Commercial Leadership Position

About the Role:

The Commercial Director position is responsible for driving business growth, expanding market share, and developing high-performing teams across Australia and New Zealand. This leadership role sets strategic direction, champions cross-functional collaboration, and delivers value to patients, clinicians, and procurement partners.

Key Responsibilities:

- Lead, coach, and develop a commercial team, ensuring capability development, talent retention, and a strong performance-driven culture across ANZ
- Foster a robust leadership culture and ensure organisational success and succession
- Cultivate a performance-driven, inclusive culture focused on patient outcomes and professional growth

Strategic Planning:

- Develop and execute national sales strategies aligned with financial goals and market opportunities, identifying growth opportunities and optimising business performance
- Develop national sales and incentive plans to drive above-market growth
- Partner with Marketing and Corporate Accounts on market-driven, value-based pricing strategies
- Lead annual Strategic Planning process in close collaboration with RS Marketing colleagues

Customer and Market Development:

- Lead development of commercial strategies for clinicians, procurement stakeholders, and health systems
- Champion value-based selling approaches, leveraging service and data insights
- Ensure field readiness and market penetration for new product launches

Operational and Financial Management:

- National P&L responsibility, including revenue, margin and inventory performance
- Lead Development of Annual Operating Plan (AOP)
- Manage national territory sales plans and incentive programs
- Oversee consigned and rep-managed inventory, ensuring availability and compliance

Cross-Functional and Strategic Initiatives:

- Partner with marketing, education, corporate accounts, HEGA, and supply chain teams to drive operational execution and commercial excellence.
- Implement service strategy in collaboration with stakeholders to improve KPIs and patient experience
- Provide market insights and competitive intelligence to guide strategic decision-making

Governance and Compliance:

- Ensure all commercial activities meet regulatory, legal and ethical standards.
- Foster a culture of accountability, transparency and integrity.
- Actively participate in MTAA's Cardiac Forum to advocate for industry and customer needs

Key Competencies Required for Success:

People Development:
- Creates comprehensive talent management plans and bench strength within the organization. Attracts, develops, manages, and retains top talent. Ensures that employees receive ongoing feedback, mentoring, training, and development opportunities. Holds self and others accountable for making continuous progress against their development objectives.

Strategic Thinking:
- Maintains a long term, big picture view of the business. Aligns the vision, mission, and values of the organisation. Shapes, develops, and aligns the strategies of the organisation to capture emerging trends, address competitive threats, meet market needs, provide value to the consumer, and enhance business value. Aligns personal and workgroup activities to the organisation's strategic goals.

Customer Focus:
- Designs and delivers strategies that place customers at the centre of business decisions. Consistently identifies current and future customer needs and ensures the effective delivery of high quality and value-added solutions, products, and services that meet or exceed customer expectations.

Collaboration:
- Models and promotes collaboration and works effectively with others across the organisation to achieve goals. Demonstrates proficient cross company communication, cultural sensitivity, and partnership in interactions with others. Involves others in decisions and plans and credits them for their contributions and accomplishments.

Communication:
- Creates an environment which promotes the free flow of communication and information throughout the organisation. Communicates effectively in large and small groups. Openly shares knowledge and expertise. Listens actively and encourages the open expression of ideas and opinions.

Courage:
- Leads courageously by confronting problems directly, acting and being decisive. Takes principled, personal, and organisational risks to do what is right to achieve organisational success and supports others who do so.

Your Experience and Skills:

- Bachelor's degree in Business, Science, or related field
- Minimum 8 years of commercial experience in medical devices or healthcare, with leadership responsibility
- Proven track record of building and developing large, high-performing teams
- Experience in a matrixed, cross-functional environment
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