Head Institutional Sales (B2I)

Dr. B. Lal Clinical Laboratory; Rajasthan; On-site; INR 3,500,000 - 6,000,000; Full time

Job summary

Dr. B. Lal Clinical Laboratory is seeking a Head of Institutional Sales (B2I) to lead strategic growth across geographies.

You will drive lead generation, pitch diagnostic services to manufacturing and service firms, and manage the full sales funnel from prospecting to closure, onboarding, and long-term account retention. You will collaborate with Zonal Managers and State Heads to ensure service delivery, negotiate contracts, and build strong client relationships.

Qualifications

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Responsibilities

• Define and drive the annual (B2I) sales strategy aligned with business goals.
• Create quarterly Institutional (B2I) sales plans with revenue targets, product mix, and segment prioritization.
• Identify focus sectors and set geographic growth maps.
• Develop pricing strategies and commercial models specific to institutional business.
• Enable Zonal and State Heads through target setting, funnel review, joint meetings, proposal support, and training.
• Build and manage a robust lead pipeline through direct outreach, referrals, industry databases, B2B platforms, trade shows, exhibitions, and digital campaigns.
• Lead commercial negotiation and closure with pricing policy alignment and client sign-offs.
• Collaborate with finance for contract finalization, SLAs, and documentation.
• Onboarding & Service Activation: design seamless onboarding of new institutional clients with SOPs for sample collection, billing, LIMS integration, and reporting.
• Oversee initial rollout and client experience post-go-live.
• Key Account Management & Retention: ensure monthly engagement with KOLs & A category B2I accounts, resolve escalations, identify cross-sell opportunities, renew contracts.
• Team Leadership: set targets, conduct daily huddles, weekly reviews, and monthly 1:1s; drive learning and career paths with HR support.
• Maintain live dashboards on lead funnel, closure status, client activation, and revenue performance.
• Submit weekly/monthly reports to Sales Head with analysis and actionables.

Skills

Lead generation

Sales strategy

Key account management

Negotiation

Team leadership

Education

MBA or equivalent in Sales/Business

Tools

CRM (Salesforce)

Job description

Role Clarity | Head Institutional Sales (B2I)

Department: Customer Success (Sales)

Role Definition

The Head – Institutional Sales is responsible for the strategic leadership, execution, and growth of the institutional business across all geographies. This includes generating institutional leads, pitching diagnostic services to manufacturing and service companies, managing the complete sales funnel from lead generation to closure, onboarding clients, and ensuring long‑term account retention and revenue growth. The role involves close coordination with Zonal Managers and State Heads for regional execution and ensuring delivery of service commitments.

• B2I Revenue Growth and Channel Expansion
• Lead Conversion to Institutional Sales Closure
• Seamless Onboarding and Service Delivery for Institutional Clients
• Long‑term Client Retention and Upsell Opportunities
• Regional Execution through Zonal and State Teams

Tasks and Activities

• Define and drive the annual (B2I) sales strategy aligned with business goals
• Create quarterly Institutional (B2I) sales plans with revenue targets, product mix, and segment prioritization
• Identify focus sectors (manufacturing units, industrial hubs, service industries - BPOs, hospitality, etc.) and set geographic growth maps
• Develop pricing strategies, and commercial models specific to institutional business
• Enable Zonal and State Heads through target setting, funnel review, joint meetings, proposal support, and training
• Build and manage a robust lead pipeline through direct outreach, referrals, industry databases, B2B platforms, trade shows, exhibitions, and digital campaigns
• Define Lead targets and implement targeted campaigns for zone‑specific lead generation. Work with the marketing team to run emailers, brochures, and lead capture campaigns focused on Institutional sales (B2I).
• Define qualification criteria for institutional leads (number of employees, sites, diagnostic need, regulatory compliance)
• Nurture leads from early‑stage conversations to proposal readiness with support from zonal and state teams.
• Schedule and lead sales meetings with key decision‑makers (HR, Admin, EHS Heads, CXOs) of target companies.
• Conduct in‑depth requirement mapping meetings with Corporates and understand client needs (pre‑employment, wellness, periodic health checkups, compliance, onsite camps)
• Develop and present customized proposals based on client requirements, pricing strategy, and service capability
• Drive performance through Zonal Sales Managers and State Heads for local lead execution and closure. Conduct monthly review calls with regional teams to track lead status, closures, and challenges
• Lead commercial negotiation, and closure, ensuring alignment with pricing policies and margins and obtain client sign‑offs
• Collaborate with the finance team for contract finalization, SLAs, and documentation.
• Client Onboarding & Service Activation
  • Design and implement seamless onboarding of new institutional clients with SOPs for sample collection, billing, LIMS integration, and reporting.
  • Coordinate with internal teams and ensure operational readiness with operations, logistics, and IT teams for each B2I account
  • Oversee initial rollout and client experience post‑go‑live.
• Key Account Management & Retention
  • Ensure monthly engagement with KOLs & A category B2I accounts for feedback, reporting, and relationship strengthening
  • Resolve escalations related to TAT, logistics, service quality, and invoicing with Zonal Operations Manager.
  • Identify cross‑sell and upsell opportunities of preventive health programs, annual contracts, and specialized test profiles to existing clients
  • Renew contracts proactively and maintain long‑term engagement
• Team Leadership and Development:
  • Set individual performance targets with each team member aligned with the department objectives.
  • Conduct daily huddles with the team to discuss ongoing activities and address any issues. Hold weekly meetings with the team to discuss sales performance indicators and lead measures.
  • Conduct monthly 1:1 meetings with direct reportees to review progress on KPIs and plan the way ahead. Document and share feedback with each team member.
  • Assess individual ASK (Attitude, Skills, Knowledge) on a quarterly basis and manage the learning of the team in collaboration with the HR team to enhance skills and drive career paths.
  • Monthly recognize and reward high performance and initiate improvement plans where necessary. Achieve the People Score of 90.
• Maintain live dashboards on lead funnel, closure status, client activation, and revenue performance
• Maintain structured reviews with ZSMs and State Heads for performance tracking and pipeline conversion
• Submit weekly/monthly reports to Sales Head with business analysis, and actionables

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