Manager Hospital Field Sales

JOB DESCRIPTION

Manager – Hospital Field Sales

Location- Mukundpur, Kolkata

Employment Type

Full-time

Department

Sales – New Business Expansion (Hospital Channel)

Experience

4–7 years

Reports To

Regional Manager / Vertical Head – New Business Expansion

Working Hours

10:00 AM – 7:00 PM

Working Days

Monday to Saturday

Interview Rounds

2–3 rounds (Face-to-Face)

About the Role

We are looking for a driven, relationship-oriented Manager – Hospital Field Sales to lead on-ground sales operations across partner hospitals in Kolkata.

The role owns direct-to-customer conversion at the hospital touchpoint — engaging walk-in patients, OPD visitors, and hospital staff referrals — while building and managing hospital administration relationships that keep the channel healthy and growing.

This is a field-intensive, target-driven role suited to someone who has sold in a hospital, healthcare, or insurance environment and is comfortable owning a team, a territory, and a revenue number.

Key Responsibilities

• Drive health insurance policy sales through assigned partner hospitals in Kolkata, converting walk-in patients, OPD footfall, and hospital staff referrals into policyholders.
• Recruit, train, and manage a team of field sales executives/relationship managers stationed across partner hospitals; own their daily productivity, targets, and performance reviews.
• Build and maintain strong working relationships with hospital administration, TPA desks, billing counters, and front-office staff to ensure smooth lead flow and brand visibility within hospital premises.
• Onboard new hospital partners in the Kolkata region in coordination with the provider network/alliances team, and support activation of new tie-ups.
• Own the monthly and quarterly premium/policy count targets for the Kolkata hospital channel; track and report performance against plan.
• Ensure adherence to compliance, KYC, and underwriting norms during the sales process; maintain quality of business (low mis-selling, low early lapse/cancellation).
• Coordinate with product, marketing, and operations teams to run in-hospital promotional activities, camps, and awareness drives.
• Monitor competitor activity and market intelligence within the hospital channel and share inputs with the reporting manager.
• Handle escalations related to policy issuance, claims guidance, or customer grievances arising from the hospital channel, coordinating with internal ops/claims teams as needed.
• Maintain accurate daily/weekly MIS on leads, conversions, team productivity, and hospital-wise performance.

Required Qualifications & Experience

• Graduate in any discipline; MBA/PGDM preferred but not mandatory.
• 4–7 years of total sales experience, with a meaningful portion in health insurance, life insurance, hospital/healthcare sales, or a hospital-based bancassurance/agency channel.
• Prior experience managing a field sales team is preferred.
• Working knowledge of health insurance products, underwriting basics, and claims/TPA processes is a strong plus.
• Must be based in or willing to relocate to Kolkata, with willingness to travel extensively across hospitals within the city and surrounding catchment areas.
• Fluency in Bengali, Hindi, and English preferred, given direct patient/customer interaction.

Skills & Competencies

• Strong interpersonal and relationship-management skills — comfortable engaging hospital administrators, doctors office staff, and patients/families, often in emotionally sensitive situations.
• Proven track record of achieving sales targets in a field/channel sales environment.
• Team management and coaching ability; experience driving performance through a distributed field team.
• High ownership and resilience — hospital environments demand patience, tact, and consistency.
• Good analytical ability to track channel performance and identify improvement areas.
• Basic proficiency with MS Excel/CRM tools for reporting and pipeline tracking.

Key Performance Indicators (KPIs)

• Monthly/quarterly premium collected and policy count from the Kolkata hospital channel
• Number of active, productive hospital partnerships in the territory
• Team productivity (per-executive conversion rate, activation rate)
• Persistency/retention quality of business sourced
• Turnaround time on escalations and hospital partner satisfaction

Compensation- 10% variable on CTC.

EPF and other applicable facilities will be provided.