Senior Manager, Provider Network Field Sales

Reports to the Head of Provider Network & Supply  |  Full-time  |  Bengaluru, from office  |  Travel 25-50%, six-day week  |  MediBuddy

Build and run a new field sales organisation of about 100 executives, and bring a pre-identified pool of clinics and hospitals across India onto MediBuddy's cashless network.

What MediBuddy Is

MediBuddy was built on a simple belief: quality healthcare should not depend on where you live, what you earn, or what language you speak. Today, people across India use MediBuddy to talk to a doctor, order medicines, book a lab test at home or plan a surgery, often within minutes and in 16 Indian languages. More than 3 crore Indians have turned to us for their healthcare needs. We do this with 90,000+ doctors, 7,100+ hospitals and clinics, 4,000+ diagnostic centres, 2,500+ pharmacies and 2,200+ colleagues who keep the promise working every day. The work is not finished. Half of India still does not get the healthcare it deserves, and closing that gap is why we come to work.

•     Consultations: doctors across 22+ specialties, by chat, video or voice.

•     Medicines and diagnostics: medicines delivered to the doorstep, and lab tests with home sample collection.

•     Surgery care: Care Buddies guide patients from finding the right surgeon and hospital through to recovery.

•     Employers and insurers: 700+ companies trust us with the health of 50 lakh+ employees and their families, and insurers rely on us for the check-ups that come before a policy.

Why This Role Exists

The Network team owns the supply of services delivered to MediBuddy's customers, and the margins that supply carries. The strength of the provider network decides what we can offer a member, how fast we can offer it and what it costs us.

This role builds and runs a new field sales organisation of about 100 executives. Their job is to onboard a pre-identified pool of clinics and hospitals, pan India, onto the cashless network. It is a build-from-scratch mandate: hire in volume, induct quickly, release territories, and turn a target list into live, active providers on terms that protect our margin.

The work depends on rigour. Beats, visit norms, funnel reviews and CRM discipline are what turn a large field team into a predictable onboarding engine, and installing them is the core purpose of this role.

What You Will Own

Four jobs, done together: build the team, install the rigour, run the cadence and deliver the number.

Build the team

01  Build a field organisation of about 100 executives

A team this size is only as good as how it is hired, inducted and coached.

Hire about 100 field executives to plan, working with Human Resources on hiring and terms.

Run structured induction and CRM certification before any territory is released.

Coach the team through the Assistant Managers and Team Leads.

Manage performance, attrition and the backfill pipeline, and take new joiners to productivity on a defined ramp.

 

Run the engine

02  Install the operating rigour

Every executive should know where to go, whom to see and what a good day looks like.

Set beat plans based on provider density, priority and expected value.

Enforce visit norms, revisit cadence and CRM logging, so output is measured per person per day.

 

03  Run the review cadence

What is reviewed on a fixed rhythm gets fixed.

Weekly operating review of the funnel, from lead to live provider.

Fortnightly field reviews with regional leaders.

Monthly performance review for each executive.

 

04  Deliver the number

The plan is monthly, regional and personal.

Meet the monthly net-new onboarding plan, by region and by executive.

Personally negotiate with chains, large hospitals and accounts that set precedent for terms in a city, and hold the margin and take-rate floor under pressure.

 

Key Working Relationships

External

•     Hospital and clinic owners, decision makers and doctors

•     Chain leadership

•     Hiring and staffing partners

Internal

•     Provider Network leadership

•     Human Resources, on hiring and terms

•     Engineering and Product, on CRM and provider tooling

•     Analytics, on funnel reporting

Key Performance Indicators

•     Net new providers onboarded per month against plan, by region and by executive.

•     Worked-lead conversion and stage-wise funnel conversion.

•     Productive visits per executive per day; revisit SLA and cadence compliance; CRM logging compliance.

•     Provider activation within 30 days of onboarding.

•     Cost per provider acquired; take rate and margin secured at onboarding.

•     Team attrition and time to productivity for new joiners.

Who We Are Looking For

Experience & Background

•     Graduate in any discipline; MBA preferred.

•     7 to 10 years in field sales or field operations, including 4 to 5 years leading a large, geographically distributed field team through a layer of managers.

•     Experience of a daily-beat field model, with planned routes, visit norms and output measured per person per day. Consumer goods and medical representative field forces are a natural fit, as is provider or partner acquisition at scale in a healthcare or platform business.

•     A track record of building a team from a standing start: hiring in volume, inducting quickly and taking new joiners to productivity on a defined ramp.

•     Experience of owning commercial terms in negotiation and holding a margin or take-rate floor under pressure.

•     A multi-state India footprint, with the language reach it requires.

Skills & How You Operate

•     Strong command of Excel or Google Sheets and of CRM discipline, enough to interrogate a funnel directly rather than wait for a report.

•     Numerate on productivity per head, stage conversion, cost per acquisition and attrition, and able to forecast from them.

•     Communication in English and Hindi.

•     Comfortable working in the field several days a week.

What Success Looks Like

Timeframe

What you will have

First 90 days

Hiring plan agreed with Human Resources and the first cohorts inducted and CRM-certified. Beat plans, visit norms and the review cadence running. Funnel from lead to live provider visible in the CRM.

By 6 months

Field team at or near full strength, with Assistant Managers and Team Leads coaching daily. Monthly onboarding plan met in most regions. Key chain and large-hospital negotiations closed on terms that hold the margin floor.

By 12 months

Net-new onboarding plan delivered by region and by executive. Provider activation within 30 days, attrition and time to productivity moving in the right direction. A team that runs the beat without you in every decision.

Why This Role Matters

If we do this well, more members find a cashless provider close to home, our network grows on terms that protect our margin, and a large field team works to a rhythm anyone can read in the numbers.

If we do not, the target list stays a list, onboarding drifts and attrition eats the investment. To apply or learn more, reach out to the People team at MediBuddy.