Head - Institutional​/Government Business -Pan India - Pharma

Head Pan India | Institutional & Government Tender Business Function:
Institutional Sales / Government Business Role Overview

We are looking for an experienced Institutional Business to lead and drive the Pan-India Government & Institutional Sales and Tender Business
. The incumbent will be responsible for developing the institutional business strategy, driving government procurement and tender opportunities, managing strategic accounts, and delivering sustainable revenue and profitability growth.

• Lead the Pan-India Institutional & Government Business
  , with overall responsibility for revenue, profitability and business growth.
• Develop and execute the annual business plan, AOP, sales strategy and long-term growth roadmap for the institutional business.
• Drive Government Tender Business across Central and State Government institutions, hospitals and healthcare organisations.
• Identify, evaluate and convert strategic tender opportunities; oversee the complete tender lifecycle from opportunity identification to bid submission, negotiation, order execution and collections.
• Develop effective tender, pricing, product-mix and commercial strategies to improve win rates and profitability.
• Build and strengthen relationships with key institutional stakeholders, procurement teams, purchase committees and strategic accounts.
• Drive product inclusion, formulary listing and market-access initiatives to expand institutional business.
• Develop strategic partnerships and long-term business opportunities with Government, Corporate and large Institutional accounts.
• Lead and mentor the institutional sales / tender team across India, including resource planning, capability building and performance management.
• Establish processes and SOPs for tender management, institutional sales, order execution, invoicing, claims and collections.
• Work closely with Sales, Marketing, Finance, Supply Chain, Regulatory and other internal stakeholders to ensure seamless execution of institutional business.
• Monitor market intelligence, competitor activity, tender pricing and procurement trends to identify new business opportunities.
• Ensure achievement of topline, bottom-line and profitability objectives while maintaining sustainable business growth.
• Build institutional business through strategic account development, new account acquisition and deeper penetration of existing government institutions.

• 15+ years of relevant experience in Pharmaceutical / Healthcare Institutional Sales, Government Business, Tender Business or Market Access
  .
• Strong and demonstrated experience in Government Procurement and Tender Management
  .
• Experience managing Pan-India institutional / government business is strongly preferred.
• Should have handled large Government / Institutional accounts and strategic business portfolios.
• Strong understanding of tendering, pricing, product inclusion, procurement processes and institutional sales cycles.
• Proven experience in building and scaling institutional business and leading large teams.
• Strong commercial acumen with exposure to AOP, budgeting, revenue, profitability and P&L.
• Excellent stakeholder management, negotiation, strategic planning and leadership capabilities.