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)