Head - Institutional / Government Business -Pan India Role - 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.

Key Responsibilities

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.

Desired Candidate Profile

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.

Interested candidates may share their updated CV at 7264833501.

Back to blog

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...