Executive - Corporate Sales

Role Clarity | Executive B2I Sales or Executive Corporate Sales

Department: Customer Success (Sales)

Reporting To: Head B2I Sales

Role Definition

The Executive is responsible for executing institutional sales activities within the assigned geography, focused on generating leads, presenting diagnostic offerings, converting institutional accounts, and supporting onboarding and retention. The role works closely with Zonal Sales Managers and the Head – B2I Sales to expand business from manufacturing and service companies, drive monthly sales targets, and maintain account satisfaction post-onboarding.

Deliverables

• Achievement of monthly institutional sales targets
• Generation and conversion of qualified institutional leads
• Timely onboarding coordination of new B2I accounts
• First service: handholding and client satisfaction
• Support account retention and upselling efforts
  
  

Task and Activities

Lead Generation & Qualification

Identify and contact potential institutional clients (HR/Admin/CSR/EHS teams) across manufacturing units, warehouses, service industries, offices & hubs

Conduct initial client profiling to assess need, headcount, testing volume, compliance, or wellness intent

Create and maintain a territory-specific lead tracker with progress status (Contacted, Meeting Scheduled, Proposal Shared, etc.)

Conduct field visits, cold calls, and follow-ups to nurture institutional prospects

Client Engagement & Proposal Support

Schedule meetings and assist in client requirement mapping (pre-employment, wellness, periodic checkups, camps)

Share standard and customized proposals in coordination with B2I Head/Zonal Manager

Present services, pricing, and diagnostic capability confidently to mid-to-senior-level decision-makers

Follow up on proposals and ensure timely movement to negotiation and closure

Closure & Documentation

Assist in collecting all documentation needed for onboarding – MoUs, GST/Company details, billing terms, etc.

Coordinate with the finance team for proposal formats and approval workflows

Ensure the pre-closure checklist is verified before final sign-off

Client Onboarding & Service Activation

Coordinate with operations and logistics for first-day implementation, phlebotomy deployment, and material readiness

Explain service protocols, billing cycle, and reporting process to the client SPOC

Stay in touch with the client for the first service for escalation support, resolution tracking, and satisfaction capture

Account Support & Upselling

Support the B2I Head and the Zonal Manager in monthly meetings with large institutional clients

Share feedback received from clients about reporting, service issues, or additional needs

Identify potential upselling opportunities (additional locations, employee family wellness, annual plans) and report to seniors

Data Reporting & Coordination

Update lead funnel and closure progress in the CRM or sales tracker weekly

Submit daily field reports with meetings held, outcomes, objections raised, and action planned

Participate in daily and weekly review calls with zonal and central teams

Assist in collecting testimonials, case studies, and feedback forms from clients for internal/ marketing reference

Success Metrics

• % Achievement of Monthly B2I Sales Target
• Number of Qualified Leads Added and Converted
• Proposal-to-Closure Turnaround Time
• No. of Accounts Successfully Onboarded (within SLA)
• CSAT Score
• Number of Upsell Leads or Referrals Generated