Paras Kansal
Pune
Summary
Result-oriented and strategic Business Development & Institutional Partnerships Leader with over 17 years of crossindustry expertise driving corporate revenue growth across Healthcare delivery networks, HealthTech, and Insurtech. Proven track record in accelerating hospital occupancy, domestic medical tourism, and top-line revenue through strategic TPA empanelments, Corporate tie-ups, Government health schemes (CGHS, ECHS, ESI, and State/PSU accounts), and Employee Assistance Programs (EAP) & Mental Wellness mandates. Expert in enterprise hunting, navigating complex medical directorate and CXO-level stakeholders, and structuring high-volume B2B healthcare delivery and referral networks.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Head - Partnerships & Hospital Sales
Livespire Pvt Ltd (FlexifyMe)
2024.04 - Current
- Institutional Network Expansion: Architect and execute comprehensive B2B acquisition strategies to build high-yield healthcare partnerships across corporate employers, retail insurers, and major hospital networks.
- TPA & Insurer Alignment: Spearhead strategic outreach to Third-Party Administrators (TPAs) and private health insurers to bundle clinical wellness and rehabilitation packages into standard insurance policies, driving patient acquisition channels.
- Corporate Referral Pipelines: Lead high-stakes CXO pitches to Fortune 500 corporate clients, embedding institutional healthcare programs to secure recurring executive health check-ups, occupational health setups, and tertiary care referrals.
- Full Lifecycle Management: Own the end-to-end B2B sales cycle, transitioning institutional accounts from prospecting and credentialing to custom healthcare proposal structuring, commercial pricing finalization, and deal readiness.
- Brand Visibility: Capitalized on national brand visibility during FlexifyMe's feature on Shark Tank India (Season 3) to scale business development efforts and hospital trust across regions.
Vice President - Institutional Growth
Zyla Health Pvt Ltd
2022.04 - 2024.03
- Revenue Acceleration: Drove an exceptional 53% year-on-year revenue growth, delivering 18.5 Crores in net ₹ revenue (105% of annual sales target) by expanding corporate and insurance healthcare ecosystem footprints.
- Payer-Provider Strategy: Built a robust enterprise pipeline targeting commercial health insurance providers, managing complex negotiations to align care management models with institutional insurer demands.
- High-Value Proposals: Structured and presented complex, large-scale healthcare business proposals to board-level directors, corporate HR heads, and senior administrative stakeholders.
- Market-Driven Portfolios: Launched new care product lines based on provider and market insights, doubling customer acquisition rates and expanding corporate health utilization.
AVP - Healthcare Corporate Sales
Cartula Health Pvt Ltd
2020.12 - 2022.03
- Hospital Network Onboarding: Led nationwide B2B healthcare sales and successfully onboarded leading hospital chains onto the institutional care provider network.
- Blue-Chip Corporate Acquisitions: Handled end-to-end institutional sales cycles to secure premium, large-scale corporate clients including HSBC, Huawei, ExxonMobil, and NSW Steel for employee healthcare enrollment.
- EAP & Mental Wellness Deployment: Designed and pitched integrated Employee Assistance Program (EAP) and mental wellness solutions to corporate HR and CHRO stakeholders, embedding structured counselling access, stress management modules, and psychological first-aid helplines into employee benefits packages.
- Employee Wellbeing Implementation: Implemented structured mental health utilization frameworks at enrolled corporates - including manager sensitization workshops, anonymous counselling helpline setup, and wellness challenge calendars - ensuring measurable engagement within the first 90 days of onboarding.
- Program Architecture: Collaborated with clinical teams to develop tiered EAP offerings (basic digital self-help, telephonic counselling, and in-person psychiatric referral), positioning Cartula as a full-spectrum mental wellness partner for large enterprises.
- Data-Driven Funnel Management: Implemented rigorous pipeline tracking and predictive forecasting systems to optimize the sales conversion cycle and ensure consistent month-on-month revenue generation.
- Operational Excellence: Recognized globally with an Operational Excellence Award by Cartula Health (Australia) for seamless execution of partnership models including EAP rollouts.
Regional Manager
Health Assure Pvt Ltd
2016.10 - 2020.11
- Healthcare Network Monetization: Drove corporate healthcare partnerships and maximized institutional revenue by cross-selling primary care, diagnostics, customized corporate health packages, and Employee Assistance Programs tailored to mid-size and large enterprise clients.
- EAP Sales & Corporate Rollout: Spearheaded the end-to-end sales and implementation of EAP and employee wellbeing programs across corporate clients - coordinating with HR teams to map workforce stress indicators, deploy onsite wellness days, and integrate mental health helplines into existing group health insurance frameworks.
- Mental Wellness Program Design: Structured tiered mental wellness offerings for corporate accounts encompassing digital mental health assessments, psychologist-led group sessions, and confidential 1:1 counselling, achieving consistent 70%+ employee activation rates post-launch.
- Wellbeing Integration: Partnered with occupational health officers and HR heads to embed stress management and burnout prevention modules into annual health calendar events, resulting in measurable reduction in absenteeism reported by client HR departments.
- Cross-Functional Optimization: Collaborated with Business Development, Operations, Medical, and IT teams to refine corporate health network offerings, ensuring alignment with annual revenue and empanelment goals.
Regional Manager - Franchise Development
Future Choice Ltd.
2013.01 - 2016.09
- B2B Channel Expansion: Managed and scaled a comprehensive B2B distribution and franchise network across finance, insurance, and consumer sectors, consistently exceeding regional sales targets.
- Performance Training: Mentored and trained high-performing sales teams, improving operational conversion and contract closures by 12%.
Deputy Manager - Sales
Bajaj Capital Pvt Ltd
2010.12 - 2012.12
- Portfolio & Risk Management: Structured comprehensive financial and risk management plans for high-net-worth clients, analyzing corporate insurance policies, asset allocation, and group health portfolios.
- Client Retention: Delivered high client satisfaction metrics by balancing risk with optimal portfolio returns, mastering consultative B2C and B2B selling.
Assistant Manager - Sales
Max New York Life Insurance
2008.10 - 2010.11
- Payer-Side Health & Life Sales: Managed a dedicated team of Relationship Managers driving high-volume group/retail insurance cross-sell and up-sell campaigns.
- Corporate Account Deepening: Developed a sharp understanding of insurance underwriting, claim structures, and payer requirements - core components for managing hospital TPA desks.
- Key Recognition: Received the prestigious NYLI Case Rate Award (2010), directly recognised by New York Life International for exceptional sales volume and operational delivery.
Education
B.Tech - undefined
Jadavpur University
01.2004
Skills
- Hospital Corporate Sales
- Panel Empanelments
- Government Accounts
- Institutional Schemes
- EAP Sales
- Mental Wellness Program Sales
- Employee Wellbeing Solutions
- Occupational Health Solutions
- Payer-Provider Strategy
- Cashless Desk Optimization
- Stakeholder Engagement
- B2B Operations
- B2B2C Operations
- Healthcare Referral Network Operations
- Revenue Cycle Management
- Pipeline Optimization
- Healthcare Proposal Structuring
- Value Articulation
- Consultative Selling
- High-Value Account Conversion
Websites
Certification
- IRDA Certification (Deep knowledge of health insurance regulations, vital for TPA/Insurer relations)
- B2B Sales Strategy
- Digital Marketing
Key Achievements And Consultancies
- Delivered 18.5 Cr net revenue in FY 2022-23, exceeding targets at Zyla Health.
- Onboarded as a part-time strategic consultant with InsightAlpha and Accugene Diagnostics to advise on healthcare market entry and diagnostics scale-up.
- Maintained national brand visibility for FlexifyMe during its successful showcase on Shark Tank India (Season 3).
- Awarded for Operational Excellence at Cartula Health (Australia) and recipient of the NYLI International Case Rate Award.
- Successfully deployed EAP and mental wellness programs across 10+ corporate accounts at Health Assure and Cartula Health, covering a combined workforce of 25,000+ employees.
Timeline
Head - Partnerships & Hospital Sales
Livespire Pvt Ltd (FlexifyMe)
2024.04 - Current
Vice President - Institutional Growth
Zyla Health Pvt Ltd
2022.04 - 2024.03
AVP - Healthcare Corporate Sales
Cartula Health Pvt Ltd
2020.12 - 2022.03
Regional Manager
Health Assure Pvt Ltd
2016.10 - 2020.11
Regional Manager - Franchise Development
Future Choice Ltd.
2013.01 - 2016.09
Deputy Manager - Sales
Bajaj Capital Pvt Ltd
2010.12 - 2012.12
Assistant Manager - Sales
Max New York Life Insurance
2008.10 - 2010.11
B.Tech - undefined
Jadavpur University