HEAD, BUSINESS GROWTH

KPJ Healthcare Berhad; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

KPJ Healthcare Berhad seeks a Commercial Leader for Lablink (M) Sdn Bhd to drive revenue growth and execute business development strategies in alignment with KPJ Healthcare's direction.

You will lead the end-to-end sales and marketing cycle, build strategic partnerships, and collaborate with Finance, Operations and other functions to ensure service readiness and profitability.

Qualifications

• Minimum 8 years in sales, marketing, business development or commercial management.
• At least 3 years in a managerial or leadership role.
• Experience in healthcare, laboratory diagnostics or related industry is a plus.

Responsibilities

• Develop and implement annual commercial strategy and sales plan.
• Drive external revenue growth across market segments and partners.
• Lead end-to-end sales cycles: prospecting, proposals, negotiations and closures.
• Build strategic relationships with customers and internal stakeholders.
• Collaborate with Finance, Operations and Legal on commercial matters.
• Monitor budgets, forecasts, pipelines and KPIs; take corrective actions.

Skills

Sales leadership

Strategic partnerships

Commercial strategy

Key account management

Negotiation

Market intelligence

CRM management

Financial awareness

Pricing & tenders

Stakeholder management

Education

Bachelor’s Degree in Business Administration/ Marketing/ Sales/ Healthcare Management

Tools

CRM

Microsoft Office

Job description

Leading the commercial function of Lablink (M) Sdn Bhd to drive sustainable revenue growth through sales, marketing and business development, with a dual focus on expanding external revenue and strengthening internal revenue within KPJ Healthcare. The role is responsible for developing and executing commercial strategies, building strategic customer and stakeholder relationships, expanding market presence, managing the sales pipeline and commercial performance, and identifying new business opportunities aligned with Lablink’s laboratory capabilities, capacity and strategic direction.

JOB DESCRIPTION

• Develop and implement the annual commercial strategy, sales plan and business development priorities in alignment with Lablink’s business objectives, KPJ Healthcare’s direction and approved revenue targets.
• Drive external revenue growth by identifying, developing and converting new business opportunities across relevant market segments, including corporate and institutional clients, healthcare partners and other suitable customer segments.
• Strengthen internal revenue within KPJ by working closely with KPJ hospitals and companies to increase utilisation of Lablink services, identify cross-selling opportunities, improve referral flows and expand the adoption of available laboratory services.
• Lead the end-to-end sales and business development cycle, including market prospecting, lead generation, customer engagement, proposal development, presentations, negotiations, tender participation, contract discussions and account conversion.
• Develop and maintain strategic relationships with key customers, business partners and internal stakeholders, ensuring high service responsiveness, customer satisfaction and long-term account retention.
• Develop and execute marketing initiatives to strengthen Lablink’s market positioning, brand visibility and awareness of its laboratory capabilities, services and value proposition.
• Conduct market intelligence and competitor analysis to identify market trends, customer needs, pricing opportunities, service gaps and potential areas for business expansion; translate findings into actionable commercial initiatives.
• Work closely with Laboratory Operations and relevant functional teams to ensure commercial commitments are aligned with laboratory capacity, service capability, turnaround time, quality requirements and operational readiness.
• Lead the preparation and monitoring of commercial budgets, sales forecasts, revenue pipelines, sales performance reports and key performance indicators; analyse variances and initiate corrective actions where required.
• Develop commercial proposals, pricing recommendations, packages and business cases in collaboration with Finance, Operations and relevant stakeholders, ensuring commercial viability and alignment with approved governance and authority limits.
• Manage key accounts and commercial contracts, including periodic business reviews, renewal opportunities, service performance discussions and escalation of customer issues to ensure sustainable revenue and relationships.
• Establish and maintain an effective sales pipeline and customer database/CRM, ensuring timely and accurate tracking of leads, opportunities, conversion status, revenue potential and follow-up actions.
• Collaborate with Finance, Procurement, Legal, Operations, Quality and other relevant functions on commercial matters including contracts, tenders, pricing, credit terms, collections and governance requirements.
• Provide regular commercial updates to the CEO and Management on revenue performance, pipeline, market opportunities, key accounts, risks, challenges and proposed growth initiatives.
• Lead, coach and develop the Commercial team to achieve sales, marketing and business development objectives, while fostering a performance-driven and customer-focused culture.
• Ensure all sales, marketing and business development activities are conducted in accordance with Lablink and KPJ policies, approved authorities, applicable laws, ethical standards and governance requirements.

JOB REQUIREMENT

Education

Bachelor’s Degree in Business Administration/ Marketing/ Sales/ Healthcare Management or a related field. A relevant professional qualification or postgraduate qualification in Business/Marketing will be an added advantage.

Knowledge and Experiences

• Minimum of 8 years of relevant experience in sales, marketing, business development or commercial management, with at least 3 years in managerial or leadership role.
• Proven track record in revenue growth, business acquisition, key account management and development of strategic partnerships.
• Experience in healthcare, laboratory diagnostics, medical services or a related industry will be an added advantage.
• Experience managing both internal/group business stakeholders and external commercial customers is preferred.
• Strong understanding of sales pipeline management, commercial planning, pricing, tender management and contract negotiation.
• Strategic sales and business development skills.
• Strong commercial acumen and financial awareness.
• Market intelligence, analytical and business planning skills.
• Strong presentation, communication and stakeholder management skills.
• Negotiation, influencing and relationship management skills.
• Customer-focused and results-oriented approach.
• Proficiency in Microsoft Office and relevant CRM/business reporting tools.

Personal attributes

• Strategic and entrepreneurial mindset.
• Performance-driven and commercially focused.
• Strong leadership and people development capability.
• Customer-centric and relationship-oriented.
• Proactive, agile and solution-oriented.
• High integrity, accountability and professionalism.
• Strong collaboration and lateral thinking.

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Healthcare Services More than 10,000 employees

KPJ Healthcare Berhad is the leading provider of private healthcare services in Malaysia, with a history dating back to 1981 when it introduced the first private specialist hospital in Johor. The Group's core values of Safety, Courtesy, Integrity, Professionalism, and Continuous Improvement drive its integrated network of more than 29 specialist hospitals across Malaysia. Additionally, KPJ has expanded its presence internationally, with hospitals in Indonesia, Bangkok, and Bangladesh, as well as investments in retirement and age-care resorts in Australia and Malaysia.

KPJ's competitive advantage stems from its extensive reach and accessibility throughout the nation, offering a wide range of medical specialist services, some of which are pioneering in the country's healthcare industry. The company also excels in utilizing integrated technology to enhance patient care, including the adoption of Cloud Computing and continuous improvements to the KPJ Clinical Information System (KCIS). Furthermore, KPJ is exploring digitalized medical technology applications in areas such as E-Pharmacy, wearable technology, robotics, Artificial Intelligence (AI), and the Internet of Things (IoT).

With over three and a half decades of experience in hospital development and management, KPJ is built on strong fundamentals, positioning it well for the evolving healthcare industry. The company's health tourism segment has experienced significant growth through aggressive marketing strategies, expanding its footprint in various regions.

In addition to hospital‑based care, KPJ has made strides in healthcare‑related industries, particularly in KPJ Senior Living Care services and Healthcare Education, recognizing their potential for the future due to increasing consumer demand. KPJ hospitals have received recognition from accreditation bodies, ensuring the quality and safety of their services.

The company is committed to giving back to the community and has established a network of Klinik Wakaf An‑Nur (KWAN) charity clinics and a Hospital Waqaf An‑Nur (HWAN) to provide care to the underprivileged. With 18 KWAN clinics and five mobile clinics, KPJ's efforts have positively impacted over one million patients since 1998.

Overall, KPJ Healthcare Berhad's extensive network, commitment to innovation, and dedication to quality healthcare services and community outreach make it a prominent and trusted player in the private healthcare industry.

KPJ Healthcare Berhad is the leading provider of private healthcare services in Malaysia, with a history dating back to 1981 when it introduced the first private specialist hospital in Johor. The Group's core values of Safety, Courtesy, Integrity, Professionalism, and Continuous Improvement drive its integrated network of more than 29 specialist hospitals across Malaysia. Additionally, KPJ has expanded its presence internationally, with hospitals in Indonesia, Bangkok, and Bangladesh, as well as investments in retirement and age-care resorts in Australia and Malaysia.

KPJ's competitive advantage stems from its extensive reach and accessibility throughout the nation, offering a wide range of medical specialist services, some of which are pioneering in the country's healthcare industry. The company also excels in utilizing integrated technology to enhance patient care, including the adoption of Cloud Computing and continuous improvements to the KPJ Clinical Information System (KCIS). Furthermore, KPJ is exploring digitalized medical technology applications in areas such as E-Pharmacy, wearable technology, robotics, Artificial Intelligence (AI), and the Internet of Things (IoT).

With over three and a half decades of experience in hospital development and management, KPJ is built on strong fundamentals, positioning it well for the evolving healthcare industry. The company’s health tourism segment has experienced significant growth through aggressive marketing strategies, expanding its footprint in various regions.

In addition to hospital‑based care, KPJ has made strides in healthcare‑related industries, particularly in KPJ Senior Living Care services and Healthcare Education, recognizing their potential for the future due to increasing consumer demand. KPJ hospitals have received recognition from accreditation bodies, ensuring the quality and safety of their services.

The company is committed to giving back to the community and has established a network of Klinik Wakaf An‑Nur (KWAN) charity clinics and a Hospital Waqaf An‑Nur (HWAN) to provide care to the underprivileged. With 18 KWAN clinics and five mobile clinics, KPJ's efforts have positively impacted over one million patients since 1998.

Overall, KPJ Healthcare Berhad's extensive network, commitment to innovation, and dedication to quality healthcare services and community outreach make it a prominent and trusted player in the private healthcare industry.

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