Location: Bangkok, Thailand
Industry: Healthcare
Level: Senior Management
About the Role
We are seeking an experienced Head of Commercial to lead commercial growth and business development strategy for a well-established healthcare organization in Thailand. This is a senior commercial leadership position responsible for identifying and developing new growth opportunities, strengthening strategic client relationships, expanding existing business, and building sustainable commercial pipelines across multiple healthcare segments.
The successful candidate will combine strong commercial acumen, strategic thinking, healthcare industry knowledge, and consultative selling capabilities, with the ability to influence senior stakeholders and drive business results.
Key Responsibilities
Commercial Strategy & Business Development
- Develop and execute the overall business development strategy to deliver sustainable revenue and profitability growth.
- Identify and prioritize new business opportunities across key healthcare segments, including pharmaceuticals, medical devices, consumer health and related healthcare markets.
- Assess existing business opportunities and identify potential areas for expansion, cross-selling and strategic growth.
- Build and maintain a strong pipeline of qualified business opportunities through structured market mapping, research and commercial analysis.
- Develop a deep understanding of market trends, customer needs, competitive dynamics and emerging opportunities.
- Translate market insights into actionable commercial strategies and new business opportunities.
- Lead negotiations and commercial discussions with senior-level clients and strategic partners.
- Develop effective engagement strategies to build long-term relationships with key stakeholders and decision makers.
- Lead the end-to-end business development process, from opportunity identification and qualification through negotiation and contract closure.
- Monitor commercial performance, profitability and business development KPIs to ensure delivery against strategic objectives.
Strategic Client & Partnership Management
- Establish and maintain strong relationships with senior stakeholders across the healthcare ecosystem.
- Identify opportunities to deepen existing strategic relationships and expand the scope of business partnerships.
- Understand client business challenges and develop tailored, value-added solutions.
- Act as a trusted commercial advisor to key clients and strategic partners.
- Lead strategic negotiations, contract discussions and business reviews.
- Identify opportunities arising from market changes, competitor activity and evolving customer requirements.
Leadership & Organizational Development
- Establish clear direction and priorities for the business development function.
- Build and develop a high-performing commercial team and talent pipeline.
- Coach and mentor team members to strengthen consultative selling, strategic account management and commercial capabilities.
- Foster a performance-driven culture focused on accountability, collaboration, customer orientation and continuous improvement.
- Work closely with cross-functional and regional stakeholders to ensure alignment and effective execution of business strategies.
- Lead change initiatives and drive continuous improvement in business development processes and ways of working.
Key Performance Areas
Success in this role will be measured through:
- New business growth and profitability.
- New strategic projects and business opportunities secured.
- Expansion of existing strategic accounts.
- Development and conversion of the business development pipeline.
- Commercial margin and overall business performance.
- Strength and quality of strategic client relationships.
- Development and performance of the commercial team.
Candidate Profile
Education
- Bachelor's degree in Pharmacy, Life Sciences, Business, Marketing or a related field.
- Master's degree in Business Administration, Marketing or a related discipline would be an advantage.
Experience
- Approximately 15–20 years of professional experience within the healthcare industry, with exposure to areas such as pharmaceuticals, medical devices, healthcare services or related sectors.
- At least 8–10 years of commercial leadership experience at management level.
- Strong track record in commercial strategy, business development, sales leadership or strategic account management.
- Experience within a leading multinational or complex regional organization is preferred.
- Broad exposure across different healthcare segments, therapeutic areas, customer groups or go-to-market models.
- Experience working with regional and/or global stakeholders is highly desirable.
- Demonstrated ability to identify, develop and convert complex business opportunities.
Core Competencies
- Strong healthcare industry knowledge and established professional network.
- Excellent commercial and business acumen.
- Strategic thinking with strong execution capability.
- Consultative selling and solution-oriented approach.
- Strong negotiation and influencing skills.
- Excellent stakeholder management and relationship-building capabilities.
- Strong analytical and problem-solving skills.
- Ability to operate effectively in complex, matrix organizations.
- Strong leadership and people development capabilities.
- Results-oriented, resilient and adaptable.
- High level of professionalism, credibility and integrity.
What Success Looks Like
The successful candidate will be a strategic commercial leader who can identify where the next wave of growth will come from, build trusted relationships with senior stakeholders, and turn market opportunities into profitable long-term business.
