Head Institution Sales

Primary Job Function:

Lead and accelerate growth across ECommerce Institutional Sales Corporate Accounts and Strategic Partnerships. Responsible for developing new channels building high-value healthcare ecosystem partnerships and driving sustainable revenue growth through innovative commercial models and strategic collaborations.

Core Job Responsibilities:

Business Growth & Channel Leadership

• Develop and execute the national strategy for ECommerce Institutional Sales and Strategic Partnerships.
• Identify and develop new channels and growth opportunities to drive incremental revenue and market expansion.
• Deliver topline growth across institutional corporate ecommerce and partnership channels.
• Lead annual operating plans forecasts and long-term growth strategies.

Institutional & ECommerce Sales

• Drive sales growth through hospitals diagnostic chains corporate accounts pharmacies healthcare networks and ecommerce platforms.
• Build strategic account plans and develop long-term customer relationships across key accounts.
• Lead commercial negotiations contract execution and business reviews with key customers and partners.
• Evaluate onboard and scale emerging ecommerce and digital healthcare platforms.

Strategic Partnerships

• Proactively identify and develop partnerships across the healthcare ecosystem including pharma companies health-tech players diagnostics disease management providers wellness chains and other emerging healthcare organizations.
• Drive executive-level engagement with partners to shape strategies co-create solutions and build long-term value-based relationships.
• Lead development and execution of joint business plans governance frameworks and growth initiatives with strategic partners.
• Build deep relationships with C-suite leaders and key stakeholders across commercial supply chain health economics biomedical and quality functions.
• Develop innovative partnership models programs and services that accelerate business growth and patient access.

Stakeholder & Cross-functional Leadership

• Collaborate closely with India Leadership Legal Finance Quality Customer Service and other cross-functional teams.
• Lead and influence cross-functional stakeholders in a matrix environment to ensure flawless execution of strategic initiatives.
• Foster a high-performance culture focused on growth innovation and customer value.

Supervisory/Management Responsibilities:

Direct Reports: 4

Indirect Reports: NA

Position Accountability/Scope:

• National responsibility for driving revenue growth across ECommerce Institutional Sales Government channel Corporate Accounts and Strategic Partnerships.
• Accountable for building and scaling new growth channels partnerships and commercial opportunities that strengthen ADCs market leadership and long-term growth agenda.
• Responsible for delivering topline performance and business plan execution across all assigned channels and strategic accounts.
• Leads strategic engagement with key customers ecosystem partners and executive stakeholders to create sustainable value-driven business models.
• Operates in a matrix environment influencing cross-functional teams across Sales Marketing Finance Legal Quality Customer Service Product Management and Business Development.
• Collaborates closely with India Leadership and Area Leadership to identify develop and execute strategic growth initiatives.
• Expected to shape medium and long-term channel partnership and customer strategies that expand patient access and accelerate business growth.

Minimum Education:

• Bachelors degree
• MBA or other advance degree

Experience

• 12 years of experience in e commerce sales business development key account management or commercial leadership.
• Strong Healthcare FMCG pharmaceutical or health-tech industry experience.
• Proven track record of managing large strategic accounts partnerships and complex commercial negotiations.
• Experience leading multi-channel businesses including institutional and digital commerce channels.

The base pay for this position is

In specific locations the pay range may vary from the range posted.