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Head Institutional Sales (B2I)
Job Location:
Monthly Salary:
Posted:
11 July 2026 (30+ days ago)
Posted:
Application Deadline:
18 November 2026
Application Deadline:
Vacancies:
1 Vacancy
Vacancies:
Job Summary
Join Our Award-Winning Team at Dr. B. Lal Clinical Laboratory Pvt. Ltd!
We are delighted to share that Dr. B. Lal Clinical Laboratory Pvt. Ltd. has been recognized among Indias Top 50 Great Mid-Size Workplaces 2026 a proud moment in our journey of excellence. Watch the proud moment here: Award Ceremony
As we continue to scale new heights in diagnostic healthcare we invite passionate professionals to join our team.
Role Clarity Head Institutional Sales (B2I)
Department: Customer Success (Sales)
Reporting To: General Manager Sales
Role Purpose
Build and lead profitable B2I institutional business across (1) one-time health camps and screening programmes and (2) recurring empanelment with corporates government bodies educational institutions and other organisations.
The role has end-to-end commercial accountabilityfrom opportunity creation and closure through account activation revenue margin collections client growth and renewal.
Key Responsibilities
1. Business Planning & Pipeline
- Prepare annual quarterly and monthly plans with separate targets for one-time programmes and empanelments.
- Prioritise industries institutions territories and high-potential accounts; maintain a balanced mix of immediate and recurring revenue.
- Build qualified opportunities through direct prospecting references associations events and centrally generated leads.
- Maintain a pipeline of at least 3 the upcoming quarterly target and ensure complete timely CRM updates.
2. One-time Health Programmes
- Understand the client objective participant profile location expected volume and test requirements.
- Develop the programme solution proposal pricing payment terms and execution brief with the relevant functions.
- Close programmes within approved commercial parameters; track delivery client feedback billing and collection.
- Convert suitable one-time engagements into recurring empanelments.
3. Empanelment Acquisition & Activation
- Identify organisations with recurring diagnostic needs and map stakeholders across HR administration procurement and leadership.
- Understand eligible population service locations expected volumes test mix billing reporting and service requirements.
- Lead proposals tenders pricing service-level negotiations contracting and internal approvals.
- Create a clear onboarding plan and ensure every signed empanelment is activated and begins generating meaningful revenue.
4. Account Growth & Retention
- Maintain account plans for key clients and track utilisation revenue test mix coverage and service experience.
- Conduct periodic business reviews and drive utilisation through employee communication preventive programmes and additional services.
- Own renewals price revisions service expansion and corrective plans for declining or at-risk accounts.
5. Commercial & Collection Ownership
- Deliver revenue and contribution-margin targets for both business segments.
- Provide accurate forecasts and monitor billing payment terms outstanding amounts and receivable ageing.
- Resolve commercial disputes with Finance and clients and escalate unviable pricing or persistent payment delays.
6. Team & Cross-functional Leadership
- Define clear territory lead and account ownership; set individual targets for pipeline closure activation revenue and collections.
- Coach the team on prospecting consultative selling proposal development negotiation CRM discipline and account management.
- Coordinate Operations Medical Quality Finance Marketing IT Legal and Customer Care to deliver the agreed client proposition.
- Build relationships at multiple levels within client organisations and ensure timely closure of client escalations.
Success Metrics
- Achievement of B2I channel revenue targets (monthly/quarterly/annual)
- Number of new institutional clients onboarded per quarter
- Lead-to-closure conversion ratio
- Client retention and contract renewal rate
- Onboarding within SLA-defined timelines
- Client satisfaction score (CSAT/NPS) across institutional accounts
Role Requirement
- Graduate degree; MBA or equivalent commercial qualification preferred.
- 812 years of institutional corporate healthcare or diagnostic sales experience including team leadership.
- Demonstrated ability to acquire corporate accounts and grow recurring institutional relationships.
- Strong commercial understanding of pricing margins contracts collections and account economics.
- Effective engagement with HR administration procurement and senior-management stakeholders.
- Strong proposal writing negotiation presentation forecasting and CRM capabilities.
- High ownership execution discipline and willingness to travel across assigned
About Company
Dr. B. Lal Lab is the leading pathology lab and diagnostic centre near you. Get facilities for home collection and download the test report online from a trusted medical testing lab. Schedule your medical lab test now!
