Gleneagles Hospitals - Cluster Business Development Head

Description:

- Responsible for planning, organizing and implementing sales & marketing strategies to increase market share through higher penetration and awareness of Gleneagles Hospitals (Fortis Network Hospitals) in Hyderabad and Chennai region as the Hospital of Desire.

- Identify and map the target customers (patients/regionally corporate & non corporate)

- Plan and organize initiatives like camps, seminars and conferences to increase product-promotion participation, doctors referral

- Organize CMEs /Seminars and lectures for promotion of the activities and services of the medical faculty and specialties.

- Organize outreach programs with prospective patient community

- Tracking leads mediated through above TPAs, CMEs, camps and seminars etc to tap new corporate tie-ups, convert referrals etc.

- Liaison between in house doctors and external doctors for PTs.

- Develop a corporate / cluster/ unit level advertising plan

- Explore newer services and opportunities with the clients and build long term relationships

- Make proposals, demonstrations and presentations to corporate clients.

- Service existing clients, Client retention and follow- ups.

- Develop and nurturing new market and Client support and coordination activities

- Manage and ensure high quality service delivery to high-end corporate clients.

- Interact with physicians.

- Report on feedback received through marketing activities

- Assist and provide inputs for pricing and billing policies, procedures for various specialized medical packages & services.

- Plan and supervise the content of the brochures

- Give inputs based on market scenario to help develop and determine the price list of packages like Primary health checkup, ECHS etc.

- Coordinate with the corporate marketing team for the effective implementation of marketing strategies

- Ensure smooth processing of the insurance claims for corporates.

- Counsel patients about the procedures and process of insurance authorization and insurance claims.

- Plan and regulate the expenses of the marketing activities

- Plan and regulate the marketing department budget

- Participate in the selection of candidates

- Identify training needs of the sales & marketing team

- Appraise performance of the employees in the department

- Initiate training programs to develop and improve medico-marketing skills

- Partner with the corporate sales team and sales leadership team to develop the sales strategy for the cluster / hospital in order to achieve the revenue targets

- Conceptualize new initiatives for increasing sales and top of mind recall amongst potential patients/customers and to leverage the Gleneagles Hospitals Hospital brand

- Identify new markets; new engagements, new specialties and ways to drive future business

- Identify key sources of business and translation/allocation of targets to the sources i.e. Doctor marketing/referrals, Corporate sales, Direct marketing (sales focus)

- Manage the profitability of the unit by ensuring marketing spends are commensurate with the turnover achieved

- Monitor the day-to-day operations of the sales & marketing team so that business and sales practices are conducted with great professionalism and integrity and comply with the Gleneagles Hospitals' Code of Conduct, company policies and ethical standards, and local, regional and national law, regulations and guidelines

- Develop and manage the fiscal budget related to sales activities. Develop and execute plans within allocated budget. Ensure expenses remain within budgetary guidelines

- Gather market intelligence with respect to services offered and their pricing by competitor hospitals and apprise the management of the same in a timely manner. Propose appropriate corrective action as necessary

- Gather information related to sales & marketing best practices in the healthcare industry and incorporates into sales & marketing training strategies and programs at Gleneagles Hospitals

- Implement and co-coordinate all marketing activities for the unit. Brief creative agencies regarding promotional and editorial materials. Provide inputs to corporate marketing team to further enhance the impact of marketing initiatives.

- Design and implement a sales training curriculum to support the strategy, including new hire training, product and disease state information, selling skills and other skill development programs, and compliance training related to promotional practices.

- Lead the Marketing efforts to Doctors (Doctor Marketing). Guide and direct team members on the right process to be followed for creating a doctor referral base. Define focus areas and ways to ensure greater conversion of doctors and enhanced referrals to Gleneagles Hospitals

- Conceptualize and implement various direct sales initiatives to reach customers directly

- Take active interest in the recruitment, performance management and training & development of all team members. Appraise employee performance and facilitate team engagement activities.

- Periodically analyzing MIS reports to draw inferences, trends and inputs to be used for marketing. Analyze advertising and marketing spends to ensure marketing budgets are utilized effectively

- Any other task assigned by the HOD and the management