Head of Commercial

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About the Opportunity

Some commercial roles are about selling more. This one is about helping people—often on the worst day of their trip—while running a sharp, sustainable commercial engine behind the scenes.
Our client is a 24/7 medical assistance and emergency repatriation operation sitting at the intersection of medicine and insurance. They manage complex, time-critical situations globally, partnering with insurers and providers to get people the right care, in the right place, at the right time.
This is a hands-on commercial leadership role for someone who wants to build, protect and grow a high-trust ANZ portfolio—without losing sight of the human outcome. You’ll report into the CEO APAC and work closely with a highly tenured team, progressively stepping into broader ownership as the role evolves.

What You’ll Be Doing

Lead commercial performance across key insurer and global client accounts
Own pricing strategy and commercial governance across core service lines
Make confident calls on complex, high-value cases—balancing care, cost and risk
Strengthen margin discipline through cost containment and smarter provider economics
Build relationships across hospital/supplier networks and influence outcomes end-to-end
Partner with operations to improve workflows, service delivery, and client experience
Be escalation-ready in a 24/7 environment (not day-to-day on-call, but dependable)
You’ll lead and develop a small specialist team across Cost Containment (1 direct report), Medevac/Repatriation (2 direct reports), and Inbound Client Services (covering a portfolio of global accounts).

What You’ll Bring

A strong commercial backbone: pricing, negotiation, contract terms, margin ownership
Credibility with senior insurer stakeholders—calm, firm and trusted
Sound judgement under pressure (you can make decisions when it’s “live”)
High EQ and maturity—able to hold care outcomes and commercial realities together
Comfort in regulated, risk-heavy environments where reputational stakes are real
A hands-on style: you can get into detail, solve problems, and drive follow-through
Background from travel/medical insurance, assistance/claims, healthcare operations, aviation/logistics, emergency response—or similar complex ecosystems. Any environment where commercial decisions sit inside a 24/7, high-stakes operating model.

What’s on Offer

A role with meaning: your commercial decisions directly support real human outcomes
High autonomy and influence in a modern, process-led, digitally enabled business
Exposure across ANZ and wider APAC — working alongside experienced leadership
A clear development runway as responsibilities expand over time
A close-knit, high-performing team with strong tenure and a “get it done” mindset

Next Steps?
To keep things simple, we ask that all applications are submitted through this advert. We’ll review applications as they come in and be in touch.

For any questions give Suzie Gates a call on 0221599311 and quote Job ID: 17998 for a confidential chat.

To apply for this vacancy, you MUST be a New Zealand citizen, resident, or have already secured the right to work in New Zealand and therefore hold a valid visa.

At the appropriate stage we will request your references, we ask that you do not include them on your CV when applying.

Tribe is a group of specialist teams, each of who truly understand their world, and together they partner to understand yours. Whether you’re looking for your next opportunity or recruiting, we’re all about bringing people together for a shared purpose. Find your people.

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Head of Commercial

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