NATIONAL SALES HEAD

Prodoc.ai is a HealthTech company focused on AI-powered patient engagement, care discovery and care journey enhancement. Its solutions help healthcare organisations improve patient engagement and make care delivery smarter and more efficient.

National Sales Strategy & Revenue Ownership

• Develop and execute the national sales plan in line with company growth, revenue and ARR objectives.

• Translate annual goals into quarterly and monthly targets by region, team and individual.

• Own overall sales performance, revenue forecasting, pipeline coverage and target achievement.

• Review performance regularly, identify gaps early and drive corrective action.

Team Building, Leadership & Performance Management

• Build, recruit, onboard and develop a high-performing national sales team, including regional sales leaders and individual contributors.

• Set clear roles, territories, targets, activity expectations and performance measures for every team member.

• Spend substantial time in the field with the team—joint customer visits, prospecting, demos, negotiations and deal closures.

• Coach team members on discovery, solution positioning, follow-ups, objection handling and closing.

• Build a culture of accountability, ownership, collaboration and consistent execution.

Sales P&L and Commercial Management

• Own the sales function’s P&L and manage budgets, travel and field expenses, sales productivity and resource allocation.

• Monitor revenue performance against sales costs and agreed business plans.

• Improve team productivity, deal economics and conversion while maintaining disciplined commercial practices.

• Provide leadership with clear reporting on revenue, costs, forecasts, risks and opportunities.

Personal Business Development & Lead Generation

• Personally generate and qualify leads through targeted outreach, networking, referrals, industry events, partnerships and field activity.

• Carry an individual sales target in addition to responsibility for the national team target.

• Build relationships with hospital groups, promoters, owners, CXOs, administrators and other decision-makers across India.

• Develop strategic accounts and lead high-value or complex opportunities through to closure.

Customer Meetings, Discovery & Product Demonstrations

• Meet customers regularly and conduct discovery sessions, presentations and product demonstrations.

• Clearly articulate Prodoc.ai’s value proposition and connect solutions to measurable hospital business outcomes.

• Understand and document customer requirements, current workflows, pain points, decision processes and success criteria.

• Translate customer needs into clear requirements and coordinate with Product, Implementation, Customer Success and other internal teams.

• Lead commercial discussions, proposal development, negotiation and deal closure for strategic opportunities.

Sales SOPs, Process & CRM Discipline

• Define, document and implement standard operating procedures for prospecting, lead qualification, discovery, demos, proposals, follow-ups, forecasting and handover.

• Standardise sales stages, qualification criteria, review cadence, reporting formats and performance dashboards.

• Ensure all leads, meetings, opportunities, next steps, forecasts and customer requirements are accurately recorded in the CRM.

• Create a repeatable sales process that improves visibility, consistency, conversion and accountability.

National Travel & Field Execution

• Travel extensively across India to meet customers, develop markets, support regional teams and close strategic deals.

• Maintain a strong field presence rather than managing the sales organisation only through remote reviews.

• Participate in customer meetings, hospital visits, industry conferences and relevant networking activities.

• Assess regional opportunities and recommend territory coverage, hiring and go-to-market priorities.

Cross-Functional Coordination & Market Feedback

• Work closely with Marketing to improve lead generation, campaigns, events and sales collateral.

• Partner with Product, Technology, Implementation and Customer Success to ensure accurate solution commitments and smooth handovers.

• Share customer insights, competitor intelligence, objections and emerging market needs with company leadership.

• Build a strong feedback loop between customers, the sales team and internal stakeholders.

National Sales Leadership • Team Building • Enterprise B2B Sales • Healthcare SaaS • Revenue / ARR Ownership • Sales P&L • Lead Generation • Consultative Selling • Product Demonstrations • Customer Discovery • Negotiation & Closing • SOP Development • Forecasting • CRM Discipline • Field Execution • Cross-Functional Leadership

• 10+ years of B2B sales/business development experience, including leadership of multi-region or national sales teams.

• Strong track record in enterprise SaaS, healthcare technology, digital health or enterprise software sales.

• Experience selling to hospitals, hospital groups, clinics or healthcare institutions is strongly preferred.

• Demonstrated ability to build teams, personally close enterprise deals and deliver revenue targets.

• Experience owning a sales budget or P&L, sales forecasting and productivity management.

• Strong consultative selling, customer discovery, presentation, negotiation and closing skills.

• Comfortable conducting product demos, articulating customer requirements and working closely with product and delivery teams.

• Willingness to travel extensively across India and work closely with the field team.

• Strong leadership, communication, analytical, planning and CRM/process discipline.

• Bachelor’s degree in Business, Marketing, Healthcare Management or a related field; MBA/PGDM is an advantage.