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Strategy Development and Execution
- Responsible for the development and management of business strategies to achieve profitable relationships with Government & Private Hospital buying groups and to maximize outcomes in the management of agreements
- Leads the negotiations with renewal and new business agreements & tenders with key government & buying group customers with support of Business Unit Directors
- Work cooperatively with all S&N divisions to develop pricing and programs with our key private hospital buying groups
- Identify and track customer trends and engage with the business units to assist them in the implementation of strategies to grow our business
- Participates in customer visits as the corporate, division, and market expert, work with the Sales Managers to develop a co-ordination communication plan on our customers business with S&N
- Works strongly across the ANZ business with Territory Managers, Sales Managers, Channel Managers, Marketing, and other stakeholders to harness strength of our organisation with our customers
- Leads customer visits as the government sector, division, and market expert, work with other S&N Managers to develop a co-ordination communication plan on our customers’ business
- Provides internal visibility to pricing, contract terms and opportunities at specific customer sites / groups and helps business manage accordingly
Contracts & Account Management
- Establish & maintain the private & government hospital agreements, adhering to the overarching contract management lifecycle process
- Plans, coordinates, facilitates, and manages the process and execution of agreements, including the appropriate delegation of authority signatories.
- Develop monthly & quarterly performance review cycles and communicate to internal and external customers as required
- Work with finance to develop appropriate external reports which track rebate performance by customer and develop appropriate communications on a monthly, quarterly & annual basis to ensure full visibility internally and externally on progress
- Meet with Sales & Marketing Leaders on a regular basis to report on the progress of all initiatives in relevant franchise segment
Sales Force Analytics
- Support the Sales Strategy development of each Franchise and delivery of reports and services to enhance the preparation, professionalism, and impact of S&N sales employees, maximizing their effectiveness and the achievement of sales targets.
- Detailed regular analysis and reporting of sales performance ensuring full visibility internally on progress including the implementation and uptake on tools such as Sale Force
- Manage the CRM system / support / development / design / upgrade to ensure the S&M teams have full system capability
- Ensure technical support is available and optimised via inhouse expertise
Leadership
- Lead the commercial excellence strategy and activities to contribute to the strategic direction and formulation of corporate-wide policies, procedures, systems, and initiatives.
- Manage the preparation of commercial excellence budgets, KPI’s and reports.
- Liaise and advise all key stakeholders of commercial excellence activities and requirements.
- Build and maintain a strong functional team aligned to values through effective recruiting, training, coaching, team building, and succession planning.
Requirements
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Experience:
- National Corporate Sales Expertise: Strong background in commercial finance or sales, with a proven ability to drive business growth and manage financial performance. Demonstrated success in the development, pitch and close of corporate deals.
- MedTech and/or Capital Equipment Experience: 5-8+ years of experience in managing corporate accounts within the medical technology, devices, or capital equipment sectors, with a deep understanding of the industry's dynamics.
- Complex Sales Management: Extensive experience in managing complex corporate sales opportunities, including the development of detailed quotes, proposals, and contractual agreements.
- Aesthetic Industry Knowledge: In-depth understanding of the Australian public and private aesthetic markets, including key stakeholders, regulatory frameworks, and industry dynamics across Australia and New Zealand (ANZ). ( desirable)
- Advanced Negotiation Skills: Demonstrated ability to negotiate effectively, even in challenging situations or from a less advantageous position, ensuring mutually beneficial outcomes.
- Executive-Level Presentation Skills: Significant experience presenting to senior management, both within customer organisations and internally, to influence decision-making and drive results.
- CRM and Data Analysis: Strong skills in data analysis, enabling informed decision-making and strategic planning
Competencies:
- Exceptional Communication and Interpersonal Skills: Demonstrates the ability to build strong relationships and communicate effectively with clients and internal stakeholders, fostering trust and collaboration.
- Advanced Negotiation and Contract Management: Possesses excellent negotiation skills and expertise in managing contracts, ensuring mutually beneficial agreements that drive business success.
- Analytical and Data-Driven Decision Making: Strong analytical mindset, capable of interpreting data to make informed, strategic decisions that support business goals.
- Self-Motivation and Results Orientation: Highly driven, with a focus on achieving results independently while also contributing as a valuable team member.
- Customer Problem-Solving: Proactively identifies and resolves customer issues, ensuring satisfaction and long-term loyalty.
- Team Collaboration and Customer Service: Operates effectively within a team-based environment, delivering high-quality customer service while aligning with business objectives.
- Healthcare and Medical Consumables Knowledge: Familiarity with the medical consumables market and the broader Aesthetic landscape is an advantage.
- Deadline-Oriented: Demonstrates the ability to meet deadlines consistently, ensuring timely delivery of results.
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