JOB OVERVIEW: The Institutional Sales Manager (Govt.) is responsible for managing and expanding business relationships with government institutions and public-sector organizations. The role involves driving sales, fostering partnerships, and ensuring the inclusion, procurement, and liquidation of products in central and state government formularies. The ideal candidate will possess strong expertise in account management, sales strategy, and compliance within the institutional and government sectors.
KEY ROLES AND RESPONSIBILITIES:
- Monitor Tender Portals: Regularly monitor tender portals, government websites, and industry platforms for relevant tender opportunities that align with the company's offerings and strategic goals.
- Market Research: Conduct in-depth research on prospective clients (government departments, educational institutions and health care organizations, large enterprises) to identify potential business opportunities and upcoming tenders.
- Market Intelligence: Keep abreast of market trends, competitor activities, and upcoming procurement cycles to spot early opportunities for tender submissions.
- Develop Tender Strategy: Collaborate with senior management and other key departments (technical, legal, finance) to develop a strategy for responding to each tender. This includes identifying key win themes, pricing strategies, and risk management approaches.
- Lead Proposal Development: Supervise the creation of tender proposals, ensuring they are tailored to meet the client's specific requirements while highlighting the company's strengths and unique value proposition
- Content Review: Review technical, financial, and commercial documents for accuracy, clarity, and completeness. Ensure that all compliance requirements, legal terms, and conditions are addressed in the tender response.
- Compliance Checklists: Develop and implement compliance checklists to ensure that every element of the tender is completed accurately and in line with the tendering authority's guidelines.
- Stakeholder Engagement: Build and maintain strong relationships with key decision-makers, including procurement officers, project managers, and senior executives in client organizations.
- Presentation & Negotiation: Lead client presentations and meetings during the tender process to further explain the proposal, address queries, and negotiate terms.
- Financial Proposal Management: Ensure that the financial proposal is accurate, aligns with client specifications, and is competitive in the marketplace.
- Identify Risks: Identify potential risks in the tender process or project execution, including financial, technical, or compliance-related risks.
- Submission Confirmation: Verify that the tender has been successfully submitted and acknowledge receipt with the client or tendering authority.
- Follow-Up and Clarifications: Actively follow up with the client after submission, addressing any questions, clarifications, or additional documentation requests promptly.
REQUIRED SKILLS
- Proven experience in government business development, distribution channel management, and institutional sales.
- Expertise in account management, sales strategy, and market access.
- Strong negotiation, communication, and relationship-building skills.
- Familiarity with government procurement processes and working with organizations state-and central level healthcare bodies.
- Ability to analyse market data and adjust strategies for optimal performance.
- Understanding of compliance requirements and regulatory changes in the institutional sales domain.
- Proficiency in sales effectiveness tools and techniques.
- Experience in oncology, marketing, and AR follow-up.
- Strong organizational and analytical abilities
KEY CRITERIA MUST BE SPECIFICALLY COVERED :
- Candidate should have experience working with CNCI Hospital, WBCMS/WBMSCL and AIIMS Kalyani/Kolkata region.
- Must have good institutional relationships and doctor-level connectivity.
- Experience in government/institutional oncology sales will be preferred.
