Head Institution Sales

Abbott; Mumbai; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Abbott in Mumbai seeks a senior leader to drive growth across ECommerce, Institutional Sales, Corporate Accounts and Strategic Partnerships. You will develop channels, build high-value healthcare ecosystem partnerships and scale revenue through innovative commercial models.

You will lead cross-functional teams, negotiate with senior clients, and shape joint business plans with strategic partners to expand patient access and market leadership in India.

Qualifications

• Bachelor's degree and MBA or advanced degree required.
• 12+ years in ecommerce, sales or business development.
• Experience with large strategic accounts and multi-channel businesses.
• Strong healthcare, FMCG or health-tech background.

Responsibilities

• Lead and accelerate growth across ECommerce, Institutional Sales, Corporate Accounts and Strategic Partnerships.
• Develop and execute the national strategy for ECommerce, Institutional Sales and Strategic Partnerships.
• Drive revenue growth through hospitals, diagnostic chains, corporate accounts, pharmacies and ecommerce platforms.
• Lead negotiations, contract execution and business reviews with key customers and partners.

Skills

Strategic leadership

Channel development

Negotiation

Cross-functional leadership

Healthcare industry

Education

Bachelor's degree

MBA or advanced degree

Tools

Salesforce

ERP systems

Job description

Job Description:

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 ADC's 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

• Bachelor's 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.