Lead - Corporate Channel

Role Purpose 

• Define and execute the national corporate channel strategy to unlock sustainable value across private hospital chains, corporate buying groups, and trust/government-linked institutions. 

• Shape portfolio and market access strategy—prioritizing pathways, partnerships, and investment choices that maximize enterprise value, with a strong preference for Oncology expertise. 

• Build a scalable Center of Excellence (CoE) to standardize best practices, digitize critical workflows, and institutionalize launch excellence across therapies. 

• Establish and scale strategic partnerships with corporate hospitals to drive integrated disease awareness, diagnostics enablement, and evidence-based medical education programs—anchored in compliant scientific exchange, outcomes tracking, and measurable impact on patient identification and pathway activation. 

Key Responsibilities 

Strategic Account Leadership: Own national account plans for priority corporate hospital chains and buying groups; integrate Oncology priorities, pricing governance, and formulary strategies; set shared KPIs and quarterly governance with hospital steerco counterparts. 

Partnerships for Awareness, Diagnostics, and Education: Partnering with cross-functional team to Co-develop and execute compliant programs with Medical and business units to drive disease awareness, diagnostics adoption (e.g., biomarker/companion diagnostics readiness), and HCP education (tumor boards, CMEs); track impact from screening to diagnosis to initiation. 

Commercial & Access Excellence: Lead institutional pricing and commercial terms across zones; align agreements with formulary inclusion, testing pathways, and access programs while ensuring profitability, NRV discipline, and compliance. 

Operational & Launch Readiness: Ensure end-to-end listing, depot/billing activation, and oncology pathway enablement (pharmacy, day-care, specialty procurement); run standardized launch playbooks to cut time-to-listing and accelerate adoption. 

Demand, Supply, and Stock Hygiene: Link program calendars to demand planning; secure service levels for high-value oncology SKUs; monitor secondary sales, stock availability, and liquidation with timely corrective actions. 

CoE and Process Standardization: Build and scale a Center of Excellence to codify SOPs for discount approvals, quotations, education event governance, diagnostics enablement, and vendor onboarding; digitize critical workflows with Commercial Excellence/IT. 

Insights, Measurement, and ROI: Build dashboards that connect partnership KPIs (testing uptake, time-to-diagnosis, formulary pull-through) to commercial and patient outcomes; identify best practices and scale across chains and regions. 

Cross-Functional Orchestration & Compliance: Align Sales, Brand, Medical, Market Access, Finance, Supply Chain/CS, Legal/Compliance, and IT behind the channel agenda; uphold data privacy, FMV, grant/sponsorship rules, and separation of promotional and scientific activities. 

Change Management: Lead adoption of new SOPs, digital tools, and pricing governance; design incentives/recognition to reinforce desired behaviours across zones and functions. 

Team Management : Partner with HR to reinforce and accelerate the capabilities needed for the team to excel. This includes identifying skill gaps, building functional and behavioural competencies, and ensuring the team is future‑ready through structured development. The ZBM will also embed continuous coaching, performance discipline, and development planning to elevate team effectiveness and ensure strong succession readiness in the zone. 

Compliance & Governance 

• Custodian of institutional governance and audit readiness across pricing, NRVs, MRPs, and documentation. 

• Proactively identify risk hotspots (e.g., exception drift, data integrity, access program compliance in Oncology) and implement corrective actions. 

Key KPIs 

• Corporate/institutional revenue growth 

• Launch activation speed and coverage 

• Process efficiency/turnaround time; exception reduction 

• Partnership with Corporate Hospitals on Therapy shaping 

• Stakeholder satisfaction (internal/external) 

• Account-wise profitability and sustainability 

Qualifications & Experience 

• MBA/PGDM preferred (Marketing/Sales/Strategy/Operations). 

• 15+  years in pharma with corporate/institutional sales, KAM, launch excellence, or business/marketing excellence preferably in the Oncology segm 

• Deep understanding of hospital business models, pricing/discounts, NRVs, MRP changes, SOP-driven environments. 

Competencies & Attributes 

• Strategic/analytical thinking; program management 

• Stakeholder influence & negotiation 

• Process excellence & automation mindset 

• High execution discipline; ownership; compliance focus 

• Data-driven, customer-centric, change champion