Senior Manager

Medibuddy; Bengaluru; On-site; INR 1,600,000 - 2,100,000; Full time

Job summary

Medibuddy in Bengaluru seeks a Senior Manager, Provider Network Field Sales to build and lead a field organization of approximately 100 executives. You will onboard clinics and hospitals across India onto the cashless network, with a travel requirement and multi-state responsibilities.

The role requires strong field leadership, commercial negotiation skills, and a track record of scaling field operations in a healthcare or platform business.

Qualifications

• Graduate in any discipline; MBA preferred.
• 7–10 years in field sales or field operations.
• 4–5 years leading a large geographically distributed field team.
• Experience negotiating commercial terms and margins.
• Multi-state India footprint with language reach.

Responsibilities

• Build the organisation: hire about 100 field executives to plan with HR; induct and certify in CRM; coach through managers; manage performance and attrition.
• Install operating rigour: set beat plans on provider density and visit norms.
• Run the review cadence: weekly funnel reviews; monthly executive reviews.
• Deliver the numbers: meet onboarding plan by region and by executive; negotiate terms with large providers to set precedent.

Skills

Excel/Sheets

CRM discipline

Data-driven forecasting

English & Hindi communication

Field sales/field operations

Education

MBA preferred

Tools

CRM software

Job description

JOB DESCRIPTION

Position: Senior Manager, Provider Network Field Sales
Function: Provider Network & Supply | Reports to: Head of Provider Network & Supply
Location: Bengaluru, from office| Travel 25-50%, six-day week

Background to the role

The Network team owns the supply of services delivered to MediBuddy's customers and the margins that supply carries.
This role builds and runs a new field sales organisation of about 100 executives to onboard a pre-identified pool of clinics and hospitals pan India onto the cashless network.

Key working relationships

• External: hospital and clinic owners, decision makers and doctors, chain leadership; hiring and staffing partners.
• Internal: Provider Network leadership; Human Resources on hiring and terms; Engineering and Product on CRM and provider tooling; Analytics on funnel reporting

Key responsibilities

• Build the organisation: hire about 100 field executives to plan with Human Resources; run structured induction and CRM certification before territory release; coach through the Assistant Managers and Team Leads; manage performance, attrition and the backfill pipeline.
• Install the operating rigour: set beat plans on provider density, priority and expected value; enforce visit norms
• Run the review cadence: weekly operating review on the funnel from lead to live provider; fortnightly field reviews with regional leaders; monthly performance reviews by executive.
• Deliver the number: meet the monthly net-new onboarding plan by region and by executive; personally negotiate chains, large hospitals and accounts that set precedent for terms in a city.

Key performance indicators

• Net new providers onboarded per month against plan, by region and by executive
• Worked-lead conversion and stage-wise funnel conversion
• Productive visits per executive per day; revisit SLA and cadence compliance; CRM logging compliance
• Provider activation within 30 days of onboarding
• Cost per provider acquired; take rate and margin secured at onboarding
• Team attrition and time to productivity for new joiners

Desired profile

• Graduate in any discipline. MBA Preferred
• 7 to 10 years in field sales or field operations, including 4 to 5 years leading a large, geographically distributed field team through a layer of managers.
• Experience of a daily-beat field model with planned routes, visit norms and output measured per person per day. Consumer goods and medical representative field forces are a natural fit, as is provider or partner acquisition at scale in a healthcare or platform business.
• Track record of building a team from a standing start: hiring in volume, inducting quickly and taking new joiners to productivity on a defined ramp.
• Experience of owning commercial terms in negotiation and holding a margin or take-rate floor under pressure.
• Multi-state India footprint, with the language reach it requires.

Skills

• Strong command of Excel or Google Sheets and of CRM discipline, sufficient to interrogate a funnel directly rather than wait for a report.
• Numerate on productivity per head, stage conversion, cost per acquisition and attrition, and able to forecast from them.
• Communication in English and Hindi
• Comfortable working in the field several days a week.