AVP National Sales & Business Development

Overview

Lead national sales and business development for Sukoon Health's inpatient mental healthcare services, growing referral relationships, building a productive sales organisation and turning market opportunities into measurable growth.

What you'll do

• Own national commercial performance: translate national and city revenue targets into channel, territory and account plans, diagnose performance gaps, and hold clear owners accountable.
• Maintain a credible forecast and explain variances early.
• Allocate sales effort and approved budgets to opportunities with a clear rationale, working with Finance and the Head of Growth on channel economics and investment decisions.
• Segment and prioritise doctors, clinics, hospitals and other relevant partners based on clinical relevance, account potential and relationship stage.
• Develop account plans with a specific proposition, next action, owner and date; activate new accounts, deepen productive relationships and re-engage lapsed referrers.
• Work with Sukoon clinicians to build professional trust through meaningful conversations and evidence.
• Ensure partners understand referral pathways and receive timely follow-through from the relevant teams.
• Explore partnerships where they support the agreed growth strategy, assessing fit, demand, delivery requirements, economics and ownership before proposing an investment.
• Spend regular time with city managers and frontline representatives: observe real meetings, diagnose skill or account barriers, demonstrate effective discovery, value explanation, objection handling and next-step agreement, and follow up on improvement.
• Teach managers to coach their teams consistently, using training materials and performance data, through joint visits, role-play, account reviews and individual development plans.
• Clarify responsibilities, territory coverage, manager spans and account ownership; set hiring standards, interview and assess sales talent, improve onboarding and ramp-up, and address persistent underperformance.
• Make staffing proposals based on workload, geography and account opportunity; develop managers who can sustain performance.
• Design and execute targeted clinician roundtables, facility visits, educational discussions and other engagement formats around specific account opportunities or referral barriers.
• Own the commercial plan for each event, including target accounts, proposition, attendee recruitment, approved budget, representative preparation, follow-up and tracking of full costs and attributable revenue.
• Audit existing sales collateral, identify gaps by audience and sales stage, and brief marketing on referral guides, clinical capability summaries, case examples, FAQs, presentations and event follow-up material.
• Use existing CRM and reporting systems to maintain account plans, activity quality, source attribution, next actions and forecasts; lead reviews that result in decisions and completed actions.
• Work with admissions and customer care to ensure referral enquiries receive timely attention and a clear handoff; escalate repeated service or coordination barriers that damage partner trust.
• Protect patient confidentiality, ensure patient stories and clinical claims have appropriate approval, and recognise that clinical decisions remain with clinicians.

What you'll need

• Bachelor's degree required.
• Demonstrated commercial experience in healthcare in India, including clinician or referral-partner engagement.
• A record of leading sales or business-development teams, owning targets and improving results through personal intervention.
• Ability to show field coaching, territory and account development, revenue-generating events and sound sales-collateral judgment.
• Strong commercial numeracy, CRM discipline and cross-functional execution.
• Willingness to spend substantial time in the field and travel regularly between markets.
• Typically 12 or more years of relevant commercial experience, with meaningful people-leadership responsibility; strong regional leaders ready for national responsibility will also be considered.
• Clear professional communication in English is essential; language capabilities relevant to our markets are valuable.

Nice to have

• An MBA or relevant postgraduate qualification.
• Direct hospital or specialty-healthcare service sales.
• Multi-city or multi-facility leadership.
• Referral-account development involving complex patient decisions.
• Effective work with consultants, marketing and admissions teams.
• Experience in mental healthcare, rehabilitation or addiction services.

Details

• Locations: Bengaluru, Karnataka, India; Hyderabad, Telangana, India.
• Substantial field time and regular travel between markets.