* Hybrid role (minimum 1 day in Alexandria office each week)
At vital.ly, we provide over 14,000 healthcare practitioners across Australia with access to leading practitioner-only and retail complementary medicine brands.
The Head of Sales owns the practitioner-channel sales function across Australia.
The role is responsible for driving revenue growth through the leadership and performance management of the national Practitioner Relationship Manager (PRM) team.
This is a hands-on commercial leadership role.
You will build a scalable, high-performing sales function focused on targeted segment growth, account expansion, and new customer acquisition.
The role is responsible for improving sales execution across the business. This includes sales strategy, forecasting discipline, CRM standards, coaching capability, segmentation frameworks, sales playbooks, and commercial growth initiatives.
Success in this role requires strong practitioner-channel credibility, commercial leadership capability, and deep understanding of practitioner relationship dynamics within the complementary medicine industry.
The role reports to the CEO and manages the vital.ly Practitioner Relationship Managers.
Domestic travel is required for practitioner events, field visits, and territory support activities.
Who this role is for:
You are a proven practitioner-channel sales leader within the complementary medicine industry.
You are commercially driven and highly accountable. You are comfortable owning revenue growth, team standards, and sales performance.
You know how to build repeatable sales systems. You have experience developing customer segmentation strategies, discovery frameworks, and sales playbooks that teams consistently follow. You understand how to build platform-led selling capability within a practitioner sales team.
You are confident leading experienced salespeople. You can coach, challenge, and performance-manage when required.
You are not just relationship-driven. You care about standards, forecasting accuracy, pipeline quality, CRM discipline, and consistent sales execution.
You are hands-on and operationally strong. You are comfortable stepping into commercial problems directly and helping drive outcomes when needed.
THE RESPONSIBILITIES
* Lead and manage the Practitioner Relationship Manager (PRM) team across Australia.
* Set, manage, and maintain sales targets, KPIs, activity expectations, forecasting standards, and accountability measures across the team.
* Conduct regular performance reviews, coaching sessions, territory reviews, and field support activities.
* Recruit, onboard, train, and develop future practitioner sales team members as required.
* Maintain strong CRM discipline, pipeline visibility, account planning standards, and sales activity management across the team.
* Identify capability gaps and implement training, coaching, and development plans to strengthen team performance and practitioner engagement capability.
* Build and maintain strong PRM capability in the vital.ly platform, including platform knowledge, practitioner use cases, and practical sales application.
* Develop, manage, and monitor the practitioner sales function budget, including headcount, travel, events, field activity, and sales operational expenditure.
* Develop sales performance frameworks, territory structures, and incentive approaches that support commercial objectives.
* Review and optimise territory structures, account allocation approaches, and sales coverage models across the practitioner channel.
Sales Strategy & Playbook Development
* Develop practitioner-channel sales strategies aligned to company growth objectives.
* Build customer segmentation frameworks and define engagement approaches for different practitioner and clinic customer types.
* Create repeatable sales playbooks, discovery frameworks, account development approaches, conversation guides, and objection-handling frameworks for use across the PRM team.
* Develop segment‐specific sales materials, practitioner sales tools, and commercial support resources that improve sales execution and practitioner engagement across the PRM team.
* Establish standardised sales processes, operating procedures, and reporting rhythms across the sales function.
* Continuously refine sales approaches based on practitioner feedback, market dynamics, practitioner behaviour, and commercial performance data.
Practitioner Growth & Territory Development
* Increase practitioner‐channel revenue through improved practitioner engagement, account development, customer reactivation, and proactive territory management.
* Ensure the PRM team consistently develops new practitioner and clinic relationships within their territories.
* Support the team in identifying growth opportunities, strategic accounts, under‐engaged customers, and reactivation opportunities.
* Support strategic account management and key practitioner relationships where required.
* Drive territory planning and prioritisation activities across the sales function.
* Design and execute strategic commercial programs and practitioner initiatives that support practitioner adoption, product mix optimisation, and practitioner‐channel growth objectives.
* Work cross‐functionally to support commercial initiatives, campaigns, education programmes, events, and strategic growth priorities across the practitioner channel.
Forecasting & Reporting
* Own practitioner‐channel forecasting and pipeline visibility across the sales function.
* Develop annual, quarterly, monthly, and weekly sales plans and activity priorities.
* Monitor sales performance, account growth, retention, pipeline activity, and commercial KPIs.
* Provide regular reporting, analysis, forecasts, and commercial insights to the CEO and Leadership Team.
* Identify commercial risks, performance gaps, and execution issues and implement corrective actions where required.
Hands‐On Commercial Execution
* Step into direct commercial execution where required, including strategic accounts, territory support, customer escalation management, recruitment gaps, or periods of increased business demand.
* Support practitioner engagement, field activity, and sales execution directly where required to ensure commercial objectives are achieved.
* Operate as a hands‐on leader capable of contributing tactically as well as strategically.
REQUIREMENTS
Must haves:
* Significant sales leadership experience within the complementary medicine industry leading national practitioner‐channel sales teams responsible for practitioner acquisition, account growth, and territory management.
* Formal qualification in a complementary medicine discipline (e.g. naturopathy, nutrition, or related field), OR substantial demonstrated success leading qualified practitioner‐facing sales teams within the industry.
* Experience developing and implementing customer segmentation frameworks, sales playbooks, and sales processes.
* Experience designing and executing practitioner growth initiatives, commercial programs, and practitioner adoption campaigns.
* Strong ability to develop sales team expertise in platform‐led selling, including product knowledge, practitioner use cases, and customer workflow understanding.
* Strong forecasting, KPI reporting, and sales planning capability.
* Experience establishing and managing CRM discipline, sales activity tracking processes, and pipeline management standards across a sales function.
* Experience recruiting, developing, and performance managing practitioner‐facing sales teams.
* Strong understanding of practitioner behaviour, clinic operations, and education‐led selling within the complementary medicine industry.
* This is a permanent, full‐time position and requires unrestricted and ongoing work rights in Australia.
Nice to have:
* Experience working within a complementary medicine distributor environment, including exposure to multi‐brand portfolios and practitioner‐channel distribution models.
About vital.ly
vital.ly is the infrastructure behind sustainable clinical practice. Trusted by over 14,000 practitioners across Australia, vital.ly integrates three pillars of infrastructure - technology platform, distribution capability, and practitioner expertise - to transform how clinics prescribe and dispense complementary medicines.
Through vital.ly, practitioners can access wholesale ordering from leading brands, dispense prescriptions digitally, and use advanced prescribing tools with built-in clinical safety tools. Every order is fulfilled through our own dedicated warehouse, with fulfilment operations designed for speed, accuracy, and scale. Behind it all is a team of qualified practitioners and experienced professionals who provide the support and guidance needed to practice with confidence.
Joining vital.ly means becoming part of a business that empowers practitioners, improves patient outcomes, and drives innovation in complementary medicine.
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