Head of Expansion

Company Description

Do you want to work on the largest healthcare platform in the WORLD?

We are Doctoralia, a Docplanner Group company, present in 13 countries, responsible for serving more than 55 million patients and processing more than 15 million appointments per month. We currently have more than 2 million healthcare professionals in our database, totaling approximately 10 million patient evaluations to date.

Our mission is to “make the healthcare experience more human.”
Through a diverse range of services, we are able to serve different audiences: our marketplace, which allows patients to schedule and evaluate appointments and doctors at any time of the day or night; and our SaaS system (Software as a Service) aimed at optimizing office management, patient flow and online bookings. All this through an internet platform and our iOS/Android apps.

Job Description

The Head of Expansion will own the P&L for expansion products, focusing on managing and optimizing the installed customer base to drive growth through sales, onboarding, farming, and retention initiatives. This role is pivotal in maximizing value delivery to customers, enhancing their lifetime value (LTV), and ensuring sustainable growth for the company.

The ideal candidate will have substantial experience with SaaS/marketplace/digital business models as a leader with a strategic approach to customer journey optimization, leveraging data insights, consultative selling + excellent sales execution, and cross-functional collaboration to meet and exceed business objectives. 

P&L Ownership and Strategy Development

• Manage the P&L for expansion products, ensuring revenue and profitability targets are achieved
• Develop and execute data-driven strategies to maximize customer lifetime value through cross-selling, up-selling, and retention initiatives while tailoring to specific customer segments after proper customer journey mapping.

Sales Execution and Data Analysis

• Develop and execute targeted outreach strategies that align with Ideal Customer Profiles - ICPs (defining and refining the ICPs as well), ensuring personalized, high-value interactions that resonate with customer needs, targeting the most valuable customer segments with precision
• Balance communication frequency to avoid overload and minimize customer database burnout while maintaining consistent engagement
• Leverage data-driven insights to prioritize leads and tailor messaging, maximizing the efficiency and effectiveness of sales efforts
• Implement and monitor KPIs to evaluate outreach impact, iteratively improving processes while maintaining a customer-first approach, while leveraging data to segment the customer base.
• Drive innovation in sales processes, promoting automation and efficiency to improve operational performance.

Team Leadership and Reports

• Build, lead and develop a high-performing expansion team focused on customer engagement, onboarding, and farming opportunities
• Equip the team with advanced sales techniques, product knowledge, and tools for consultative selling
• Prepare detailed reports on sales performance, expansion opportunities, and actionable recommendations to enhance results.

Qualifications

Skills and Experience:

• Proven track record in managing P&L, customer base management, and expansion strategies;
• Solid experience with SaaS or Software sales, B2C and B2B customer dynamics and sales cycles;
• Deep knowledge of sales funnel analysis, performance management metrics, unit economics of expansion, and curiosity to explore underlying drivers of (under)performance.
• A strategic mindset with expertise in optimizing the customer journey to enhance LTV;
• Exceptional analytical skills to interpret data and apply insights to actionable business strategies;
• Highly client-centric approach, with a strong focus on understanding customer needs, building long-lasting relationships, and delivering tailored solutions;
• Proficiency in consultative sales techniques, such as SPIN Selling or similar methodologies;
• Experience with CRM platforms like Salesforce or HubSpot and marketing automation tools.
• Demonstrated ability to inspire, lead, and develop high-performance teams;
• Advanced English proficiency for collaboration with global teams.

Additional Information

Our working hours are from Monday to Friday, from 9 am to 6 pm;
And our Benefits:

• We have compensatory time off (Banco de Horas);
• Food/Market Voucher;
• Medical, Dental, and Group Life Insurance;
• Pet Plan;
• iFeel app, for emotional comfort;
• Gympass for you and up to 3 people!
• Creditas: Payroll loan services, eligible after 6 months of employment;
• Stock Options - eligible after 6 months of employment (5 years grace period).
• Birthday Day Off;
• Daycare Assistance;
• Partnership Club, with discounts ranging from teaching institutions, such as colleges and language learning services;
• Referral Program offers up to R$600 per person who stays with us for more than 6 months;
• Leave of Absence/Time-off: In the event of the passing of loved ones, we offer 10 days off; if your pet passes away, we offer 2 days. Got married? 7 days of rest! Did the baby arrive? We offer 30 days for Dads and 6 months for Moms;

Other information:
Contract Type: CLT.
We're primarily interested in candidates based in Curitiba but remain open to applications from across the country.

We promote and embrace equal opportunities in our hiring process, and also every day at work. When you apply for our roles you receive equal treatment regardless of age, disabilities, gender reassignment, marital or civil partner status, pregnancy or parental status, race, color, nationality, ethnic or national origin, religion or belief, sex, sexual orientation or any other dimension of human difference. If you require additional support in your recruitment process, we kindly encourage you to let us know. Behind those words you’re reading, there’s a person (hi!) who already helped a candidate by adapting the interviews, and now we’re lucky to have this person with us. So, even if you’ve never asked for it before, may this serve as a sign that, now, you can do so. We can only truly be equal if we adapt to each other.