Job Description: Director, Global Advisory Sales – China/Asia Pacific

About Us

As a not-for-profit organization, Mass General Brigham is committed to supporting patient care, research, teaching, and service to the community by leading innovation across our system. Founded by Brigham and Women’s Hospital and Massachusetts General Hospital, Mass General Brigham supports a complete continuum of care including community and specialty hospitals, a managed care organization, a physician network, community health centers, home care and other health-related entities. Several of our hospitals are teaching affiliates of Harvard Medical School, and our system is a national leader in biomedical research.

We’re focused on a people-first culture for our system’s patients and our professional family. That’s why we provide our employees with more ways to achieve their potential. Mass General Brigham is committed to aligning our employees’ personal aspirations with projects that match their capabilities and creating a culture that empowers our managers to become trusted mentors. We support each member of our team to own their personal development—and we recognize success at every step.

Our employees use the Mass General Brigham values to govern decisions, actions and behaviors. These values guide how we get our work done: Patients, Affordability, Accountability & Service Commitment, Decisiveness, Innovation & Thoughtful Risk; and how we treat each other: Diversity & Inclusion, Integrity & Respect, Learning, Continuous Improvement & Personal Growth, Teamwork & Collaboration.

General Overview

Mass General Brigham (MGB) Global Advisory represents the new systemwide platform to provide leading advisory services and affiliation opportunities to healthcare institutions around the world.  This exciting new business combines a broad existing set of capabilities from the academic medical centers and specialty hospitals within the MGB system with a significant investment program to take the business to the next level by developing and enhancing the platform and driving broad-based growth. 

• Reports to the MGB Global Advisory Senior Director of Business Development.
• Leads sales and growth in China and the broader Asia Pacific region, including evolving the business development strategy, defining key objectives, developing client and partner relationships, and collaboratively leading teams to execute on those objectives, close deals, and achieve financial targets.
• Develops close partnership with the MGB Global Advisory leadership team to translate the overall business strategy into flawless execution and financial success in China/Asia Pacific.

Principal Duties and Responsibilities 

•    Dramatically expands MGB Global Advisory business primarily in China, as well as across the Asia Pacific region.
•    With the leadership team, develops China/Asia Pacific sales strategy that cascades from MGB Global Advisory’s overarching growth strategy, creates detailed plans and leads execution.
•    Achieves or surpasses quarterly and annual sales and growth targets set in collaboration with Global Advisory leadership team.
•    Develops and owns regional sales forecasting.
•    Leads cr significantly supports, with appropriate Global Advisory team collaboration  , contracting process from initial proposal/RFP through negotiation and contract execution.
•    Actively manages and escalates business risks and mitigation plans for China/Asia Pacific.
•    Initial focus – first six months:
•    Develops deep understanding of MGB entities and product offerings.
•    Develops deep market expertise relevant to MGB products and target customers.
•    Collaborates closely with the MGB global marketing team to develop:

• Externally-facing collateral, documents and messaging.
• A rolling, future-looking outreach/go-to-market calendar that includes regular in-region presence for MGB leadership and international professionals (e.g., conferences, road shows, targeted client meetings, etc.).

•    Generates own leads and pursues leads sourced from colleagues throughout the MGB system.
•    Gathers and quickly provides market signals to leadership (e.g., what is effective/ineffective, customers’ unmet needs, market/competitive intelligence).
•    Longer-term focus:
•    Develops robust pipeline that drives multiyear growth, meeting or exceeding annual targets.
•    Ensures appropriate due diligence and compliance.
•    Closes sales and drives pipeline to go/no-go decisions.
•    Supports Client Executives/Account Managers in expanding existing client relationships.
•    Collaborates closely with product development team to design and launch next-generation products and services (e.g., captures market insights, enables market-testing, sells pilot programs).
•    Supports MGB Global Advisory leadership in establishing strategic alliances and collaborations that drive growth.
•    Participates in committees and advisory groups as assigned.
•    Other duties as assigned.

Qualifications

• Bachelor’s degree required; Master’s Degree preferred in business or related field.
• Minimum of 10 years working in a complex organization and/or professional services industry with extensive sales experience required.
• Strong track record of success in China, ideally also in the broader Asia Pacific region. 
• Professional-level fluency with Mandarin-speaking/writing.
• Knowledge of the healthcare delivery market in China, and ideally the broader Asia Pacific region required, deep knowledge of healthcare preferred.
• Extensive professional network of relationships within China, ideally also the broader Asia Pacific, healthcare industry professionals and executives required.

Skills, Abilities and Competencies 

•    Excellent sales and deal closure skills with a strong commitment to client satisfaction/experience. 
o    Proven track record of consistently hitting or ideally exceeding sales targets.
•    Living in China, or willing to relocate. 
•    Strong sense of urgency and proactiveness – ability to manage and drive work and agenda independently, and source input from constituencies as needed.
•    Proven record of ensuring synergy between sales with operations – maintaining close relationships with hospital liaisons to ensure resources are available to fulfill client needs 
•    Success in operating in highly complex and matrixed environments – strong track record of delivering results through combination of direction and influence.
•    Entrepreneurial spirit with business development and sales skills; can close new business opportunities.
o    Strong network of relationships within China/Asia Pacific healthcare industry professionals and executives.
•    Strategic planning and business planning combined with analytical mindset to drive business performance with data.
•    Ability to function effectively and independently in a fast-paced environment, organize and prioritize work and meet tight deadlines.
•    Execution oriented mindset; deliberate and decisive with strong planning, organization and time management skills.
•    High attention to detail and understanding of end-to-end processes.
•    Strong ability to contribute within a team, exhibiting a high level of initiative, with an eagerness to learn. 
•    Strong appreciation for the value system of academic institutions and faculty, and operates at the highest level of integrity.  
•    Excellent interpersonal skills to effectively communicate with diverse, cross functional teams including staff at all levels of the organization.
•    High financial acumen.
•    Comfort with uncertainty and changing priorities to match business needs.
•    Proficiency with MS Office and Salesforce, with the required maintenance of regional customer relationship management tools.

•    In-region setting, with night/weekend work.
•    Regional China/Asia Pacific travel required, anticipated up to ~50%, with additional intermittent travel to Boston.

Mass General Brigham is an Equal Opportunity Employer & by embracing diverse skills, perspectives and ideas, we choose to lead. All qualified applicants will receive consideration for employment without regard to race, color, religious creed, national origin, sex, age, gender identity, disability, sexual orientation, military service, genetic information, and/or other status protected under law.