Cluster Manager - Sales

Job Objective

To drive IVF revenue for the Motherhood IVF Bangalore cluster by building, developing and nurturing long-term professional relationships with gynaecologists, fertility specialists and other key referring doctors, thereby increasing qualified patient referrals to Motherhood IVF centres and labs.

Role Context

Motherhood IVF operates a Bangalore cluster with 8 IVF labs/centres, including a spoke centre. The role is primarily responsible for the B2B doctor-referral channel and for converting the professional network of Bangalore gynaecologists into sustainable IVF referral volumes. The incumbent should be comfortable working in a field-driven, relationship-led sales environment and managing a geographically distributed cluster.

Key Responsibilities

1. Strategic Sales Planning

• Develop and execute the Bangalore IVF cluster sales strategy in alignment with the overall business plan and revenue objectives.
• Map the Bangalore fertility referral ecosystem, including gynaecologists, obstetricians, fertility specialists, hospitals, clinics and other relevant referral sources.
• Segment referring doctors based on potential, current referral volumes, speciality, geography and relationship strength, and create focused engagement plans.
• Identify new referral opportunities and underserved pockets within Bangalore to expand the Motherhood IVF referral network.

2. Doctor / B2B Referral Development

• Build strong, credible and long-term relationships with Bangalore-based gynaecologists and other relevant referring doctors.
• Personally meet high-value and strategic gynaecologists to establish relationships, understand their patient profile and develop referral opportunities.
• Drive acquisition of new doctor relationships and referral tie-ups while strengthening existing referral accounts.
• Develop structured doctor-wise engagement plans, referral targets and follow-up mechanisms.
• Ensure regular engagement with referring doctors and promptly address service, coordination or communication issues affecting referrals.

3. Cluster Revenue & Referral Management

• Own the B2B referral-led revenue performance of the Bangalore IVF cluster.
• Set monthly, quarterly and annual referral and revenue targets and drive achievement through the sales team.
• Track doctor-wise referrals, conversions, revenue, repeat referrals and potential pipeline across the 8 Motherhood IVF labs/centres.
• Identify gaps in referral volumes and take corrective action through focused doctor engagement and field activity.
• Work closely with centre/lab teams to ensure referred patients receive a high-quality and seamless experience, supporting repeat and sustainable referrals.

4. Team Management & Field Execution

• Lead, coach and monitor the Bangalore B2B/doctor-referral sales team and ensure adequate coverage of priority gynaecologists.
• Set clear targets, review performance regularly and conduct structured field reviews.Accompany team members on important doctor calls and coach them on relationship management, consultative selling and referral conversion.
• Build a high-performance, disciplined and motivated sales team through mentoring, training and continuous feedback.
• Ensure effective territory allocation and optimal doctor coverage across Bangalore.

5. Cross-functional Coordination

• Work closely with IVF centre/lab heads, doctors, nursing, operations, marketing and other internal teams to support referral growth.
• Coordinate with marketing on doctor engagement programmes, CME/knowledge initiatives, outreach activities and other B2B initiatives.
• Escalate and resolve service-related concerns raised by referring doctors in coordination with the relevant internal stakeholders.Maintain accurate CRM / MIS data on doctor coverage, referrals, conversions, revenue and pipeline.

6. Market Intelligence

• Continuously track Bangalore IVF market dynamics, competitor activity, doctor movements, new clinics/centres and referral trends.
• Provide actionable market intelligence to management on opportunities, competitive threats and emerging referral channels.
• Monitor the impact of competitor IVF offerings and develop appropriate relationship and market strategies.

7. Financial & Governance

• Operate within the approved sales and marketing budget.
• Ensure adherence to Motherhood Healthcare policies, applicable laws, company guidelines and ethical standards governing doctor engagement and business development.
• Maintain timely and accurate sales reporting, forecasts and performance dashboards.