Head Institutional Sales (B2I)

Dr. B. Lal Clinical Laboratory; Ajmer; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

Dr. B. Lal Clinical Laboratory Pvt. Ltd.

invites applications for Head Institutional Sales (B2I) in India. You will own end-to-end institutional business—from one-time health camps to corporate empanelments—and lead revenue, margins, collections, and renewals across clients. The role requires 8–12 years in institutional or diagnostic sales with team leadership, MBA preferred, and strong CRM, pricing, and contract skills.

Qualifications

• Graduate degree; MBA or equivalent commercial qualification preferred.
• 8-12 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

Responsibilities

• Build and lead profitable B2I institutional business for one-time programmes and empanelments.
• Develop annual, quarterly and monthly plans with targets for programmes and empanelments.
• Identify organisations with recurring diagnostic needs and map stakeholders.
• Lead proposals, tenders, pricing, service-level negotiations and contracts.
• Ensure onboarding, activation and revenue growth from empanelments.
• Maintain account plans and drive renewals, price revisions and service expansion.
• Collaborate with HR, admin, procurement and leadership to deliver client value.

Skills

CRM management

Negotiation

Proposal writing

Forecasting

Presentation

Key account management

Sales leadership

Education

Graduate degree; MBA or equivalent

Tools

CRM software

Job description

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 India’s Top 50 Great Mid-Size Workplaces 2026 — a proud moment in our journey of excellence. Watch the proud moment here: Award Ceremony

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 accountability—from opportunity creation and closure through account activation, revenue, margin, collections, client growth and renewal.

Key Responsibilities

• 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 3x the upcoming quarterly target and ensure complete, timely CRM updates.
• 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.
• 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.
• 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.
• 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 uplift unviable pricing or persistent payment delays.
• 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.
• 8-12 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