GROUP HEAD OF COMMERCIAL DEVELOPMENT

Responsible for the performance, strategy, and alignment of revenue and commercial operations in the company.
Responsible for overseeing the Sales, Marketing & Business Development and Digital Marketing while ensuring that the interaction between those departments is aligned with the wider company strategy.
The successful Head of Commercial Development will meet our customer’s and patients’ acquisition, brand awareness and recognition, and revenue growth objectives.

1. General Management and delivery leadership (Weighting: 40%)
Executive Leadership:

Work with the GCEO to optimize existing revenue models and create new revenue streams by developing commercial and business development strategies optimized for both short-term results and long-term strategy;
Lead and scale the Sales, Marketing and Business Development teams;
Create accountability within the company by developing appropriate metrics and coordinating performance and financial results with these metrics.

Expected results:

How to measure

2. Provide expertise (Weighting: 40%)
Marketing:

Developing, planning, organizing, and implementing marketing strategies including trade marketing strategy to increase market share through higher penetration of Hoan My Medical Corporation;
Oversee implementation of the marketing strategy – including campaigns, events, digital marketing;
Connect the Marketing team and Sales team closely; enabling them to meet their commercial objectives by providing them with appropriate tools, materials, and presentations;
Guide the day-to-day activities of the marketing team and ensure that the marketing objectives are implemented by the marketing team;
Manage social media presence and direct programs to improve social media reputation and recognition;
Coordinate with the management team and human resource management division to develop and deliver marketing and communications strategies for the organization;
Undertake continuous analysis of the competitive environment, patient insights, and customer trends.

Business Development:

Work with the GCEO to seize opportunities, determine key sales development segments and priorities, build and refine Hoan My’s business development playbook;
Coordinate and drive new business revenues from potential partners including acute health organisations, governmental (VWOs), insurance, financial and corporate partners;
Generate and qualify new leads and be resourceful in using multiple approaches to penetrate prospective accounts;
Build a team to execute opening and closing deals end-to-end including outreach, pitching, solution development, building internal and external alignment, negotiation, contracting, and implementation;
Build consensus and lead the team to consistently deliver on sales targets;
Develop a deep understanding of the differentiated value proposition of Hoan My’s services and mastery in pitching custom messages to individual prospects;
Drive strong partner interest and top-of-funnel pipeline, maintain a healthy sales cycle and conversion funnel of new opportunities based on sales targets and be a first-class ambassador of Hoan My to all prospects;

Sales development & management:

Direct, build and lead the inside sales team to achieve Hoan My’s growth goals and target conversion rates as well as articulate Hoan My’s service and value proposition to prospective customers;
Develop deep empathy for care recipients and their loved ones as well as their end-to-end user journey with Hoan My;
Drive the team with a laser focus on the people at the heart of Hoan My – customers, care recipients, and care professionals;
Build a deep understanding of customer needs and their service requirements; uses actionable data and insights to build and iterate on the inside sales playbook;
Harnesses the team’s combined experience to build inside sales training content and continuously optimize for conversion rates from inbound leads;
Define and improve workflows to manage, track engage all leads, prospects, and clients via technology tools and internal systems as well as to enable successful handover to the care operations and specialists teams;
Work closely with the marketing team on insights to optimize for targeted lead acquisition effectiveness and cost;
Mature and implement data and product analytics frameworks and processes to gain required insights on customer acquisition and engagement.

Expected results:

How to measure

3. Supporting work (Weighting: 20%)

Manage changes and compliance:

Compliance with the company’s policy & CoC.
Get involved to another project in order to develop the quality of Hoan My’s service.

Expected results:

How to measure

Experience & Knowledge:

Minimum of 10-year experience in sales and marketing and/or business development with a minimum of 07 years of management experience;
Detailed knowledge of selling directly to organizations and B2B sales management; partnership channel and e-Commerce channel;
Knowledge and experience with the local healthcare regulations and legal framework;
Experience in excelling in a fast-paced, high growth, and rapidly changing healthcare or technology environment;
Ability to initiate and close deals end-to-end, build relationships and trust through a consultative approach;
Experience in establishing departmental budgets as well as driving sales improvement projects and initiatives;
Proven track record of achieving sales growth and delivery of results to business plans;
Proven track record of achieving brand awareness or successful marketing programs.

Skills:

Ability to think both strategically and tactically with exceptional attention to detail;
Strong commercial outlook and an entrepreneurial approach to business development;
An “Innovative rain-maker”, you have the ability to proactively identify improvement areas as well as create and drive innovative solutions;
Self-driven, motivated and entrepreneurial; ability to own outcomes and make things happen;
Strong leadership qualities; manage and scale team, recruit and retain top talent, build consensus and rally members to achieve goals;
People-centric, driven by a desire to make a significant positive impact;
Strategic planning skills with practical hands-on execution ability;
Data-driven and utilizes qualitative and quantitative analysis of data and analytical insights to drive decision making;
Good written skills and ability to present to both superior and subordinate teams;
Highly collaborative and flexible team player, able to adapt to changes;
Highly organized and calendar-driven, able to handle many competing priorities;
Exceptional interpersonal skills for verbal and written communication with executives, peers, employees, vendors and customers.

Other requirements:

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