Position Summary: Kapiva is looking for a driven B2B & Institutional Sales Manager to accelerate partnerships across corporates, wellness institutions, hospitals, and large enterprise accounts. The role demands a hustler who understands health & wellness, has strong relationship-building capability, and can unlock revenue through structured institutional programs. Candidates with experience in Pharma, Consumer Health, Ayurveda, or Wellness categories will be preferred.
Key Responsibilities:
1. New Business Development (B2B & Institutional)
- Own end-to-end sales cycle for corporates (key opinion leaders), hospitals (doctors), wellness centers, gyms.
- Identify, pitch, and close high-value partnerships for Kapiva's nutrition & wellness product portfolio.
- Build customized wellness programs for corporates (employee wellness, preventive health, immunity, nutrition).
2. Key Account Management
- Manage and grow strategic accounts with clear revenue & penetration targets.
- Drive quarterly JBP (joint business planning) with large partners.
- Ensure repeat demand, cross-sell, and wallet-share expansion across institutions.
3. Cross-Functional Collaboration
- Work closely with Marketing, Supply Chain, R&D teams to execute institutional plans.
- Coordinate with Medical/Science teams for product demos, trials, and clinical education where needed.
4. Sales Operations & Execution
- Track pipeline, forecast accurately, and maintain clean CRM hygiene.
- Build monthly, quarterly revenue plans and deliver against aggressive growth targets.
- Drive account-level visibility, sampling, activations, and wellness workshops.
5. Market Intelligence
- Map institutional ecosystem across regionscorporates, hospitals, wellness networks, gyms, sports academies, etc.
- Track competitor activity, pricing, and institutional procurement dynamics.
Qualifications:
Must-Have
- 78 years of experience in B2B / institutional / corporate sales.
- Background in Pharma, Consumer Health, Ayurveda, Nutraceuticals, Wellness, or OTC.
- Experience managing corporate clients, hospitals, clinics, or large health ecosystems.
- Strong relationship-building and stakeholder management skills.
- Proven track record of closing large accounts and hitting revenue targets.
Good-to-Have
- Experience selling wellness or preventive health solutions.
- Exposure to vaccination, corporate wellness, or institutional programs.
- Ability to build structured sales pitches and ROI-driven proposals.
