Business Development Manager

Job Title

Institutional Partnerships Manager

Description

The Institutional Partnerships Manager will execute strategic expansion by identifying evaluating negotiating and closing partnerships with eye hospitals across defined territories thereby strengthening and scaling our national network. This critical field-facing role is directly responsible for new institutional partnerships that drive revenue expansion and long-term network growth.

Responsibilities

• Strategic Prospecting & Lead Generation: Identify and generate high-potential leads through databases industry networks and independent research. Build and maintain a structured prospect pipeline across assigned regions and proactively pursue leads to achieve commercial closure within defined timelines.
• Institutional Engagement & Relationship Building: Engage promoters trustees senior doctors and key decision-makers. Present EYECURA’s business model differentiators and commercial proposition effectively and build long-term rapport and trust with stakeholders.
• Feasibility Assessment & Due Diligence: Conduct on-ground feasibility assessments through site visits and structured evaluation parameters. Analyze operational financial and strategic viability of prospective partnerships and submit comprehensive visit reports and evaluation summaries to management.
• Negotiation & Commercial Closure: Arrange commercial discussions with senior management to negotiate mutually beneficial agreements. Handle objections confidently and strategically and drive closure through structured follow-up and disciplined execution.
• Reporting & Strategic Inputs: Maintain transparent documentation of pipeline status and movement. Provide analytical inputs to leadership for strategic decision-making and ensure disciplined follow-up and conversion tracking.
• Travel & Market Expansion: Travel extensively across regions and be available to travel at short notice based on business requirements.

Qualifications

• 3–5 years of experience in Business Development or Institutional Sales preferably in healthcare ophthalmology-related pharmaceuticals diagnostic/surgical equipment medical devices hospital partnerships or B2B expansion.
• Proven success in closing high-value institutional partnerships and working independently in field-intensive roles.
• Basic financial understanding to assess commercial viability and experience conducting feasibility and operational assessments.
• Excellent verbal communication in English Hindi Gujarati and Marathi; Kannada is required for incumbents based in Karnataka. Strong written communication in English.

Skills

• Strategic prospecting and lead generation
• Institutional sales and partnership development
• Negotiation and commercial closure
• Relationship building and stakeholder management
• Due diligence and feasibility assessment
• Pipeline management and CRM discipline
• Microsoft Excel
• Microsoft PowerPoint
• Microsoft Word
• Financial analysis for commercial assessment
• Field sales and territory management
• Presentation and meeting facilitation
• Report writing and structured documentation
• Analytical research and data gathering
• Verbal communication
• Written communication
• English
• Hindi
• Gujarati
• Marathi
• Kannada
• Persuasion and influencing
• Probing and questioning
• Resilience and persistence
• Travel readiness and flexibility
• Ownership mindset