Head of Sales

Job Summary

The Head – Sales will be responsible for driving overall revenue growth through effective sales strategy, strong doctor and corporate relationships, and structured field operations. The role requires leadership in managing the sales team, ensuring daily performance tracking, and implementing innovative initiatives to expand patient inflow from within and outside the region.

Key Responsibilities

Sales Strategy & Planning

·      Develop, implement, and monitor monthly and quarterly sales targets.

·      Identify new market opportunities and referral sources to achieve consistent revenue growth.

·      Plan and execute structured field strategies for both OPD and IPD business development.

Doctor & Clinic Engagement

·      Ensure the sales team conducts regular and genuine doctor calls and builds strong referral relationships.

·      Verify and review Daily Call Reports (DCRs) to ensure productivity and quality interactions.

·      Organize CME programs, doctor engagement meetings, and awareness sessions to strengthen doctor relations.

·      Coordinate clinic calls and follow-up visits to drive referral conversions.

Corporate & Institutional Tie-ups

·      Identify and build partnerships with corporates, educational institutions, PSUs, and insurance companies for health check-ups and medical services.

·      Develop strategies to attract patients from other regions through referral alliances and corporate linkages.

·      Strengthen relationships with insurance partners for empanelment and cashless facilities.

Marketing & Field Activities

·      Plan and conduct health camps, medical outreach programs, and wellness drives in collaboration with the marketing team.

·      Monitor field-level brand visibility and ensure effective execution of promotional activities.

·      Measure the impact and ROI of all outreach programs and lead-generation events.

Team Leadership & Performance Monitoring

·      Lead, train, and motivate the sales team to achieve set targets and maintain professional conduct.

·      Review daily team activity reports, DCRs, and conversion metrics.

·      Conduct regular performance reviews, field audits, and skill enhancement sessions.

·      Ensure strict adherence to reporting and activity discipline.

Reporting & Coordination

·      Provide daily, weekly, and monthly sales performance reports to management.

·      Track revenue from key doctor referrals, clinics, and corporate accounts.

·      Coordinate with the operations, marketing, and finance departments for seamless sales support and service delivery.

·      Provide inputs on market trends, competitor analysis, and pricing strategies.

Key Skills & Competencies

·      Strong leadership and people management abilities

·      Excellent communication and relationship-building skills

·      Analytical, data-driven, and result-oriented approach

·      In-depth knowledge of healthcare sales and referral marketing

·      Ability to manage field operations with strategic precision

·      High integrity, accountability, and execution excellence

Qualification & Experience

·      Bachelor's Degree in Marketing, Business Administration, or related field (MBA preferred)

·      8–12 years of experience in healthcare or hospital sales, including at least 3–5 years in a managerial role

·      Proven track record in achieving revenue targets and developing doctor/corporate relationships

Performance Indicators

·      Growth in OPD and IPD patient numbers

·      Increase in active referring doctors and clinics

·      Number and value of corporate/insurance tie-ups

·      Frequency and success of field activities and health camps

·      DCR compliance and sales team productivity