HEAD, BUSINESS GROWTH

GENERAL DESCRIPTION

Leading the commercial function of Lablink (M) Sdn Bhd to drive sustainable revenue growth through sales, marketing and business development, with a dual focus on expanding external revenue and strengthening internal revenue within KPJ Healthcare. The role is responsible for developing and executing commercial strategies, building strategic customer and stakeholder relationships, expanding market presence, managing the sales pipeline and commercial performance, and identifying new business opportunities aligned with Lablink’s laboratory capabilities, capacity and strategic direction.

JOB DESCRIPTION

• Develop and implement the annual commercial strategy, sales plan and business development priorities in alignment with Lablink’s business objectives, KPJ Healthcare’s direction and approved revenue targets.
• Drive external revenue growth by identifying, developing and converting new business opportunities across relevant market segments, including corporate and institutional clients, healthcare partners and other suitable customer segments.
• Strengthen internal revenue within KPJ by working closely with KPJ hospitals and companies to increase utilisation of Lablink services, identify cross-selling opportunities, improve referral flows and expand the adoption of available laboratory services.
• Lead the end-to-end sales and business development cycle, including market prospecting, lead generation, customer engagement, proposal development, presentations, negotiations, tender participation, contract discussions and account conversion.
• Develop and maintain strategic relationships with key customers, business partners and internal stakeholders, ensuring high service responsiveness, customer satisfaction and long-term account retention.
• Develop and execute marketing initiatives to strengthen Lablink’s market positioning, brand visibility and awareness of its laboratory capabilities, services and value proposition.
• Conduct market intelligence and competitor analysis to identify market trends, customer needs, pricing opportunities, service gaps and potential areas for business expansion; translate findings into actionable commercial initiatives.
• Work closely with Laboratory Operations and relevant functional teams to ensure commercial commitments are aligned with laboratory capacity, service capability, turnaround time, quality requirements and operational readiness.
• Lead the preparation and monitoring of commercial budgets, sales forecasts, revenue pipelines, sales performance reports and key performance indicators; analyse variances and initiate corrective actions where required.
• Develop commercial proposals, pricing recommendations, packages and business cases in collaboration with Finance, Operations and relevant stakeholders, ensuring commercial viability and alignment with approved governance and authority limits.
• Manage key accounts and commercial contracts, including periodic business reviews, renewal opportunities, service performance discussions and escalation of customer issues to ensure sustainable revenue and relationships.
• Establish and maintain an effective sales pipeline and customer database/CRM, ensuring timely and accurate tracking of leads, opportunities, conversion status, revenue potential and follow-up actions.
• Collaborate with Finance, Procurement, Legal, Operations, Quality and other relevant functions on commercial matters including contracts, tenders, pricing, credit terms, collections and governance requirements.
• Provide regular commercial updates to the CEO and Management on revenue performance, pipeline, market opportunities, key accounts, risks, challenges and proposed growth initiatives.
• Lead, coach and develop the Commercial team to achieve sales, marketing and business development objectives, while fostering a performance-driven and customer-focused culture.
• Ensure all sales, marketing and business development activities are conducted in accordance with Lablink and KPJ policies, approved authorities, applicable laws, ethical standards and governance requirements.

JOB REQUIREMENT

Education
Bachelor’s Degree in Business Administration/ Marketing/ Sales/ Healthcare Management or a related field. A relevant professional qualification or postgraduate qualification in Business/Marketing will be an added advantage.

Knowledge and Experiences

• Minimum of 8 years of relevant experience in sales, marketing, business development or commercial management, with at least 3 years in managerial or leadership role.
• Proven track record in revenue growth, business acquisition, key account management and development of strategic partnerships.
• Experience in healthcare, laboratory diagnostics, medical services or a related industry will be an added advantage.
• Experience managing both internal/group business stakeholders and external commercial customers is preferred.
• Strong understanding of sales pipeline management, commercial planning, pricing, tender management and contract negotiation.

Special skills required

• Strategic sales and business development skills.
• Strong commercial acumen and financial awareness.
• Market intelligence, analytical and business planning skills.
• Strong presentation, communication and stakeholder management skills.
• Negotiation, influencing and relationship management skills.
• Customer-focused and results-oriented approach.
• Proficiency in Microsoft Office and relevant CRM/business reporting tools.

Personal attributes

• Strategic and entrepreneurial mindset.
• Performance-driven and commercially focused.
• Strong leadership and people development capability.
• Customer-centric and relationship-oriented.
• Proactive, agile and solution-oriented.
• High integrity, accountability and professionalism.
• Strong collaboration and lateral thinking.