains, diagnostic networks, clinics, corporate healthcare providers and other large institutional customers.
Bring an established network of senior decision-makers, including hospital leadership, procurement heads, biomedical engineering teams, clinicians and department heads.
Leverage existing relationships to access key institutions, generate qualified opportunities and accelerate sales conversions.
Identify and prioritize high-potential institutions where existing relationships can translate into near-term revenue.
Independently manage end-to-end institutional sales, including prospect engagement, product presentations, commercial negotiations, vendor empanelment, tender participation, contracting and purchase order closure.
Develop strategic account plans to expand product adoption across multiple facilities, departments and geographical locations within large healthcare groups.
Maintain a robust pipeline of institutional opportunities with clear deal values, decision-makers, conversion probabilities and closure timelines.
Strategic Partnerships & Business Development
Leverage existing relationships with hospital groups, diagnostic chains, medical device distributors, pharmaceutical companies, health-tech organizations, insurance companies and corporate healthcare providers.
Convert established industry relationships into tangible commercial opportunities, signed agreements and revenue-generating partnerships.
Build relationships with C-suite leaders, hospital administrators, procurement leadership and other senior stakeholders to secure strategic business opportunities.
Identify opportunities for institutional supply agreements, preferred vendor arrangements, product deployments, cross-selling and portfolio expansion.
Develop joint business plans with strategic partners to increase product adoption, sales volumes and market reach.
Identify and pursue new partnerships where they offer clear commercial value and complement the existing network.
Commercial Ownership & Execution
Own the complete sales cycle independently, from lead generation and stakeholder engagement to negotiations, contracting, purchase orders and revenue realization.
Lead pricing discussions, commercial proposals, tender submissions and institutional negotiations in coordination with internal teams.
Coordinate with Finance, Legal, Regulatory Affairs, Quality, Supply Chain and Product Management to address customer requirements and remove deal-closure barriers.
Maintain accurate pipeline forecasts, account plans and deal-level action plans.
Monitor conversion timelines and proactively drive customer engagement to achieve revenue targets.
Build a repeatable institutional sales pipeline while balancing immediate closures with long-term account development.
Position Accountability / Scope
Individual contributor with national responsibility for generating revenue through Institutional Sales, Corporate Accounts and Strategic Partnerships.
Directly accountable for personal sales performance, new account acquisition, strategic deal closures and revenue realization.
Expected to bring an established network of healthcare industry decision-makers and activate relevant relationships from the initial weeks of joining.
Responsible for converting existing relationships into qualified opportunities, commercial proposals and institutional business wins.
Expected to demonstrate measurable commercial progress and secure initial business wins within the first 60–90 days, subject to institutional procurement and contracting timelines.
Responsible for independently managing strategic accounts and maintaining a qualified pipeline to support sustained revenue growth.
Works closely with internal cross-functional teams but does not have direct people-management responsibilities.
Minimum Education
Bachelor's degree in Business Administration, Life Sciences, Biomedical Engineering, Pharmacy or a related discipline.
MBA or another relevant postgraduate qualification preferred.
Experience & Competencies
12+ years of experience in institutional sales, strategic account management, business development or commercial roles.
Strong experience in medical devices, medical technology, diagnostics or the broader healthcare industry.
Demonstrated existing relationships with senior decision-makers across leading hospitals, hospital chains, diagnostic networks or large healthcare institutions.
Proven track record of converting personal industry relationships into institutional deals, purchase orders and measurable revenue.
Experience navigating complex healthcare procurement processes, including vendor empanelment, clinical evaluations, tenders, commercial negotiations and contracting.
Strong understanding of institutional buying cycles, medical device adoption and healthcare commercial models.
Excellent negotiation, relationship management, account planning and deal-closure capabilities.
Self-driven and commercially oriented, with the ability to independently manage a national pipeline and deliver results without a team reporting directly to the role.
Willingness to travel nationally based on business requirements.
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