Head Institution Sales

JOB DESCRIPTION:

Primary Job Function:

Lead and accelerate growth across ECommerce, Institutional Sales, Corporate Accounts and Strategic Partnerships. Responsible for developing new channels, building high-value healthcare ecosystem partnerships, and driving sustainable revenue growth through innovative commercial models and strategic collaborations.

Core Job Responsibilities:

Business Growth & Channel Leadership

• Develop and execute the national strategy for ECommerce, Institutional Sales and Strategic Partnerships.
• Identify and develop new channels and growth opportunities to drive incremental revenue and market expansion.
• Deliver topline growth across institutional, corporate, ecommerce and partnership channels.
• Lead annual operating plans, forecasts and long-term growth strategies.

Institutional & ECommerce Sales

• Drive sales growth through hospitals, diagnostic chains, corporate accounts, pharmacies, healthcare networks and ecommerce platforms.
• Build strategic account plans and develop long-term customer relationships across key accounts.
• Lead commercial negotiations, contract execution and business reviews with key customers and partners.
• Evaluate, onboard and scale emerging ecommerce and digital healthcare platforms.

Strategic Partnerships

• Proactively identify and develop partnerships across the healthcare ecosystem, including pharma companies, health-tech players, diagnostics, disease management providers, wellness chains and other emerging healthcare organizations.
• Drive executive-level engagement with partners to shape strategies, co-create solutions and build long-term value-based relationships.
• Lead development and execution of joint business plans, governance frameworks and growth initiatives with strategic partners.
• Build deep relationships with C-suite leaders and key stakeholders across commercial, supply chain, health economics, biomedical and quality functions.
• Develop innovative partnership models, programs and services that accelerate business growth and patient access.

Stakeholder & Cross-functional Leadership

• Collaborate closely with India Leadership, Legal, Finance, Quality, Customer Service and other cross-functional teams.
• Lead and influence cross-functional stakeholders in a matrix environment to ensure flawless execution of strategic initiatives.
• Foster a high-performance culture focused on growth, innovation and customer value.

Supervisory/Management Responsibilities:

Direct Reports: 4

Indirect Reports: NA

Position Accountability/Scope:

• National responsibility for driving revenue growth across ECommerce, Institutional Sales, Government channel, Corporate Accounts and Strategic Partnerships.
• Accountable for building and scaling new growth channels, partnerships and commercial opportunities that strengthen ADC's market leadership and long-term growth agenda.
• Responsible for delivering topline performance and business plan execution across all assigned channels and strategic accounts.
• Leads strategic engagement with key customers, ecosystem partners and executive stakeholders to create sustainable, value-driven business models.
• Operates in a matrix environment, influencing cross-functional teams across Sales, Marketing, Finance, Legal, Quality, Customer Service, Product Management and Business Development.
• Collaborates closely with India Leadership and Area Leadership to identify, develop and execute strategic growth initiatives.
• Expected to shape medium and long-term channel, partnership and customer strategies that expand patient access and accelerate business growth.

Minimum Education:

• Bachelor's degree
• MBA or other advance degree

Experience

• 12+ years of experience in e commerce, sales, business development, key account management or commercial leadership.
• Strong Healthcare, FMCG, pharmaceutical or health-tech industry experience.
• Proven track record of managing large strategic accounts, partnerships and complex commercial negotiations.
• Experience leading multi-channel businesses, including institutional and digital commerce channels.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

ADC Diabetes Care

LOCATION:

India > Mumbai : BKC Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 25 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)