Commercial Director - B2B & B2C (Healthcare/ Pharma/ Wellness)

JOB DESCRIPTION

Job Title: Commercial Director
Department: Commercial
Location: Taguig, Metro Manila, Philippines
Employment Type: Full-Time | Director Level
Business Coverage: B2B and B2C
Reports To: Chief Operations Officer

INDUSTRY

Healthcare | Regenerative Medicine | Wellness | Consumer Health

ROLE PURPOSE

The Commercial Director leads the day-to-day commercial organization and owns the delivery of approved B2B and B2C revenue targets.

Reporting to the Chief Operations Officer, this is a hands-on leadership role responsible for integrating Business Development, Acquisition, Clinic Success, Commercial Marketing & Growth, and Partnerships & Affiliates into one high-performing commercial engine.

The ideal candidate is a commercial builder and operator — someone who can diagnose performance gaps, strengthen pipeline and forecasting discipline, coach experienced sales talent, and translate commercial strategy into measurable execution.

KEY RESPONSIBILITIES

• Own achievement of approved monthly, quarterly, and annual B2B and B2C revenue targets, with regular performance reviews and timely corrective action.

• Lead Business Development, Acquisition, Clinic Success, Commercial Marketing & Growth, and Partnerships & Affiliates as one integrated commercial organization with clear objectives and KPIs.

• Manage acquisition performance and pipeline health, improving conversion rates, sales-cycle productivity, and overall commercial efficiency across B2B and B2C channels.

• Hold Clinic Success accountable for the activation, utilization, retention, and growth of existing clinic and healthcare accounts.

• Drive B2C client-acquisition and revenue objectives, expanding demand sources beyond existing networks and referral channels.

• Direct demand-generation efforts across Marketing and Partnerships & Affiliates, ensuring disciplined lead attribution, handoff, follow-up, and conversion tracking.

• Establish rigorous pipeline management, CRM discipline, and forecast accuracy, identifying and escalating revenue risks early.

• Develop and implement commercial strategies that support sustainable revenue growth, account expansion, customer retention, and market development.

• Monitor commercial performance through data-driven analysis, identifying trends, gaps, opportunities, and areas requiring corrective action.

• Build strong relationships with physicians, clinic owners, healthcare institutions, strategic partners, and high-value clients.

• Partner cross-functionally with Finance, Operations, Medical Affairs, and Regulatory & Compliance to ensure commercial commitments are operationally feasible and compliant.

• Coach, develop, and hold experienced commercial professionals accountable for performance, execution, and achievement of agreed targets.

KEY PERFORMANCE INDICATORS (KPIs)

• Total B2B + B2C revenue achievement

• New business acquisition and conversion

• Existing B2B account retention, utilization, and growth

• Pipeline coverage and quality

• Forecast accuracy

• Sales-cycle productivity and conversion rates

• Commercial team productivity

• Demand-generation effectiveness

• Client and account growth

QUALIFICATIONS

• Bachelor's degree in Business, Marketing, Management, Life Sciences, Healthcare, or a related field; MBA is an advantage.

• 8–12+ years of progressive experience in sales, business development, commercial management, or a related field.

• At least 4–7 years of experience leading commercial or sales teams, with demonstrated ownership of significant revenue targets.

• Background in pharmaceuticals, medical devices, healthcare, regenerative medicine, aesthetics, wellness, consumer health, or related industries strongly preferred.

• Experience managing physician, clinic, hospital, healthcare institution, or other strategic B2B accounts is a strong advantage.

• Exposure to both B2B/key-account selling and B2C/premium consumer businesses is highly desirable.

• Experience managing multiple sales channels, revenue streams, or commercial functions is an advantage.

• Strong track record of building and improving sales organizations, pipelines, forecasting processes, and revenue performance.

CRITICAL COMPETENCIES

• Revenue Orientation & Accountability: Strong ownership of commercial results with a clear focus on achieving revenue targets.

• Sales Leadership: Ability to elevate team performance through coaching, accountability, and effective performance management.

• Commercial Acumen: Strong understanding of pricing, margins, account economics, customer value, and revenue drivers.

• Pipeline & Forecasting Discipline: Highly analytical approach to CRM management, pipeline development, forecasting, and performance tracking.

• Execution: Ability to move quickly from strategy and planning to measurable action and results.

• People Leadership: Proven ability to coach, develop, motivate, and hold experienced commercial talent accountable.

• Negotiation: Strong negotiation and relationship-management skills, particularly for complex B2B and strategic partnerships.

• Executive Presence: Credibility and confidence when engaging with physicians, healthcare leaders, clinic owners, strategic partners, and high-value clients.

• Cross-Functional Collaboration: Ability to work effectively with operational, financial, medical, regulatory, and other business functions.

• Data-Driven Decision Making: Ability to use commercial data and market insights to identify opportunities, diagnose problems, and make sound business decisions.

IDEAL CANDIDATE PROFILE

We are looking for a commercial builder and leader — not simply a high-performing salesperson.

The successful candidate should be a commercially minded operator who understands how to build, manage, and continuously improve a high-performing revenue organization.

We are particularly interested in candidates who can demonstrate experience in:

• Managing teams against ambitious revenue targets

• Diagnosing why sales performance is falling behind plan

• Building and managing a healthy, predictable pipeline

• Improving sales conversion and sales-cycle productivity

• Coaching and developing experienced sales professionals

• Establishing stronger forecasting and CRM discipline

• Growing existing strategic accounts while acquiring new business

• Developing new channels and sources of demand

• Using data and commercial insights to drive business decisions

• Creating accountability and performance discipline across commercial teams

A strong healthcare, medical, wellness, or consumer network is valuable; however, this position requires more than relationships.

The successful candidate must demonstrate the ability to manage people, numbers, pipeline, customers, and execution consistently, while building a scalable commercial organization capable of supporting sustained growth.