Head of Hospitals & Home Care

Who are we?

Doctolib is a B Corp company committed to building together the healthcare we all dream of. With 2,900 employees in France, Germany, Italy, and the Netherlands, we support over 420,000 healthcare professionals and 90 million patients, transforming access to care and treatment across Europe. We are now accelerating our ambition: to become the reference clinical partner in Europe, trusted by patients and professionals, thanks to the power of advanced technologies and AI.

Our ambition is to build the clinical operating system of tomorrow for Europe - delivering measurable health outcomes for millions of people.

• For healthcare professionals: We are reducing administrative burden, increasing clinical decision-making powered by AI, and enabling new care models.
• For patients: We are moving from reactive care for illness to proactive health management, empowering individuals to take charge of their health with trusted digital companions, recommended by doctors.

Your missions

Hospitals are one of Doctolib's most strategic and demanding segments. Over a decade, we have built a strong presence with healthcare facilities, both public and private non-profit, with a comprehensive suite of solutions covering the entire outpatient journey: care offering visibility, scheduling, appointment booking, administrative preparation, AI consultation assistant, teleconsultation, tele-expertise, and much more.

As Head of Hospitals & Home Care, you will lead a team of about fifteen people, structured in acquisition and account management, and supported by numerous expert partner teams, particularly Deployment, Interoperability, Product Marketing, and Public Affairs. You will be responsible for commercial performance, customer satisfaction, and the strategic vision for the hospital segment in France, while paving the way for new territories: medico-social and home care.

Your responsibility will be to combine short-term performance, development of the installed base, and the construction of a two- to three-year strategic vision for the segment.

You will join Doctolib's Salaried & Retail France team, reporting to Maric Philibert, our VP Sales, Salaried & Retail.

Your responsibilities include, but are not limited to:

• Drive and achieve Net MRR objectives for the segment, across acquisition, expansion, and retention, with personal involvement in the development of the most strategic accounts and accelerating cross-sell on new solutions, particularly the Consultation Assistant and Tele-expertise.
• Ensure the satisfaction and effective use of Doctolib solutions in client facilities, in close coordination with the Deployment, Interoperability, and Customer Care teams.
• Manage, develop, and engage a team of approximately 15 people, support their seniority growth, and enhance their effectiveness through data and AI agents.
• Build and embody the two- to three-year strategic vision for the segment, in line with Doctolib's Product Vision and market trends, in coordination with the Product Marketing, Public Affairs, Communication, and Product teams.
• Develop and maintain key institutional relationships, particularly with the FHF, FEHAP, UNICANCER, DGOS, and ARS, and drive strategic partnerships for the segment.
• Explore and initiate the first revenues in the medico-social and home care segments, by defining the needs, strategy, and appropriate tactical approaches.
• Develop a structured approach to segmentation, account planning, and coverage of strategic accounts, in order to increase adoption, expansion, cross-sell, and retention.
• Coordinate Tech, Deployment, Legal, Finance, Product Marketing, Public Affairs, and Partnerships teams, while keeping customer and field priorities at the center of decisions.
• Represent Doctolib with executive, institutional, political, technical stakeholders, and key professional networks in the sector.

Your Impact

Over the first 12 months, you will have established a clear diagnosis and an operational plan for the segment, strengthened the team and managers, improved performance visibility, and created new momentum around strategic accounts and growth opportunities.

In two to five years, success will be reflected in, among other things:

• Driving revenue growth and doubling new annual ARR growth through upsell (licenses for existing solutions), cross-sell (delivery of AI and care coordination solutions), and acquisition of new clients in currently underserved hospital segments, medico-social, nursing homes (EHPADs), and home care.
• Positioning Doctolib as a comprehensive, trusted, and value-creating solution for healthcare facilities, with a more partnership-based and less transactional approach, and supporting the sector's major shifts: from curative to preventive care, towards greater coordination between professionals of all types, and population health responsibility.
• Building a stable, more senior team supported by AI agents, capable of selling and ensuring satisfaction for more solutions and more facilities, with less reliance on individual expertise.

Profile Sought

We are looking for a senior leader capable of acting as the CEO of the segment and engaging credibly with internal and external executive stakeholders.

• You have significant experience with healthcare facilities, gained as a supplier or service provider, e-health software vendor, healthtech player, facility or group executive, institutional representative, or healthcare consultant with a strong commercial dimension. You understand the stakeholders, personas, cultures, rhythms, decision-making processes, and the political and regulatory challenges of the sector.
• You have experience in complex B2B and key account sales, with organizations involving many stakeholders and long sales cycles. You are proficient in acquisition, complex solution selling, strategic account management, expansion, adoption, and retention.
• You bring a 360° business vision covering strategy, go-to-market, acquisition, expansion, partnerships, product, operations, and account management, with no blind spots.
• You have managed and developed an organization of at least 10 people, ideally with diverse profiles, with a track record of transformation, seniority development, and manager development.
• You know how to deliver short-term results while building the segment in the medium and long term, with analytical rigor, C-level gravitas, and excellent cross-functional coordination with Tech, Deployment, Legal, Finance, Product Marketing, Public Affairs, and Partnerships.
• You are proficient in French and English, both spoken and written.

It would be a plus if you also have:

• Experience with medico-social organizations, nursing homes (EHPADs), or home care providers, or a strong motivation to actively contribute to opening these markets.
• A good understanding of digital health policy and regulatory issues, particularly the Ségur du Numérique, interoperability, public funding, and health policies.
• Natural ease in interactions of an institutional or political nature, with gravitas appropriate for C-level, public, and technical stakeholders.
• Experience in a scale-up, an e-health vendor, a hospital or group management role, an institutional player, or a healthcare consulting firm.

Our Offer

• A generous health insurance plan covered 100% by Doctolib for employees and their children
• 25 days of paid leave and up to 14 days of RTT (Reduction of Working Time) per year
• A free personalized mental health and coaching program with our partner Moka.care
• A flexible work policy with 10 days per year of remote work possible from EU countries and the UK
• Meal vouchers worth €8.5 per day, with €4.5 covered by Doctolib
• A comprehensive 3-month onboarding program including the Doctolib Academy and various training sessions (languages, soft skills, technical skills)
• A subsidy from the works council for partial reimbursement of sports or leisure activity memberships
• A 50% reimbursement for public transport passes
• One month of additional leave to statutory parental leave through the "Parent Care" program
• Relocation assistance for international mobility
• For employees with disabilities or caregivers, a package including adaptation of remote work, paid days off for medical appointments, and enhanced psychological support

Recruitment Process

• Interview with a recruiter (45 min)
• Interview with the VP Sales, Salaried & Retail (1h)
• Case study (1h30)
• Interview with a peer (optional) (45 min)
• Final interview with our Managing Director France

Job Details

• Permanent contract (CDI)
• Full-time
• Flexibility: Minimum 3 days per week at the office
• Work location: Levallois-Perret, France
• Start date: As soon as possible
• Compensation: Fixed + variable based on objectives

At Doctolib, we are convinced that we must improve healthcare for everyone. This is reflected in our recruitment process. We evaluate applications solely on the basis of qualifications and motivation, without any form of discrimination.

The more diverse the ideas, the more our product will truly improve healthcare for everyone. You can apply at Doctolib, regardless of your gender, religion, age, sexual orientation, ethnic origin, or disability.

To ensure equal opportunities, we invite you to exclude personal information (e.g., photos, age) from your applications. If you require special accommodations, please inform us so that we can adapt the recruitment process. Join us to build the healthcare we all dream of!

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