Director, Sales and Marketing

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1 Director, Sales and Marketing Job Description

2 Document Information Owner Department Date last amended Rohan Vendy Managing Director UK 04 September 2014 Position Summary Position Director, Sales and Marketing Location Haverhill Department Sales & Marketing Team Sales & Marketing Reports To Managing Director UK Work Hours Standard Business, Full time Purpose of Role The primary role of the Director, Sales & Marketing is to grow icarehealth s business via customer acquisition (both partner channels and direct), expansion of revenue from existing clients and projection of the brand through representation with industry stakeholders. This position will be responsible for achieving annual new business and renewal targets, expansion of the pharmacy channel and building a brand to achieve longer term revenue objectives. The Director, Sales and Marketing will oversee the marketing lead generation and brand building of the business. Positioning icarehealth as an innovator and industry leader in the social care space will be a key marketing focused outcome of the role, and it is expected that this role will play a key role in influencing industry and regulatory bodies. (Note, the position will not be appointed to the board of directors of icarehealth the title Director is in name only). This is a key senior leadership position in the business, and alongside revenue targets, the Director, Sales & Marketing will be responsible for the recruitment, development and cultural alignment of the Business Development, Client Management and Marketing team. 2

3 Responsibility Description Measure Achievement of annual sales targets Develop and execute strategy, tactics, and action plans for new business development New business sales plan met or exceeded Renewals plan met or exceeded Responsible for the achievement of new 35% business sales and renewals through maximizing of sales and marketing initiatives Lead role in identification, pre-sales, program planning and project management of significant tenders and major prospect planning Leadership Provide effective and inspiring leadership through recruitment, training, organizational development and talent retention UK culture survey results 360 degree feedback Actively participate in business planning and budget management Partner with client services, finance and product teams to ensure smooth execution of sales and marketing programs Drive start-to-finish process improvement initiatives and cross functional collaboration Partner channel growth 15% Develop and execute on a comprehensive strategy to attract, negotiate, close and Pharmacy partner channel revenue and bed growth build ongoing relationships with pharmacy partners, who will expand icarehealth s market share and revenue Number of pharmacy partners/beds Partner vs. Direct Client channel revenue mix Ensure the Sales and Marketing team have the skills and knowledge to support the delivery of the pharmacy channel strategy and targets Direct sales channel growth Work with the business development executives to proactively identify and pitch new business prospects Direct Channel revenue growth Direct Channel revenue retention CRM up to date and accurate 3

4 Develop and maintain a database of new business prospects for generating leads Identify additional opportunities for growth areas within the business Develop and maintain CRM system Proactively report on development of opportunity pipeline Corporate Relations In conjunction with the Product Key event attendance Management team, identify, cultivate and maintain strong relationships with industry influencers, legislators, regulators and key strategic partners Access to key influencers, legislators, regulators and strategic partners Maintain business relationships with customers, distributors, government and trade to facilitate short- and long-term business growth Lead generation Sufficient quality leads generated to support Total number of leads / the achievement of new business revenue opportunities targets. % of leads converted to sales Market awareness and branding Work with the marketing team to develop the brand strategy to achieve market leadership within the industry sector Generate sufficient brand awareness to support our new business revenue, client retention, and industry influence objectives Client retention Client acquisition Brand awareness in target market Social media exposure and cut through metrics? Oversee icarehealth s UK marketing efforts including development of sales/marketing content, website design/maintenance, social media, traditional media, creative, and other services 4

5 Valuable Experience Senior management level leadership experience in same or similar industry, across both Sales and Marketing functions with demonstrated ability to drive success working as part of a diverse senior management team Significant demonstrated experience in negotiating, securing and managing large and complex clients and driving revenue success through delivery on expectations Significant demonstrated experience in managing complex strategic partner channel and driving revenue success through that channel Significant demonstrated experience in managing a sales team to success, motivating a team and hitting targets Significant subject matter experience and expertise in the Aged Care and/or Pharmacy industries. Established network of influential regulatory and other key industry stakeholders in the Aged Care and/or Pharmacy industries Proven experience to be the successful business wide representative for corporate and public relations affairs Familiar with technology / development Direct leadership experience of marketing strategy, execution and resources will be valuable. 5

6 Key Attributes Exceptional sales and sales leadership skills Clear communicator, both written and verbal Charismatic presenter and facilitator, with the confidence to engage effectively with senior industry stakeholders Exceptional understanding of the Social Care and related pharmacy markets and the needs of partners and clients and Strong analytical skills and an ability to translate data into meaningful information Highly evolved negotiation skills developed from experience in closing complex, multi year solution contracts Proven leadership capabilities Flexible and dynamic Displays icarehealth s values Strategic analysis and planning Budget development and management Willing and able to conduct presentations of functionality to others 6

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