Account Manager/sales

Global Health Limited; Melbourne; On-site; AUD 90,000 - 130,000; Full time

Job summary

Global Health Limited in Melbourne is seeking an Account Manager to own a portfolio of existing customers. You will ensure a positive experience, deliver services within terms, and identify new value in each account.

This role also offers a path to grow into new logo business, with end-to-end sales from first conversation to signed contract, including managing renewals, proposals, and coordinating with clinical and IT stakeholders.

Qualifications

• At least 2 years in account management or B2B sales, ideally in software or SaaS
• A track record of retaining and growing customer accounts against revenue targets
• Confidence engaging senior stakeholders, from executives to clinicians and IT leaders
• Confidence to demonstrate and present complex solutions in simple, understandable terms
• Excellent written and verbal communication, including proposals and presentations
• Disciplined use of CRM and forecasting tools
• Experience selling into Australian hospitals, day hospitals, primary care or community health
• Exposure to tenders and formal procurement processes
• Familiarity with a structured sales methodology - tell us what works for you.

Responsibilities

• Act as the primary commercial contact for an assigned portfolio of customers across Victoria and other regions as required
• Build trusted relationships with executive, clinical, operational and IT stakeholders
• Run regular account reviews, including quarterly business reviews, to track satisfaction, adoption and value delivered
• Work with the support team, implementation, product and clinical teams to resolve issues and keep customers informed
• Act as the voice of the customer internally, sharing feedback that shapes our product roadmap
• Understand each customer's contract, service levels, scope and pricing, and manage the relationship within those terms
• Identify requests that fall outside scope and handle them through change requests or commercial proposals
• Manage renewals ahead of contract expiry, working with finance and legal on terms and approvals
• Keep account plans, forecasts and CRM records accurate and current
• Develop account plans that map current products, stakeholders and whitespace across the Global Health portfolio
• Identify and qualify opportunities for upgrades, additional modules, new sites and services
• Prepare proposals, business cases and pricing in line with internal approval processes
• Deliver against agreed revenue targets
• Support new business pursuits, including tenders, demonstrations and proposals, to build experience across the full sales cycle
• Over time, take ownership of a new business territory: prospecting, qualifying, running discovery, presenting solutions, negotiating and closing new logo customers
• This is a sales focused role so ARR is the key measure
• Customer satisfaction, measured through account reviews and feedback
• Revenue from existing accounts against agreed targets
• Quality and size of qualified pipeline created
• Accuracy of forecasts and CRM data
• Progress against a personal development plan toward a new business role
• We aim to support your move into new business through a structured development plan. This includes coaching, involvement in live new business pursuits and, as you demonstrate readiness, responsibility for winning new logo customers in your own territory.

Job description

As Account Manager in our Melbourne office, you will own the relationship with a portfolio of existing customers. Your focus is making sure customers have a positive experience with Global Health, that services are delivered within agreed terms and that we identify new ways to add value in each account.

This role is also a stepping stone. We are looking for someone with the ambition to grow into a new business role, winning new logo customers and running the full sales cycle from first conversation to signed contract.

Key responsibilities

Account management and customer experience

Act as the primary commercial contact for an assigned portfolio of customers across Victoria and other regions as required

Build trusted relationships with executive, clinical, operational and IT stakeholders

Run regular account reviews, including quarterly business reviews, to track satisfaction, adoption and value delivered

Work with the support team, implementation, product and clinical teams to resolve issues and keep customers informed

Act as the voice of the customer internally, sharing feedback that shapes our product roadmap

Working within agreed terms

Understand each customer's contract, service levels, scope and pricing, and manage the relationship within those terms

Identify requests that fall outside scope and handle them through change requests or commercial proposals

Manage renewals ahead of contract expiry, working with finance and legal on terms and approvals

Keep account plans, forecasts and CRM records accurate and current

Growing existing accounts

Develop account plans that map current products, stakeholders and whitespace across the Global Health portfolio

Identify and qualify opportunities for upgrades, additional modules, new sites and services

Prepare proposals, business cases and pricing in line with internal approval processes

Deliver against agreed revenue targets

Building toward new business

Support new business pursuits, including tenders, demonstrations and proposals, to build experience across the full sales cycle

Over time, take ownership of a new business territory: prospecting, qualifying, running discovery, presenting solutions, negotiating and closing new logo customers

How success is measured

This is a sales focused role so ARR is the key measure

Customer satisfaction, measured through account reviews and feedback

Revenue from existing accounts against agreed targets

Quality and size of qualified pipeline created

Accuracy of forecasts and CRM data

Progress against a personal development plan toward a new business role

About you

At least 2 years in account management or B2B sales, ideally in software or SaaS

A track record of retaining and growing customer accounts against revenue targets

Confidence engaging senior stakeholders, from executives to clinicians and IT leaders

Confidence to demonstrate and present complex solutions in simple, understandable terms

Excellent written and verbal communication, including proposals and presentations

Disciplined use of CRM and forecasting tools

Experience selling into Australian hospitals, day hospitals, primary care or community health

Exposure to tenders and formal procurement processes

Familiarity with a structured sales methodology - tell us what works for you.

Attributes

Customer focused, with a genuine interest in how healthcare is delivered

Curious and proactive in spotting opportunities

Resilient, organised and accountable

A collaborative team player who works well across functions

Your pathway

We aim to support your move into new business through a structured development plan. This includes coaching, involvement in live new business pursuits and, as you demonstrate readiness, responsibility for winning new logo customers in your own territory.

What we offer

The chance to work with healthcare organisations making a real difference to patients and clients

A broad product portfolio to build your career on