Shashank Sekhar

Healthcare sales and marketing leader with 11+ years of demonstrated success launching, repositioning, and turning around hospitals across India’s leading chains. Core expertise spans three interconnected disciplines: greenfield hospital launches, star clinician acquisition & referral ecosystem building, and revenue turnaround & specialty scale-up. Equally strong in community outreach strategy, institutional business development, insurance empanelment, and 360° marketing execution.

Known for translating clinical hiring strategy directly into commercial outcomes — a combination that is uncommon in the specialty.

CAREER HIGHLIGHTS AT A GLANCE

• Delivered ₹49 Cr in the first 12 months and ₹80 Cr+ within 18 months at CK Birla Healthcare — greenfield launch,

break-even in 9 months; repositioned brand from ‘mother & child’ to a recognized multispecialty centre

• Sri Balaji Action Medical Institute: Hospital had invested in a star orthopaedic surgeon and Velys robotic surgery system, yet volumes plateaued at ~35/month; S&M-led push drove volumes to ~75/month average and 100 TKRs in

May 2025 — all-time hospital record; robotic TKR share grew from 10% to 28% of total joint volume through targeted cash patient acquisition and robotic referral channel development

• Crossed 100+ deliveries/month six times in FY18 at Fortis La Femme Delhi — a milestone achieved only 3 times in the hospital’s entire prior history; grew monthly delivery volumes from ~800 to 1,150+ annually; peak of 143 deliveries in October 2018 at premium pricing, the highest single-month volume in the entire Fortis network for that month
• Scaled Fortis La Femme Bengaluru from ~28 to ~55 deliveries/month; hospital achieved break-even for the first time in 4 years of operations; 54% revenue growth
• Built international business vertical from zero at CK Birla to ₹1 Cr/month run-rate — exceptional for a West Delhi hospital with no prior MVT footprint
• Executed 230+ outreach camps annually at W Pratiksha Hospital with a 2-person team (2 camps/day); 600+ new patient acquisitions in FY16, ~750 in FY17
• Conducted 50+ institutional rate revisions at Sri Balaji — regularizing Insurance, Corporate & PSU tariffs, many unchanged since 2019
• NGO initiative (Project Revive / Interplast UK): Facilitated 100+ free reconstructive surgeries for underprivileged patients — cleft lip/palate and burn scar contractures

PROFESSIONAL EXPERIENCE

DGM & Head – Sales & Marketing | Sri Balaji Action Medical

Institute, Delhi

Mar 2025 – Mar 2026

Brought in to rebuild a dysfunctional S&M function and drive specialty volume growth during a critical hospital transition —

scale-up from 400 to 1,000 beds.

• Rebuilt the entire S&M vertical from scratch after 18+ months without leadership — redefined roles, introduced KPI governance, streamlined referral tracking, and restored team accountability
• Grew cash business across Cardiology, Orthopaedics, GI Surgery, General Surgery, and Gastroenterology through referral network deepening and key account management
• Orthopaedics scale-up: Hospital had invested in a star orthopaedic surgeon and Velys robotic surgery system, yet volumes plateaued at ~35/month; S&M-led push through structured surgeon engagement, cash patient acquisition,

and robotic referral channel development drove volumes to ~75/month average and 100 TKRs in May 2025 — all time hospital record; robotic TKR share grew from 10% to 28% of total joint volume

• Cardiology growth: Scaled PTCA volumes from ~150–160/month to 220–225/month; improved payer mix from 47%

government / 33% cash / 20% insurance to a balanced 36% government / 36% cash / 27% insurance

• Doctor hiring: Facilitated key clinical additions in GI Surgery, Orthopaedics, and Surgical Oncology — introduced organ-specific oncology teams for the first time
• Institutional & PSU: Conducted 50+ rate revisions across Insurance, Corporate & PSU channels; new PSU empanelment opened; key dormant accounts reactivated
• 360° Marketing: Launched ‘Hope on Wheels’ cancer screening van (10,000+ community reach); organized 2 national and 3 state-level clinical conferences; ATL campaign for Robotic Surgery; SEO/GMB uplift
• Oncology: Maintained referral continuity and supported new clinical team on boarding at Action Cancer Hospital during a 6-month leadership transition

Advisor – Strategic Partnerships & Alliances | Birla Fertility &

IVF (Contractual) & Other Healthcare Engagements

Dec 2023 – Apr 2025

Retained by healthcare organizations for targeted interventions in clinician strategy, business development, and market expansion.

• Birla Fertility & IVF (Principal engagement): Led end-to-end senior doctor identification and market mapping across

North, East & Northeast India — Delhi, Lucknow, Allahabad, Jaipur, Gorakhpur, Varanasi, Guwahati, Patna;

conducted competitor mapping across IVF markets and assessed cultural, clinical, and commercial fit of each target doctor; several mapped doctors subsequently joined Birla Fertility

• Supported one legacy multispecialty hospital in Delhi on sales process reorganization and referral network development
• Supported one IVF chain on business development strategy and market expansion planning

Senior Manager & Head – International Business | Max

Healthcare (Max Smart Super Speciality Hospital)

May 2023 – Nov 2023

Managed the international patient business for Max Smart, one of the flagship hospitals in the Max Healthcare network.

• Delivered a monthly gross top-line of ₹3 Cr (₹35 Cr annualized) through structured patient inflows from ~15 countries
• Refined country-wise and specialty-wise patient trend analysis to sharpen source market strategy and specialty promotion priorities
• Expanded partnerships with medical travel facilitators, embassies, and international referral networks across key source markets

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Senior Manager & Head – Sales & Marketing | CK Birla

Feb 2021 – Apr 2023

Healthcare, New Delhi

Architect of the hospital’s commercial engine from day one of launch — greenfield build, brand repositioning, and one of the fastest revenue ramps in the segment.

• Revenue ramp: ₹49 Cr in the first 12 months, scaling to ₹80 Cr+ within 18 months; 80% cash payer mix; operational break-even within 9 months of launch; S&M vertical contributed 43% of total hospital revenue
• Pre-launch doctor hiring strategy (FY22): Led the most impactful clinician acquisition drive in the market ahead of launch — mapped and recruited star surgeons across Orthopaedics, GI Surgery, Surgical Oncology, Head & Neck

Oncology, Plastic Surgery, and OBGYN; assessed each doctor’s payer mix, patient geography, and revenue-to system conversion potential; deliberately built multispecialty depth to avoid the ‘mother & child brand trap’; hospital achieved ₹6 Cr+ revenue in first 6 months and break-even within 9 months — directly attributable to strategic clinical depth from day one

• FY23 scale-up: Developed full referral ecosystem for each specialist — domestic and international; executed 200+

clinician engagement initiatives and 130+ community outreach programs; launched 4 satellite OPD clinics to expand catchment

• Repositioned CK Birla from a perceived ‘mother & child unit’ to a recognized multispecialty centre; surgical specialties drove 80% of footfall
• Built the entire S&M function from scratch — recruited and structured the team, established SOPs and processes,

and operationalized the vertical for a greenfield launch

• International business: Built MVT vertical from zero to ₹1 Cr/month run-rate (₹12 Cr annualized) — exceptional for

West Delhi geography where even major chains do ₹1–1.5 Cr across only 4 niche specialties

• Built full TPA/insurance framework from zero; unlocked key insurance empanelment progressively

Manager & Domestic Sales Head | Rainbow Children’s Hospital

(incl. Rosewalk Healthcare), New Delhi

Led business operations across multi-state upcountry markets with ₹36 Cr annual top-line.

Jun 2019 – Dec 2020

• Drove 30% upcountry business growth across Punjab, Haryana, Western UP, J&K, Bihar, and Madhya Pradesh through region-specific outreach and referral ecosystem development
• Designed and executed strategic growth initiatives strengthening patient acquisition and market presence across multiple states
• Led large-scale COVID vaccination partnerships with local clubs, NGOs, schools, colleges, and community bodies

Deputy Manager & Unit Head – Sales & Marketing | Fortis

Healthcare (Fortis La Femme, Delhi & Bengaluru)

Apr 2017 – Jun 2019

Two successive mandates — Delhi box-in-box model (FY18), then promoted mid-tenure to lead the Bengaluru standalone unit

(FY19) in one of India’s most competitive women’s health markets.

• Delhi (Shalimar Bagh, FY18): Grew annual delivery volumes from ~800 to 1,100+; crossed 100 deliveries/month six times in FY18 — a milestone achieved only 3 times in the hospital’s entire prior history; peak of 143 deliveries in

October 2018 at premium pricing, the highest single-month volume in the entire Fortis network for that month; 600

Gynaecology procedures, 200 IVF procedures in the year; 47% revenue growth

• Consolidated visiting consultant network — resolved long-standing operational issues suppressing referrals; added new high-volume visiting doctors; built a separate referral stream for the in-house full-time gynaecologist
• Campaigns: Two high-ROI marketing campaigns (4x ROI, May/Jun; 5x ROI, Sep/Oct); integrated insurance patient offers and women’s group activations; Raghiri/Times of India collaboration for affluent RWA community reach
• Introduced advance booking model — delivery volumes became forecastable; grew international gynaecology surgery referrals from near-zero to 6–7/month consistently

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• Promoted mid-tenure and assigned to lead the Bengaluru standalone unit — a hospital stuck at ~28 deliveries/month in a high-competition market for 4 years
• Bengaluru (Richmond Road, FY19): Scaled to ~55 deliveries/month at exit; facilitated hiring of 3rd high-volume

OBGYN consultant; unlocked 10 long-stalled insurance empanelment; launched 4x and 6x ROI B2C campaigns;

integrated Practo hospital referral network (among first hospitals in Bengaluru to do so); launched animated hospital advertisements (among first in Bengaluru); hospital achieved break-even for the first time in 4 years;

Senior Executive – Sales & Marketing | W Pratiksha Hospital,

Gurgaon

Jul 2015 – Mar 2017

Built the community outreach engine, doctor referral network, and clinical hiring pipeline from the ground up for a low-footfall hospital entering a competitive market.

• Community outreach at scale: Executed 230+ outreach camps annually with a 2-person team, maintaining a 2

camps/day turnaround; covered Sector 54/55/56 RWAs, tier-1 societies (Magnolias, Hibiscus), religious bodies

(Mandirs, Gurudwaras), peripheral towns (Farrukh Nagar, Badli, Sohna, Tauru), community Samajes, and surrounding villages

• Specialty camps: Organized orthopaedic-specific, gynae-specific, urology, and general health camps with multi specialist consultation and diagnostic screening; developed a prenatal infotainment program (‘expecting parents class’) to attract expectant mothers from competitor hospitals — first such program locally
• 600+ new patient acquisitions in FY16, ~750 in FY17 — directly attributed to outreach program; 30% annual growth in delivery volumes
• Referral network: Built GP and specialist referral base of 30+ doctors across Gurgaon from scratch — female physicians, gynae surgeons, orthopaedic surgeons, physiotherapists, general surgeons, and paediatricians/nursing homes for NICU referrals; generated ₹2+ Cr annual revenue with ~50% surgical mix
• Doctor hiring due diligence: Contributed to market mapping and clinician scouting for key hires in Paediatrics (first high-volume doctor who transformed paediatric footfall), Orthopedics, and General Surgery
• Strategic firsts: Collaborated with Raghiri/Times of India for 3–6 months — among first hospitals in Gurgaon to activate marathon/wellness event marketing; partnered with Interplast UK (Project Revive) for 100+ free reconstructive surgeries (cleft lip/palate, burn scar contractures)

B. Tech (Biotechnology)