Head Institutional Sales (B2I)

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

Job summary

Dr. B. Lal Clinical Laboratory Pvt. Ltd. invites a seasoned Head Institutional Sales (B2I) to own end-to-end institutional business—planning, empanelment, pricing and revenue growth across corporates, government bodies and educational institutes.

You will lead cross-functional teams, drive multi-channel engagement and ensure timely CRM updates, with a focus on profitable client acquisitions and sustained renewals.

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 territory.

Responsibilities

• Build and lead profitable B2I institutional business across one-time health camps and empanelments.
• End-to-end commercial accountability—from opportunity creation and closure through account activation, revenue, margin, collections and renewal.
• Plan and manage pipeline with targets for one-time programmes and empanelments.
• Identify organisations with recurring diagnostic needs and map stakeholders across HR, administration, procurement and leadership.
• Lead proposals, tenders, pricing, service-level negotiations, contracting and internal approvals.
• Create onboarding plans and ensure empanelments are activated and revenue-generating.
• Maintain account plans and drive renewals, price revisions and service expansion.
• Coordinate with Operations, Medical, Quality, Finance, Marketing, IT, Legal and Customer Care.

Skills

Leadership

Negotiation

Strategic thinking

Forecasting

Education

MBA or equivalent

Graduate degree

Tools

CRM systems

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.

As we continue to scale new heights in diagnostic healthcare, we invite passionate professionals to join our team.

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 3× 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 escape 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