Commercial Head - IVF & Fertility Clinic

  • lagos
  • Confidential
  • 10-15 years
  • 20 Mar 2015

  • Senior Management/ General Management

  • Pharmaceuticals/ Life Sciences/ Clinical Research, Hospitals/ Health Care
Job Description


The Commercial Head is responsible for the overall development & execution of the business development & marketing strategy for the company. He is responsible for the drive of market adoption of the company's services, market share & revenue growth of the company. He also manages the customer & the customer-interface with services . He has the responsibility of ensuring all functions of the organization , aligned to meet its strategic commercial objectives. He is responsible for identifying market opportunities from a global perspective & lead in the assessment & prioritization of geographic & clinical market segments.

Person Specification:

Demonstrated experience in developing & executing successful commercialization strategies
Graduate in sciences or social sciences
Post graduate degree in Hospital Management / Business / Marketing Management
10 + years cognate experience in the health sector

Key Deliverables/Accountabilities:

Financial Planning, Monitoring & Control: Development & implementation of the company's yearly target & marketing budget; Monitor expenditure & revenues; Review of activity reports & financial statements to determine progress & status in attaining objectives, revising business plans & projects as required.
Economic Analysis: Contingent valuation studies, cost-benefit analyses of business development & marketing initiatives developed & implemented.
Business Development: Develop a strategy & provide leadership for industry-wide business development opportunities; Originate & manage commercial opportunities that are consistent with the company's strategy for revenue growth; Develop strategies for the establishment & maintenance of relationship with referral doctors & clients.
Marketing: Responsible for the business growth of the company by directing &/or managing related functional staff in each business unit (Client Liaison Supervisor, Marketing Executive, Business Unit Coordinator, Business Development Officers & Business Development Manager); Develop appropriate policies to drive business growth in each unit; Lead development of the companys marketing strategy & operational activities with emphasis on achieving broadened market presence & sales growth, & a particular emphasis on cost-effective customer acquisition & market demand generation.
Sales: Develop & implement the companys sales strategy across key market segments to ensure that the company identifies & optimizes a clear path to aggressive growth; Assess, build & manage an array of necessary channels capable of delivering the companys growth objectives; Lead sales channels to meet & exceed revenue targets.
Reporting: Preparing periodic reports to management on business development, marketing & sales activities & progress towards strategic objectives.
Quality Management: Ensuring that SOPSs are conformed to & Incidences & SAEs are appropriately managed in the integration of commercial success within The Bridge Clinic.
General Management: Develop an annual operational plan (including scope of service) integrated with TBCs strategic plan & related to other departments operational plans in order to efficiently provide initiatives & services that align with the overall organizational objectives; Manage service delivery from TBC through appropriate Service Level Agreements (SLA).
Project Management: Project design, planning & implementation; Project monitoring & evaluation.
People Management: Managing performance of all staff concerned with management of business units, client relationship & business development function to ensure the individual & organizational goals are efficiently met.
Leadership: Deliver strategic leadership for defining the commercial path to growth & profitability of the company & the establishment of an effective growth process & infrastructure; Develop collaborative working relationships within the organization in pursuit of the of the companys overall business goals.

Behavioral Competencies:

Strong leadership skills
Strong & demonstrated analytical & strategic thinking skills
Takes responsibility for results as an entrepreneurial manager
Ability to think creatively & develop non-traditional solutions to complex business challenges
Outstanding sales management skill
Strong negotiation & analytical skills
Ability to be hands-on as well strategic
Ability to make key decisions, function independently & be effective in a close team environment.
Ability to manage, supervise & develop support personnel.

Technical Competencies

Good understanding of the health sector specifically the IVF market
Business management
Financial computation & analysis
Project planning & management
Well-grounded in management principles

Key Deliverables
Financial Planning, Monitoring & Control :

Adherence to budgets
Cost of sales targets

Economic Analysis :

Cost benefit analysis of various initiatives

Business Development & Marketing

No of enquiries (from media, events & ASPIRE)
No of Assessment Visits
No of referrals from Doctors


Validity & reliability of reports.
Reporting of commercial functions on achievement of strategic objectives to management

Financial Planning, Monitoring & Control :

Adherence to budgets
Cost of sales targets

Operations & Quality Management

Adherence to standard operating procedures
No major non conformances, incidence management

Project Management

Timeliness of delivery
Adherence to project budgets
End user satisfaction (Features & Function)

Customer Satisfaction

Customers satisfaction index
Net promoters score
Referral doctors satisfaction index

People Management

Staff satisfaction index
Learning & growth
Staff turnover rate

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