Location:
Australia, hybrid. Preference to be based in Sydney
Team Leadership:
Regional Sales Managers (& their field teams), and National Key Accounts team
Are you an architect of commercial growth ready to lead a total business transformation?
We are currently representing a global innovator in the Life Sciences sector that is entering a phase of expansion. Moving beyond its portfolio legacy, this organisation is pivoting toward a high-science, biotechnology-led future. With a pipeline of blockbuster pipeline, they are not just launching products; they are redefining the standards of care in Australia.
The Opportunity
The Head of Sales is a critical, enterprise-level role. You will hold total accountability for the national sales P&L and the execution of the go-to-market strategy. This is a "Leader of Leaders" position where you will integrate two distinct commercial engines: a high-science National Field Force and a sophisticated Key Account Management division. Your mission is to bridge the gap between "C-suite" corporate negotiations and technical field execution, ensuring a unified and highly competitive national presence.
Your Strategic Mandate
You will lead a diverse national organisation of 1st Line Managers (RSMs) and National Key Account Managers (KAMs). You are responsible for setting the "North Star" for the sales organisation, fostering a culture of high-performance, resilience, and technical excellence.
2. Integrated Omni-Channel Strategy
You will design and execute a seamless commercial strategy that optimizes performance across three key pillars:
* Driving high-touch, technical advocacy and value-based consulting.
* Executing complex, head-office-led compliance and partnership agreements.
* Managing high-velocity consumer channels (retail & eComm and maximizing portfolio penetration.
3. The "Coaching of Coaches"
A primary focus of this role is leadership development. You will personally mentor your Regional Managers and KAMs, moving beyond tactical management to strategic leadership. You will instil a "Technical Value-Adding" mindset, ensuring your team commands sophisticated product conversations as fluently as they manage their financial objectives.
4. Launch-Cycle Governance
With a strong pipeline, you will lead the national commercial governance product launches. You will partner cross-functionally with Marketing, Scientific Affairs, Supply Chain, and Finance to ensure that product launches are not only technically sound but commercially dominant.
5. Commercial Excellence & ROI
You will own the "Science of Sales." This includes full oversight of:
* Trade Spend Optimisation: Driving maximum ROI on all customer investments.
* Gross-to-Net (GTN) Management: Protecting margins while scaling volume.
* Forecasting & Demand Planning: Ensuring the field's insights align with global supply chain realities.
What You Will Bring to the Table
* The Track Record: 15+ years of progressive commercial leadership within Pharmaceuticals, Consumer Health, Life Sciences, Animal Health, Biotechnology or value driven Retail/FMCG sector. You have a proven history of managing "people managers" and delivering high-growth results.
* Transformation Expertise: You have successfully led large-scale teams through organisational shifts or historic launch cycles. You understand the principles of change management and can maintain high engagement and focus under pressure.
* The Negotiator: Sophisticated commercial acumen with experience in high-stakes negotiations with corporate CEOs, procurement directors, and retail category managers.
* Academic Excellence: A Bachelor's Degree in Science or Business is essential. An MBA or GAICD qualification will be considered a significant advantage.
Why This Role?
This is a career-defining moment to lead a national organisation through a biotechnology pivot. You will have the resources of a global giant and the agility of a launch-phase innovator.
APPLY NOW
Apply now by following the links for a confidential discussion, or reach out to Alicia Keenan at The Alicia Group on 0416 890 346 for further details on the organisational roadmap.
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