Commercial Lead, Little Journey

• You have successfully defined and executed go to market strategies before, which led to a minimum of 2 start-up companies doubling or tripling their revenue (with ACV’s above £100K)
• You have a track record of coaching sales reps, creating high performing teams
• Excellent customer relationship management skills
• Track record of implementing and scaling processes, using collaborative tools (such as Hubspot)
• Proven past collaborations with product teams that led to finding PMF and building commercial processes accordingly
• Experience with life science customers (pharmaceutical, biotech companies and CROs) and enterprise level sales
• Data driven decision making
• Highly collaborative, internally & externally – you understand that only through collaboration with other departments and customers, PMF will ensure and commercial success follows
• Loves to coach, maintain momentum and propel others forward
• Growth mindset – always learning, tweaking, testing and actively asking for and sharing feedback
• Extremely organised – You know from experience that process and repeatability is the key to efficiency and commercial success

Desirable

• The Commercial Lead at Little Journey reports into the CEO and manages the Sales & Marketing team, made up of 3-5 direct reports and a team of 4-7 overall
• You are responsible for crafting and executing a go-to-market strategy in the life sciences and healthcare sectors. You line manage the Sales & Marketing team and work closely with other departments, such as Product, Ops / Delivery and Finance
• You create internal alignment on what the market needs, ensure PMF with our product leaders, define pricing and refine how we sell to the life sciences and healthcare markets. Together with the sales reps, you will establish a repeatable and scalable sales processes
• The Commercial Lead also expands business in our current Pharma / Biotech client accounts and teach our sales team best sales practices, maximise use of Hubspot and embed proven discovery, closing and account management methodologies
• Lead, hire and develop team of sales, business development and marketing representatives
• Develop and execute a tailored go-to-market strategy for the life sciences (75% of time commitment)
• Continue expansion within the NHS market and develop an initial go-to-market plan for our US healthcare product (25% of time commitment)
• Lead and pilot the creation of effective sales, marketing and account management methodologies to meet and exceed revenue targets for the team
• Collaborate with the product leaders to align the product with market needs and achieve product-market-fit
• Establish scalable and repeatable sales processes for consistent growth
• Coach, support and lead the sales team to ensure they hit targets
• Analyse market trends and competitor profiles regularly to adjust strategies to stay competitive
• Ensure strong collaboration between marketing / sales, and product, tech, delivery / customer success for cohesive strategy execution and customer satisfaction
• Develop KPIs, report progress, and make data-driven adjustments to strategies
• Measuring success
• Immediately:
• Understand our life science and healthcare products and their value proposition
• Develop a hiring plan and kick off sales hiring
• Review existing processes and implement quick wins to improve success rate
• Feed into product and OKR initiatives
• 3 months:
• Develop GTM strategy for Life Science market
• Implementing sales best practices and metrics
• Set up ways of working with other teams
• Successfully hired two new team members
• 6 months:
• Successfully onboarded two new team members
• Our sales and marketing metrics (such as conversion and verbal award-to-contract execution) are improving
• Begin our GTM plan creation for US healthcare market
• 12 months:
• Built a high performing team that hits sales targets
• We have clearly defined processes and metrics that are used regularly to improve quality
• Commercial team input is moving the product forward measurably moving us towards PMF