Where Ambition and
Innovation Meet with Care

Job Details

SIDRA4985 - Executive Director - Commercial Development

Department: Not Applicable
Division: Not Applicable
Contract Type: Full Time
Closing Date: 31-Dec-2019
Organizational Profile:

Sidra Medicine is a state of the art academic medical center that will function to the level of the highest international standards. Its clinical focus is on the specialty care of women and children.

Sidra’s Vision is: “Sidra Medicine will be a beacon of learning, discovery and exceptional care, ranked among the top medical centers in the world”.

Achieving this vision will encompass three essential activities:

World Class: Patient and Family Centered Care Health Education Biomedical Discovery

DEPARTMENT PROFILE:

The Commercial department contributes to the realization of Sidra’s vision by providing Commercial strategic, financial and advisory services across the organization.  Specifically, to create the strategic direction and support the Clinical, Research, Corporate, and Operational management functions. The department also works with external partners, government Ministries and other commercial and non-commercial entities.

JOB SUMMARY: The Executive Director - Commercial Development is responsible for providing strategic, operational, financial and advisory services enterprise-wide to establish and implement a commercial strategy for Sidra. In consultation with the clinical and non-clinical executive team/s and governing body approvals, the post holder will seek opportunities, internally and externally, to provide a comprehensive program of short and long term revenue generation and growth for Sidra. The incumbent develops, implements and manages retail programs and International Medical Affairs Office.
KEY ROLE ACCOUNTABILITIES:

Strategic

  • Participates in strategic management at the corporate level.
  • Develops strategic commercial management plans that support the delivery of Sidra mission and objectives. Ensures that the branch meets the support needs of the organization.
  • Supports the preparation of annual business plans and business cases for investment as require

Development and Execution

  • Researches new developments in healthcare and health services and tourism globally to support the identification and development of new commercial opportunities, and constructively challenging prevailing views on service models, use of technology and partnering.
  • Ensures potential services developments are based on clear criteria considering at a minimum market services gap analysis, activity modelling, economies of scale opportunities, existing or future infrastructure planning and future regulatory environment considerations.
  • Develops individual investment proposals and business cases to capture identified and approved opportunities across the business and in new areas such as specialised tertiary services, pharmacy manufacturing and production, R&D, JVs, private provision etc. 
  • Guides and supports the development of supporting commercial analyses to ensure all proposed developments are commercially viable and sustainable considering at a minimum, payment systems based on private/public insurance and/or out of pocket payments, High level Capex, Opex and staff costs and options for funding facility construction as required, including but not limited to PFI, PPP etc.
  • Takes responsibility for the identification, capture and on-going management of alternative sources of investment funding, such as through co-developments with industry partners, Private Equity firms and other relevant and notable investors in local and foreign markets. Developing potential options for ownership, management and ongoing development of the services.
  • Develops options for the longer-term naming and branding for commercial ventures, undertaking brand research and analysis, including review of competitors/ best practice, internal & stakeholder interviews and wider health sector analysis.
  • Ensures legal and regulatory compliance within the scope of responsibilities.

Engagement and Relationships

  • All aspects of this role are expected to require engagement and collaboration both internally and with external stakeholders and partners. The post holder shall design and deliver a plan to deliver this engagement to support development of the work.
  • Develops effective partnerships with other organisations and investors, insurers and ministries, leading engagement to turn new propositions into commercially viable products (and/or services).
  • Builds positive, open and transparent working relationships with colleagues across the joint working groups and committees.
  • Builds positive, open and transparent working relationships with relevant bodies, Government Ministries and Health Economy partners.
  • Develops investment networks and investor engagement events, leading commercial investment and contract negotiations.

Resource Management and Operations

  • Determines application of all commercial staffing and other resources under his/her control. Manages and controls the annual budget and expenditures within it, including hospital retail programs and International Medical Affairs Office.
  • Promotes Sidra mission, objectives and core values, and ensures high levels of employee engagement in the branch.
  • Oversees the development, implementation and continual enhancement of learning and development programs for staff and contributes fully in Qatari national development and the wider learning and development initiatives in the organization.
  • Provides effective leadership to both internal and 3rd Party programme/project resources directing them and overseeing the delivery of programme/project, work stream and individual objectives.
  • Ensures any 3rd party support contracts are closely managed, deliver agreed deliverables and do not exceed allocated budgets.
  • Ensures the commercial programme/projects are delivered on time and within allocated budgets.
  • Adheres to Sidra’s standards as they appear in the Code of Conduct and Conflict of Interest policies
  • Adheres to and promotes Sidra’s Values

 

In view of the evolving needs and opportunities within Sidra, this position may be required to perform other duties as assigned and reporting relationships may vary.

 

QUALIFICATIONS, EXPERIENCE AND SKILLS – SELECTION CRITERIA:

 

ESSENTIAL

PREFERRED

Education

Bachelor’s Degree in relevant field

Master’s Degree in Business or Health Administration or equivalent or

Post Graduate education (Sales & Marketing - Project/Programme Management)

Experience

15+ years’ experience with progressive responsibilities in relevant field inclusive of -

  • 5+ years managerial and commercial experience in a Healthcare setting
  • Significant experience in a senior commercial/programme management role in a complex environment with proven experience of working and contributing at Board level;
  • Experience of forming and managing partnership relations with external organisations and working across a range of organisations to achieve significant collaboration and investment;
  • Significant experience of strategic planning and development;
  • Experience of building personal and professional credibility with the Board, management and staff; acknowledged as an expert in the field
  • Proven record of leading a complex, multi-faceted new development and commercial programmes
  • Experience of the strategic development, project/programme management and implementation of new infrastructure projects

 

Certification and Licensure

 

Project Management Institution.(e.g. APM)

Professional Membership

 

 

Job Specific Skills and Abilities

  • Excellent communication skills and ability to work in partnership with colleagues and stakeholders
  • Entrepreneurial, ability to both spot opportunities and act upon them
  • Customer-focused, ability to interpret and meet the needs of customers
  • Commercially confident, taking responsibility for budgets and contracts in this area
  • A strategic thinker with a view of how current activity fits with the broader business purpose and ability to contribute to the evolution
  • Curious, interested in how changes in the wider political, economic, technological and cultural environment affect the global healthcare market
  • Inspirational leader demonstrating the ability to lead and manage change
  • Strong commitment to personal and staff development
  • Commitment to culture of openness and partnership and to improving quality of patient care
  • Self-aware and creative thinker
  • Ability to travel internationally
  • Proficiency with Microsoft Office suite
  • Fluency in written and spoken English

 

 

Sidra’s Organizational Values:
  • Trust: Being competent; acting consistently, reliably and predictably; acting with honesty and integrity; respecting patient, employee and commercial confidentiality; delivering on commitments
  • Care: Acting with empathy, kindness and compassion; being humble; listening and responding; acting with cultural sensitivity; Caring for patients and staff
  • Teamwork: Sharing information and knowledge and learning from demonstrated expertise; being respectful, and thereby earning respect of others; acting with professionalism; leading and following; collaborating and being accessible
  • Transparency: Frequent and honest communication; open access to information for decision making; willingly acknowledge shortcomings; speaking up about concerns; publishing performance indicators
  • Innovation: Freedom to innovate; welcoming ideas and encouraging creativity; supporting talent; creating confidence; celebrating successes
  • Efficiency: Providing measurable value; using data to drive decision making; having and achieving clear goals; building processes that work; continuously improving outcomes in patient and family care
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