Description
Country Commercial Manager, Australia & New Zealand
Reports to: Chief Commercial Officer
Location: Sydney or Melbourne, Australia
Job Summary
The Country Commercial Manager will lead Provation's business across Australia and New Zealand, driving the launch and growth of our Provation Apex SaaS cloud-based software solution. This role will focus on new customer acquisition, market share expansion, and building the foundation to transition our established on-premise customer base to SaaS.
We are seeking a hands-on commercial leader with deep knowledge of the healthcare technology ecosystem, SaaS go-to-market experience, and a proven record of building teams and delivering growth in competitive markets.
Key Responsibilities
1. Market Growth & Business Leadership
* Own the ANZ commercial P&L and deliver revenue, profitability, and customer acquisition targets.
* Develop and execute a multi-year market growth strategy focused on SaaS adoption and installed on-premise base migration.
* Lead annual business planning, forecasting, and performance tracking.
* Partner with global leadership to align country goals with broader strategic priorities.
2. Sales & Customer Engagement
* Build and lead a high-performing commercial team including direct sales.
* Establish disciplined sales processes (pipeline management, forecasting, account planning).
* Personally lead and drive strategic account pursuits and executive relationships with key health systems and partners.
* Negotiate and close complex deals that drive market share and recurring SaaS revenue growth.
3. Marketing & Brand Expansion
* Collaborate with global and in-country marketing to localize campaigns, messaging, and demand generation activities.
* Elevate brand visibility through thought leadership, industry partnerships, and customer success stories.
* Drive marketing programs that build awareness, generate leads, and accelerate SaaS adoption.
* Represent the company at key industry events and forums to strengthen market presence.
4. Market Intelligence & Strategic Insight
* Monitor healthcare market dynamics, customer needs, and competitor activities to shape go-to-market strategy.
* Provide actionable insights to global teams to inform product roadmaps and localization needs.
* Identify emerging opportunities and risks in the ANZ digital health landscape.
5. Partnerships & Governance
* Build local partnerships (distributors, industry bodies, integrators) to extend reach and influence.
* Ensure compliance with corporate policies, local regulations, and ethical standards.
6. People Leadership
* Coach, mentor, manage and inspire high performance to foster individual growth and accountability, ensuring alignment with organizational goals.
* Recruit, develop, and retain top talent by building strong capabilities and creating clear career development pathways/providing opportunities for continuous learning and advancement.
* Cultivate a high-performing culture that promotes engagement, collaboration, problem-solving, innovation and continuous improvement across teams.
Qualifications & Experience
* Bachelor's degree required; Master's degree preferred.
* 12-15 years of relevant experience in commercial leadership, SaaS enterprise software and/or complex healthcare technology.
* 8-10 years in leadership roles.
* Proven success driving new customer acquisition and market expansion in complex B2B or healthcare markets.
* Strong understanding of ANZ healthcare systems, procurement processes, and digital transformation trends.
* Demonstrated experience leading teams in early-stage or transformational market environments.
Success in This Role
* Clear and measurable SaaS growth trajectory established, with strong new logo acquisition.
* On-premise customer base engaged and progressing toward SaaS migration.
* A high-performing, motivated commercial team delivering consistent results.
* Brand is recognized as a trusted and innovative partner within the ANZ healthcare market.
* Strong market share gains and competitive positioning versus incumbent players.
* Established operational and cultural foundation to support long-term SaaS scalability and profitability.