National Key Account Manager – Institutional

Over the past 16 years, Medanta has created an unrivalled impact in delivering world class multi-specialty care for patients in India. We have hospitals in Gurgaon, Lucknow, Patna, Indore and Ranchi. In addition, we have clinics in Defence Colony (South Delhi), Cybercity & Subhash Chowk (Gurgaon), and at the Delhi Airport. Medanta is constantly growing and has also ventured in Retail vertical through Diagnostics (Laboratory Services) and Pharmacies. We also have also launched homecare services. We further plan to scale up existing facilities and expand into a few more geographical areas and also identify new avenues (Academics - Medical College) within the Healthcare eco-system. As we continue to scale and grow into new geographies, explore innovative methods of healthcare delivery, we are looking to hire exceptional talent to achieve our vision and grow in the process to achieve their professional aspiration.

Job Title: National Key Account Manager – Insurance

Location: Gurgaon

Reporting to: Chief Marketing & Growth Officer

Role Mandate

Lead and scale Medanta’s institutional business across Corporates, PSUs, and central government health ecosystems by driving revenue growth, empanelments, and strategic partnerships, while ensuring strong commercial outcomes and client satisfaction.

Key Responsibilities

• Drive revenue growth from Corporate, PSU, and central government accounts
• Lead new empanelments and expand institutional partnerships
• Manage government tenders/RFPs and improve win ratios
• Manage specific government schemes and specific state programs
• Own key account relationships with decision-makers across institutions
• Lead commercial negotiations, pricing, and contract structuring
• Drive collections efficiency and reduce outstanding receivables
• Ensure timely renewals of agreements and MOUs
• Collaborate with internal teams to ensure seamless patient experience and delivery

KPIs

• Corporate & PSU Revenue Growth
• New Empanelments (Corporate / PSU / Government)
• Tender Win Ratio
• Client Satisfaction Scores
• Renewal Rate of Agreements
• Collection Efficiency / DSO Reduction
• Patient Volume from institutional channels

Ideal Candidate Profile

• Overall 12-15 years of experience out of which 8+ years managing Corporate, PSU & Government accounts
• Experience in hospital marketing mandatory
• Strong experience in empanelments and large account management
• Strong network across PSUs, corporates, and government bodies
• High commercial and financial acumen

Key Skills

• Negotiation & deal-making
• Relationship management & influencing skills
• Financial & commercial understanding
• Execution focus with ownership mindset