Key Responsibilities
1. Corporate Account Strategy
- Develop and execute corporate account management strategies aligned with Siloam Hospitals Group's commercial and business objectives.
- Develop account plans and engagement strategies for key corporate clients.
- Identify opportunities to expand corporate healthcare partnerships across Siloam's hospital network.
2. Account Management & Relationship
- Build and maintain strong relationships with key decision-makers, HR/HC, procurement, insurance/benefit teams, and other relevant stakeholders within corporate accounts.
- Act as the escalation point for strategic corporate clients and ensure timely resolution of account-related issues.
- Conduct regular business reviews with key accounts to understand client needs, utilization trends, satisfaction, and opportunities for improvement.
- Maintain strong relationships with existing corporate accounts to improve retention and loyalty.
3. Business Growth & Revenue
- Drive revenue growth through account penetration, cross-selling, upselling, and expansion of corporate healthcare services.
- Identify new business opportunities within existing accounts and develop strategies to capture additional business.
- Monitor account performance, revenue contribution, utilization, and profitability.
- Develop and execute initiatives to increase patient referrals and utilization from corporate accounts.
4. Partnership & Commercial Negotiation
- Lead commercial discussions and negotiations with strategic corporate clients.
- Develop proposals, partnership models, pricing strategies, and value propositions in collaboration with relevant internal stakeholders.
- Ensure commercial agreements are aligned with business objectives and maintain sustainable account profitability.
- Identify potential strategic partnerships with corporations, institutions, and other organizations.
5. Stakeholder & Hospital Coordination
- Work closely with Hospital Management, Sales, Marketing, Finance, Medical Services, Patient Experience, Operations, and other relevant functions to ensure seamless account management.
- Coordinate with hospitals to address corporate client requirements and improve patient experience.
- Ensure corporate account needs and feedback are effectively communicated to relevant business units.
- Drive consistency of corporate account management practices across Siloam hospitals.
6. Performance Management & Analytics
- Establish and monitor KPIs for corporate account performance.
- Analyze account revenue, patient volume, utilization, retention, profitability, and other relevant commercial indicators.
- Prepare regular management reports and business reviews for strategic accounts.
- Utilize data and market insights to identify growth opportunities and potential account risks.
7. Team Leadership
- Lead, coach, and develop the Corporate Account Management team to achieve business targets.
- Establish clear objectives, KPIs, account ownership, and performance expectations.
- Develop team capabilities in relationship management, consultative selling, negotiation, and commercial account management.
- Foster a customer-centric and performance-driven culture within the team.
