Field Sales Business Development Executive

Sales & Marketing Manager – Recruitment Project Planner

1. Project Objective

To hire a result-oriented Sales & Marketing Manager who can develop and manage a high-performing sales and marketing team and drive business growth for the Old Age Home / Senior Care Centre.

The manager will be responsible for developing sales strategies, generating leads, building referral networks, managing the sales team, converting enquiries into admissions, developing institutional partnerships, monitoring sales performance, and achieving monthly revenue and admission targets.

The ideal candidate should be a strong team builder, effective team leader, excellent communicator, and target-oriented professional who can take ownership of business development and deliver measurable results.

2. Position Details

Position: Sales & Marketing Manager / Business Development Manager
Department: Sales & Marketing
Industry: Healthcare / Senior Care / Old Age Home
Employment: Full-Time
Reporting To: Director / Management
Experience: 3–7 years preferred
Qualification: Graduate / MBA in Marketing preferred
Salary: ₹25,000–₹50,000 per month + Performance Incentives, depending on experience and suitability

3. Primary Objective of the Position

The Sales & Marketing Manager will be responsible for:

• Increasing enquiries and admissions.

• Developing new sources of business.

• Building and managing the sales team.

• Setting and achieving monthly sales targets.

• Creating a strong referral network.

• Developing relationships with hospitals, doctors, NGOs, corporates, senior citizen groups, and other relevant organisations.

• Managing the complete sales funnel from lead generation to admission.

• Improving lead-to-admission conversion.

• Building the brand and market presence of the Senior Care Centre.

• Preparing sales strategies and ensuring their successful execution.

4. Ideal Candidate Profile

The ideal candidate should be:

• Highly result-oriented and target-driven.

• A strong team builder and people manager.

• Capable of recruiting, training, motivating, and retaining sales executives.

• Experienced in setting and monitoring sales targets.

• Strong in lead generation and conversion.

• Excellent in communication, negotiation, and relationship management.

• Confident in field sales and direct marketing.

• Capable of developing new business channels.

• Comfortable working with monthly revenue and admission targets.

• Proficient in CRM, Excel, WhatsApp Business, email, and other digital tools.

• Able to analyse sales data and take corrective action.

• Energetic, proactive, disciplined, and self-motivated.

• Willing to personally participate in sales activities and field visits when required.

Preferred Industry Experience

Preference may be given to candidates with experience in:

• Healthcare

• Hospitals

• Nursing homes

• Senior care

• Assisted living

• Old age homes

• Home healthcare

• Hospitality

• Real estate

• Education

• Insurance

• Membership-based services

• Other B2C/B2B sales environments

5. Key Responsibilities

A. Sales Strategy & Business Development

• Develop and implement monthly and quarterly sales strategies.

• Identify new markets, customer segments, and business opportunities.

• Develop strategies to increase resident admissions.

• Identify the key decision-makers involved in senior-care decisions.

• Create different sales channels for generating enquiries and admissions.

• Analyse competitors, market demand, pricing, and customer requirements.

• Develop local market penetration strategies.

B. Team Building & Team Management

This will be one of the most important responsibilities of the position.

• Build and develop a sales and marketing team.

• Recruit Sales Executives, Business Development Executives, Telecallers, and Field Sales Executives as required.

• Define individual roles and responsibilities.

• Set daily, weekly, and monthly targets for team members.

• Train new team members on the service, sales process, communication, and objection handling.

• Conduct daily/weekly sales meetings.

• Monitor individual and team performance.

• Motivate the team to achieve targets.

• Identify underperforming team members and implement improvement plans.

• Develop a performance-oriented sales culture.

• Create incentive and recognition mechanisms in coordination with management.

6. Lead Generation & Customer Acquisition

The manager will be responsible for creating a continuous pipeline of qualified leads.

Lead Sources May Include:

• Digital marketing

• Google enquiries

• Social media

• Website enquiries

• WhatsApp enquiries

• Telecalling

• Referral programmes

• Hospitals and doctors

• Nursing homes

• Physiotherapists

• Diagnostic centres

• NGOs

• Senior citizen associations

• RWAs and residential societies

• Corporate HR departments

• Insurance/TPA networks where applicable

• Community events

• Seminars and awareness programmes

• Field visits

• Direct marketing

The manager should continuously evaluate the performance of each lead source and focus resources on channels that generate quality enquiries and admissions.

7. Admission Conversion & Sales Funnel Management

The manager will own the complete sales funnel:

Lead → Qualification → Counselling → Centre Visit → Follow-up → Negotiation → Admission → Referral

Responsibilities include:

• Ensure every enquiry is recorded in the CRM/database.

• Establish a proper lead follow-up system.

• Set follow-up timelines for sales executives.

• Monitor pending and lost leads.

• Identify reasons for non-conversion.

• Improve enquiry-to-visit conversion.

• Improve visit-to-admission conversion.

• Develop effective sales scripts and counselling methods.

• Handle important/high-value prospects personally.

• Support the sales team in closing difficult cases.

8. Relationship & Referral Marketing

Build a strong professional referral network with:

• Doctors

• Hospitals

• Clinics

• Physiotherapists

• Healthcare professionals

• NGOs

• Senior citizen organisations

• Community leaders

• RWAs

• Corporates

• Insurance/healthcare networks

• Other relevant referral partners

The objective will be to create a sustainable source of qualified senior-care enquiries.

9. Field Sales & Market Development

The manager should not be limited to office-based management.

The candidate must be capable of personally participating in:

• Field visits

• Hospital visits

• Doctor meetings

• Corporate meetings

• Community meetings

• Senior citizen events

• Awareness programmes

• Local market visits

• Partnership meetings

• Centre presentations

The manager will be expected to lead by example and demonstrate effective sales practices to the team.

10. Marketing Responsibilities

The Sales & Marketing Manager will coordinate with internal/external marketing resources to:

• Develop local marketing campaigns.

• Plan promotional activities.

• Develop brochures, presentations, and sales materials.

• Coordinate digital marketing activities.

• Promote the centre through appropriate online and offline channels.

• Organise senior-care awareness programmes.

• Conduct seminars and community outreach activities.

• Build brand awareness in the target market.

• Track marketing expenditure against leads and admissions.

11. Sales Reporting & MIS

The manager will prepare and review regular sales reports covering:

Daily

• New leads

• Calls made

• Follow-ups completed

• Visits scheduled

• Centre visits completed

• Admissions

• Revenue generated

• Pending follow-ups

• Lost leads

Weekly

• Team performance

• Individual salesperson performance

• Lead source performance

• Conversion rate

• Pipeline value

• Upcoming opportunities

• Market activities

• Competitor observations

Monthly

• Total leads

• Qualified leads

• Centre visits

• Admissions

• Admission conversion rate

• Revenue

• Target vs. achievement

• Salesperson-wise performance

• Marketing spend

• Cost per lead

• Cost per acquisition

• Referral business

• Growth opportunities

12. Key Performance Indicators – KPIs

The manager should be evaluated primarily on measurable business results.

KPIMeasurementMonthly AdmissionsTarget vs. ActualMonthly RevenueTarget vs. ActualLead GenerationNumber & quality of leadsLead ConversionLead-to-admission percentageCentre VisitsNumber of qualified visitsTeam ProductivityIndividual & team performanceReferral NetworkActive referral partnersFollow-up EfficiencyPending vs. completed follow-upsCustomer Acquisition CostMarketing/sales cost per admissionSales GrowthMonth-on-month growthTeam RetentionSales team stabilityNew Business ChannelsNew sources developed

13. Suggested Sales Team Structure

The Sales & Marketing Manager may initially build a team such as:

Sales & Marketing Manager

↓

Business Development Executives / Field Sales Executives

↓

Telecallers / Lead Generation Executives

↓

Digital Marketing / Marketing Support

The exact structure can be adjusted according to the centre's size, target market, and business requirements.

14. Final Required Candidate Profile

Graduate/MBA + 3–7 years Sales & Marketing experience + proven target achievement + team-building experience + team-management capability + strong business development skills + excellent communication + field-sales capability + CRM/data understanding + strong leadership + measurable result orientation.

• It is a Full Time Field Sales job for candidates with 1 - 6+ years Experience.