You will drive business development, securing Pharma Client partnerships at a regional and local market level.
You lead Pharma Accounts, working in close alignment with country teams and functional leads to plan partnerships and business opportunities monthly, quarterly, and annually to achieve Pharma pipeline, plans and revenue targets.
You demonstrate a detailed understanding of HHG’s service offering, leading pitches to clients and, directly and through your teams, identify commercial growth opportunities.
You proactively drive revenue growth, profitability and identify opportunities for cross-selling within each client, and across markets (Heat Map).
You identify, help develop and implement new business opportunities – products or services – in line with the overall Hello Health strategy.
Your KPIs include:
New business development pipeline value (existing and new clients)
Signed contract value (existing and new clients)
Revenue growth (repeat business and new revenue streams)
Client and Partner Management
You anticipate how decisions are made, persistently explore and uncover the business needs of Hello Health Group’s key clients and understand how our range of service offerings can grow their business. You inspire and mentor the local market client service teams to ensure they identify, pitch, win and ultimately deliver client campaigns in line with agreed targets, ensuring the best possible digital solutions and exceptional client service.
You build high quality proposals to help ensure ability to close deals.
You supervise major deals with multiple work streams and team members.
You build Revenue Continuity by ensuring project extensions and/or contingency planning to mitigate risks (eg. business goes to competitors)
You demonstrate confidence and competence with commercial digital concepts in order to identify digital solutions that support client brand strategies and thus facilitate end-to-end service adoption.
You build and maintain excellent client operations and client relationships – including senior stakeholders.
You work closely with HHG internal resources to develop strategic thinking for comprehensive account planning and to identify new account opportunities.
You stay in-tune with new digital trends, industry innovation, competitor activities, market norms and client needs.
You coach clients, showing them how new world marketing practices can help build their internal capabilities.
Your KPIs include:
Client satisfaction (as per client feedback)
Client Project Renewal
Finance and Business Planning
You are responsible for annual business planning for your allocated Key Accounts.
You take full ownership of the annual Key Account financial targets on a consolidated and local market basis, driving revenue and controlling margin to ensure budgeted targets are met on a monthly, quarterly and annual basis.
You secure contracts that are aligned to our DSO targets (60 days) and you ensure pricing and cost to serve of our proposals achieve our gross margin targets (80%).
Working closely with the EVP Patient Solutions & Pharma Key Accounts, CFO and CEO, you execute on business plans and report on business results.
You are responsible to ensure accurate, comprehensive forecasting and reporting to meet monthly, quarterly, and annual revenue targets; By client, market and service.
You fully utilize commercial tools – Commercial Database; Heat Map etc.
You ensure legally appropriate and compliant working practices with clients, partners, and suppliers.
Your KPIs include:
New business development pipeline
Revenue and gross margin
Accurate monthly reporting to CEO/EVP Pharma/CFO.
HHG Strategy & Roadmap
Identify opportunities to drive innovation and new product/service development, particularly as it relates to Patient Solutions (Web & App) and Pharma Service Offerings
Continual feedback to drive evolution of the HHG CHC Commercial Model.
Capability Development
Identify, Guide and Coach in-country Commercial leads/ADs on KAM.
Develop Regional Key Account plans to build the strategic understanding for our clients across all markets.
Develop best-in-class examples and case studies for key projects to help build our internal capabilities.
People and Performance Management
You ensure the Hello Health Group Core Values, our Purpose and Mission are exemplified in your own behavior and brought to life.
You fully commit to and implement Performance Management in line with company policy, engaging and leading individuals and the team effectively to meet company goals.
You ensure that all team members have updated Job Descriptions, MBOs and are fully aware of the expectations of their role and responsibilities.
You hold regular performance 1-on-1 reviews with direct reports to ensure high levels of staff engagement and delivery on KPIs.
You actively identify and address the development needs of your team, utilize the learning opportunities available to them on a regional and country level, ensuring your team maximizes their own learning by making use of HHG’s offerings such as the HHG Academy.
You partner with the HR team to ensure that company policies are implemented and that all employment contracts and practices are compliant with local labor laws.
You attract, recruit, retain and develop staff to position Hello Health as an employer of choice across departments.
You ensure the projects have sufficient resources to execute within time and budget. If there’s no internal resources, you’ll establish relationships with freelancers and agencies towards project execution.
