Sales Head

Reporting to: Sales Director 

The Sales Head will be responsible for driving revenue growth, market expansion, and brand visibility across multiple sales verticals. The role demands strong networking capability, trade relationship management, institutional sales expertise, and execution excellence in BTL activities, especially in healthcare diagnostics.

The position will lead strategy, execution, team performance, and partnerships across the following four core verticals along & guide its team for execution of defined strategy advised time to time by management

A. Networking Sales
(Collection Centers | Franchise | HLM Partnerships)

Key Responsibilities

• Build and scale collection center networks, franchise models, and High-Level Medical (HLM) partnerships.
• Identify new locations and partners for network expansion (urban & semi-urban).
• Negotiate commercial terms, commissions, and SLAs with partners.
• Ensure partner onboarding, activation, and performance monitoring.
• Drive partner engagement programs to improve sample flow and revenue per partner.
• Coordinate with operations to ensure service quality for network partners.

KPIs

• Number of active collection centers / franchises
• Sample volume/value per partner
• Revenue contribution from networking vertical

B. Trade Sales
(Doctors | Clinics | Medico Marketing | Labs | Specialty Sales)

Key Responsibilities

• Develop and execute doctor engagement and referral programs.
• Strengthen relationships with clinics, hospitals, nursing homes, and specialty practices.
• Manage medico-marketing initiatives (doctor meets, CMEs, test education).
• Build alliances with other labs for referral or specialty testing.
• Promote specialty and high-margin tests through focused sales initiatives.
• Lead and mentor field sales teams; set territory-wise targets and review performance.

KPIs

• Doctor coverage & active referrers
• Test volume growth (routine + specialty)
• Conversion rate from medico-marketing activities

C. Corporate & Institutional Sales
(Banks | Pharma | Industries | PSU | Government)

Key Responsibilities

• Acquire and manage corporate health check-up contracts.
• Build long-term relationships with HR, Admin & procurement teams.
• Handle institutional clients including banks, pharma companies, factories, PSUs, and government bodies.
• Lead tendering, empanelment, and RFP processes.
• Ensure timely billing, collections, and contract renewals.

KPIs

• Number of active corporate accounts
• Annual contract value (ACV)/Revenue Generated
• Renewal and repeat business ratio

D. BTL Activities
(Health Camps | CMEs | Post-Event Follow-ups)

Key Responsibilities

• Guide the events & program manager
• Plan and execute BTL initiatives including health camps, awareness drives, and CMEs.
• Coordinate with marketing and operations for end-to-end execution.
• Ensure lead capture, data quality, and systematic post-event follow-ups.
• Convert BTL leads into walk-ins, corporate tie-ups, or long-term referrers.

KPIs

• Number of camps / CMEs conducted & revenue generated from the same
• Leads generated vs conversions
• Cost per acquisition (CPA).

E. Digital Marketing & Lead Conversion

The Head – Sales & Marketing will oversee and align digital marketing initiatives to support business growth across all verticals. This includes working closely with internal teams or agencies on website performance, SEO, local search visibility, social media presence, paid campaigns, and online reputation management. The role will ensure that digital leads (B2C & B2B) are properly tracked, responded to, and converted through structured follow-up mechanisms. Focus will be on driving walk-ins, home collection leads, corporate enquiries, and doctor visibility, while continuously monitoring digital ROI, cost per lead, and conversion ratios to ensure measurable revenue impact.