The Unit Head – Sales is responsible for effectively driving sales for MAX healthcare, PPG unit, playing a pivotal role in the organization's growth. This position oversees the development and execution of annual sales targets, manages key stakeholder relationships, and ensures the achievement of revenue targets in alignment with organizational goals.
About the Role
The Unit Head – Sales is responsible for effectively driving sales for MAX healthcare, PPG unit, playing a pivotal role in the organization's growth. The incumbent will be responsible for driving revenue growth, patient acquisition, market development, and unit performance. The role develop referral and corporate relationships, identify growth opportunities, and ensure achievement of patient volume and revenue targets while maintaining high standards of patient experience and ethical healthcare practices.
Responsibilities
1. Revenue & Business Growth
- Own the units sales targets.
- Develop monthly, quarterly and annual business plans aligned with hospital budgets.
- Drive growth across OPD, IPD, surgeries, health checks and other identified service lines.
- Monitor revenue performance against targets and implement corrective actions.
- Identify underperforming service lines and develop focused growth plans.
2. Patient Acquisition
- Build a strong patient acquisition pipeline through referral, corporate, institutional, community and other channels.
- Improve enquiry-to-appointment and appointment-to-visit conversion.
- Track patient acquisition by source and optimize high-performing channels.
3. Doctor & Referral Network
- Develop systematic referral-generation plans for key specialties.
- Coordinate with consultants and clinical teams for outreach activities, camps and professional engagement programs.
- Maintain regular tracking of referral contribution and productivity.
4. Corporate & Institutional Business
- Identify and acquire new corporate and institutional accounts.
- Grow business from existing corporate relationships.
- Drive corporate health checks, wellness programs, diagnostics and other relevant hospital services.
- Manage relationships with insurance/TPA and institutional stakeholders as applicable.
- Ensure proposals and commercial commitments remain within approved policies.
5. Sales Team Management
- Lead, motivate and develop the hospital sales team.
- Set individual targets based on territories, channels and business potential.
- Conduct daily/weekly performance reviews and pipeline reviews.
- Monitor productivity, lead generation, follow-up and conversion.
- Coach team members to improve sales effectiveness and relationship management.
- Identify capability gaps and implement training plans.
6. Market Development
- Develop a clear understanding of the hospital's local catchment area and competitive landscape.
- Identify new referral sources, corporate accounts and community opportunities.
- Track competitor offerings, pricing, service launches and market activity.
- Develop focused plans for priority specialties and growth corridors.
7. Cross-Functional Coordination
- Work closely with Hospital Operations, Medical Administration, Consultants, Marketing, Finance and Patient Relations.
- Ensure sales commitments are aligned with actual hospital capabilities and service standards.
- Identify operational issues affecting patient acquisition or conversion and drive timely resolution.
- Share market feedback with hospital leadership to support business and service decisions.
8. Sales MIS & Governance
- Maintain an accurate sales pipeline and forecast.
- Review daily/weekly/monthly sales and revenue dashboards.
- Analyze channel-wise, specialty-wise and source-wise performance.
- Present performance, key challenges and action plans to hospital leadership.
- Ensure CRM and sales reporting discipline across the team.
- Maintain ethical and compliant sales practices.
Education: MBA/PGDM in Sales & Marketing, Healthcare Management or equivalent preferred.
Experience:
- 15+ years of relevant experience, preferably in hospital sales/business development,
- Multi-specialty or tertiary-care hospital environment