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.

Work arrangement
No