Head of Commercial Growth

Position Title

Head of Commercial Growth

Reporting To

CEO / Group COO

Supervises

Business Development, Digital, Marketing and Sales Team

Location

GCC Region – Multi-specialty Hospital and Medical Centre Network

Position Summary

The head will be responsible for the group's commercial strategy and execution, with a clear

mandate to drive patient footfall, revenue growth, and market expansion. Leads sales,

business development, marketing, digital initiatives, and brand positioning across all

facilities in the GCC. The role is pivotal to increasing both domestic and international patient

acquisition, improving source-wise conversions, and building sustainable commercial

partnerships that support long-term growth.

Key Responsibilities

• Sales & Revenue Growth

• Own and deliver annual sales targets for all hospitals and medical centers.

• Increase patient footfall and revenue per footfall through targeted campaigns and

partnerships.

• Develop, monitor, and optimize daily, weekly, and monthly commercial dashboards,

including key KPIs such as OP/IP patient volumes, referrals, conversion rates, and

channel-wise ROI.

• Marketing & Patient Acquisition

• Design and implement multi-channel marketing strategies (B2C, B2B, digital-first)

to drive traffic across physical and digital touchpoints.

• Align marketing and outreach initiatives with clinical service line priorities, doctor

branding, and specialty-based demand generation.

• Lead digital performance marketing (SEO, SEM, paid social, GDN, retargeting) and

nurture leads through CRM workflows and automation.

• Drive medical tourism strategy, targeting NRIs and international patients via

concierge models, partnerships, and digital visibility.

• Business Development & Strategic Alliances

• Establish and grow B2B alliances with corporates, insurers, TPAs, embassies,

wellness partners, schools, and community organizations.

• Build referral networks, doctor engagement programs, and community-based

activation models to increase walk-ins and bookings.

• Digital & Data Analytics

• Champion CRM adoption, lead funnel tracking, and marketing automation across the

group.

• Leverage data analytics to provide market intelligence reports, competitor

benchmarking, and actionable insights to the leadership team.

• Track source-wise patient acquisition metrics, cost per acquisition, campaign ROI,

and service line contribution to revenue.

• Brand Strategy & Experience Management

• Strengthen internal and external branding aligned with the organization's vision.

• Enhance patient experience at every touchpoint—digital, call center, front office,

and clinical interface.

• Oversee design and quality of marketing collaterals, in-hospital branding, and

promotional materials.

• Team Leadership & Organizational Alignment

• Mentor and manage a cross-functional team of sales, marketing, digital, and field

teams across locations.

• Drive interdepartmental collaboration between commercial, clinical, and operations

teams for unified goal setting and performance tracking.

Qualifications & Experience

• MBA in Marketing / Sales / Healthcare Management / Communications.

• 10–15 years of progressive experience in sales and commercial leadership roles,

preferably in healthcare, insurance, wellness, or service sectors

• Proven track record in meeting or exceeding sales targets, increasing patient

volumes, and building high-performance teams

Key Competencies

• Strategic sales planning and revenue management

• Digital and conventional marketing expertise

• Patient acquisition and CRM funnel management

• Data-driven decision-making and campaign optimization

• Relationship management and corporate partnerships

• Excellent leadership, communication, and cross-cultural skills

Performance Measurement KPIs

Candidate's performance will be measured against the following KPIs for the role –

• Sales and Business Development

• Revenue from B2B, doctor referrals and corporate partnerships

• New Corporates A/Cs added

• New doctor referral network added

• Marketing

• Digital Funnel Conversion - Lead-to-patient conversion rate (%) by digital channel

• Digital Marketing ROI

• Process and Innovation

• CRM Adoption Rate