AGM - Corporate Sales - Healthcare

Generate Rs. 10 Cr of business through private sector business (across units). Develop relationships to comprise annual recurring Healthcheck+ business, company onsite medical support, in-patient business (either through TPA or direct, 70% plus of revenues), etc. Cleint should be positioned as preferred partner of corporates for camps/events (30+ per month) to accelerate new patient acquisition.

Help institutionalize the corporate sales channel through templates, database, IP and desirable behaviors to ensure recurring sales business in the channel

BUSINESS OUTCOME/KEY PERFORMANCE METRICS :

KPI WEIGHTAGE :

1. Meet revenue target (In-patient business)

a. Key account management: Create 20 corporate accounts generating more than 25 Lacs per year/account (Responsible for P&L from accounts)

b. Penetrate attractive verticals/clients - IT/ITES (TCS, Wipro, EXL etc.)/ Consulting (KPMG, E&Y etc.), E-commerce (PayTM, Flipkart), Banking (American express, Yes, RBS etc.), Embassies

2. Meet revenue target (Healthcheck business)

a. Create a corporate health check business (Indian/International companies) of Rs 2-4 crores a year

b. Bid and convert healthcheck contracts with verticals/clients-Schools (Presidium, Modern, GD Goenka etc.), Restaurants (KFC, Jubilant, etc.), Real estate (Godrej etc.), Construction (L&T, Gammon etc.), Entertainment (PVR), Logistics (Quickdel, Gojavas, Swiggy)

20% :

3. Relationship building through corporate events and camps:

a. Identify and build specific talks and events which have high yield like cardiac, women health etc.

b. Develop events and camps calendar (30+ camps/events a month)

c. Execute camps/events and measure ROI of leads generated/converted

20% :

4. Develop organization IP and database

a. Develop standardized corporate pitch packs and sales material (working in collaboration with management and agency)

b. Build a database of corporate contacts and their tie ups, their health check provider and expiries

c. Develop standardized guidelines for corporates

d. Develop competitor offering database

5% :

5. Team management

a. Manage team to deliver as per templatised deliverables and timelines

b. Mandatory daily MIS/WhatsApp reporting

5% :

DESIRED CANDIDATE PROFILE

1. Education:

a. b. Post-graduation/MBA would be preferred

c. Should not be doing a part-time course (MBA, CFA et al)

d. Education cut off: 80+% in 10th and 12th (non-negotiable)

2. Experience :

a. A total of 7-10 years of professional experience

b. 5+ years of corporate sales experience (preferably in a healthcare or service oriented company)

c. Should have experience of using sales performance tools like CRM etc.

d. Should have stable career profile (~3 years/job at least)

e. Should have experience of selling to HR/administration at Tier-1 corporates (domestic/MNCs)

3. Professional attributes :

a. Relationship building and selling: Excellent relationship development and sales skills; proven track record of sales generation in a corporate environment

b. Conversions: Skills to convert potential deals into customers

c. Communication: Excellent written and oral communication skills (excellent English communications)

d. Professional demeanor:

e. Team development: Ensure team and individual output with transparency

f. Personal: Assertive, ability to get work done-proven track record, persistent; strong work ethic (not a 9 to 6 culture)