Commercial Lead

Company description

We are a UK based health technology start-up, currently closing a series A investment raise. We have a team of 48 people, from which more than half have joined in the past 12 months. Little Journey is revenue generating, and we are currently working towards repeatability and international scalability. There are two sides to our business:

1. B2B SaaS type solution licenced by healthcare organisations to support children and their caregivers through an array of healthcare procedures. This is predominantly deployed in the UK and a few other countries (incl. the US)
2. B2B patient engagement platform, licensed to Pharmaceutical Organisations and Contract Research Organisations to drive engagement and retention of children and their families participating in multi-year clinical trials.
   
   Our product is a mobile web-app with a supplementary web portal for configuration and supplementary physical materials. You can find out more about our founding story later in this job brief.

The role
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.

Responsibilities as a Commercial Lead:

• 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

Requirements

Skills needed

Must haves:

• 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

Desirable:

• Solid understanding of clinical trials
• US healthcare sales entry and expansion

Behaviours and values needed

• 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

Benefits

• £90-110K base salary
• Bonus scheme
• 28 days annual leave pro-rata (plus public holidays)
• £500 annual training budget
• £200 home working budget
• Flexible working around core hours
• Company wide meeting free blocks
• Up to 6% pension match and unlimited personal contribution
• Enhanced parental & family leave up to 20 weeks full pay first carer leave
• Friendly and collaborative team who value and respect each other

About Little Journey

Little Journey was founded in 2018 by Dr Chris Evans and Sophie Copley. As an anaesthetic doctor and father himself, Chris witnessed first-hand the distress experienced by children and families coming to hospital for surgery. Partnering with Sophie, an expert in human-centred product design, they created a prototype version of the Little Journey app to support children undergoing elective surgery.

Since then, the business has accelerated quickly, having been adopted in more than 100 healthcare organisations worldwide. We also partner with leading organisations such as LEGO and top tier pharmaceutical companies. They provide us global access to paediatric services and clinical research, helping us reach more children. We received investment from internationally leading VC funds and are using this to scale further into other markets. Our technology is already available in 16 languages and counting!

Company values

• We collaborate with honesty and integrity
• We are reflective and evolve
• We are forward thinking and proactive, challenging the status quo
• We are fuelled by our passion to help others
• We trust each other to deliver excellence 
  

Diversity & Inclusion

We encourage people from all walks of life to apply and strive to eliminate unconscious bias in our recruitment process. We do not discriminate on ethnicity, religion, sexual orientation, gender identity, veteran or parental status or disability. We encourage candidates from underrepresented groups to apply. If you need adjustments made to our application process, to help accommodate any disabilities, please do let us know on maarty@littlejourney.health