Head of Commercial Growth

Recruitment Now; Sydney; Hybrid; AUD 180,000 - 260,000; Full time

Job summary

Recruitment Now is assisting a growing Australian healthcare and pharmaceutical business in the medical cannabis sector to appoint a senior commercial leader. The role combines strategy and hands‑on execution to drive national sales, marketing, BD and clinical education, with responsibility for key growth initiatives and a national presence at conferences.

The successful candidate will close major opportunities, lead high‑performing teams and partner with the CEO and leadership team to deliver

Responsibilities

• Develop, own and execute a national sales, marketing and business development strategy with clear priorities, targets and measurable commercial outcomes.
• Personally identify, approach and convert clinics, prescribing networks, pharmacies, wholesalers, healthcare organisations and strategic partners.
• Secure formulary access and drive opportunities to prescriptions, orders, revenue and gross profit.
• Lead new commercial channels across healthcare partnerships, clinic/pharmacy relationships and end‑to‑end sales cycles from prospecting to account growth.
• Lead the marketing execution team and clinical education function, setting priorities and ensuring compliant, credible communications.
• Own national expos and industry engagement, including event selection, outreach, scheduling and attendee conversion.

Job description

Sales & Marketing

Medical Cannabis | National remit

Lead Sales & Marketing Strategy & Growth Projects

• Manage & Build national partnerships


• Turn strategy into results


• Build and Lead high performing teams

The Opportunity

We are conducting a confidential search on behalf of a growing Australian healthcare and pharmaceutical business operating in the medical cannabis sector. The organisation is entering its next phase of growth and is seeking a senior commercial leader to develop and execute its sales and marketing strategy, lead business development, manage its marketing and clinical education functions, and drive key strategic growth initiatives from concept through to commercial delivery. This is a hands‑on leadership role requiring someone who can combine strategic thinking with strong execution.

The successful candidate will personally develop and close significant commercial opportunities, while also providing clear direction and leadership to the teams responsible for marketing execution and clinical education.

A significant new strategic growth initiative will be an immediate priority. The role will also take hands‑on ownership of the organisation's national presence at conferences and exhibitions.

What You Will Own

Commercial Growth and New Business

Develop, own and execute a national sales, marketing and business development strategy, with clear priorities, targets and measurable commercial outcomes.

Personally identify, approach and convert clinics, prescribing networks, pharmacies, wholesalers, healthcare organisations and strategic partners.

Secure formulary access and remain accountable until opportunities generate prescriptions, orders, revenue and gross profit.

Build new commercial channels across healthcare partnerships, clinic and pharmacy relationships, distribution models and other strategic opportunities. Lead the complete sales cycle from prospecting and commercial modelling through proposal, negotiation, contracting, onboarding, activation and account growth.

Create practical, mutually beneficial commercial arrangements covering pricing, margins, incentives, supply, service delivery and partnership terms.

Grow strategically important existing accounts while maintaining a disciplined pipeline, accurate CRM records and reliable forecasts.

Strategic Projects and Commercial Leadership

Take end to end ownership of a significant new healthcare growth initiative providing strategic input and leading the project from business model development and commercial negotiations through implementation, launch and ongoing performance.

Develop and maintain the project plan, commercial model, milestones, responsibilities and stakeholder accountabilities, proactively resolving roadblocks and ensuring agreed actions are followed through to completion.

Develop business cases and assess opportunities based on revenue, margin, investment, risk and long‑term strategic value.

Work directly with the CEO and leadership team on new products, services, partnerships, markets and commercial priorities.

Work closely with Supply Chain, Quality and Finance to ensure commercial commitments can be delivered sustainably and compliantly.

Marketing and Clinical Education Leadership

Directly lead and manage the marketing execution team and Clinical Educator/MSL, ensuring clear priorities, accountability and effective execution.

Set commercial direction for campaigns, product launches, customer initiatives, education, content and sales materials without becoming absorbed in day‑to‑day marketing administration.

Ensure healthcare professional engagement and external communications remain credible, accurate and within regulatory and compliance boundaries.

National Expos and Industry Engagement

Own the commercial plan and measurable objectives for conferences and expos across Australia.

Take a hands‑on role in event selection, preparation, pre‑event outreach, appointment scheduling, physical bump‑in and bump‑out, attendance and team coordination.

Ensure every lead is captured, assigned, followed up and progressed toward a measurable commercial outcome.

Travel nationally and work occasional early mornings, evenings or weekends when required for events and customer engagement.

About You

You are a commercial operator, growth leader and credible dealmaker. You combine strategic judgement with the energy and discipline to open doors, negotiate with senior stakeholders and personally drive opportunities through to revenue.

A demonstrated record of delivering material sales, revenue and margin growth in business development, commercial management or strategic partnerships.

Proven success negotiating and implementing contracts, pricing models, supply arrangements and complex commercial agreements.

An established network across Australian medical cannabis, clinics, prescribers, pharmacies or closely aligned healthcare channels.

Direct medical cannabis experience and a strong industry reputation are strongly preferred. Candidates from adjacent sectors must bring an exceptional, relevant clinic and pharmacy network and evidence of rapid commercial conversion.

Strong knowledge of the Australian healthcare, pharmaceutical and regulated operating environment.

Demonstrated people leadership, including the ability to set clear responsibilities and expectations, manage performance, coach and develop team members, and identify and recruit additional capability where required. Strong financial literacy, negotiation skills, executive presence and personal accountability.

The willingness to take a hands‑on role at national expos, including preparation, bump‑in and bump‑out.

Flexible Work, Clear Accountability

The role may be performed remotely or through a flexible hybrid arrangement. The organisation supports autonomy over working location and time when it is matched by strong communication, customer availability, national travel, event participation and delivery of agreed commercial outcomes. Success will be measured primarily through activated accounts, incremental unit sales, revenue, gross profit and commercial agreements producing ongoing business. Meetings held, events attended, leads generated and unsigned pipeline opportunities will not be treated as successful outcomes on their own. Measurable commercial momentum will be expected within the first 90 days.

What Success Looks Like

New clinics, prescribing networks and pharmacies activated and producing ongoing business.

Formulary placements converted into prescriptions, orders and sustained unit growth.

New commercial partnerships and channels implemented with clear revenue and margin contribution.

Growth across strategically important existing accounts.

Successful delivery of the priority strategic growth initiative.

Marketing and clinical education activities aligned with measurable commercial priorities.

A visible, accurate pipeline with strong conversion and disciplined follow-through.

High performing team and individual development.

Remuneration

An attractive senior leadership package will be offered, including a competitive base salary, superannuation and a meaningful performance incentive linked to measurable commercial results.

Confidential Search

Further information about the organisation, team structure and strategic priorities will be provided to selected candidates as they progress. All applications and discussions will be treated in strict confidence.