Strategic Account Lead - VIC & QLD

O&M Halyard APAC; Victoria; On-site; AUD 140,000 - 190,000; Full time

Benefits offered by this job

Birthday leave

Wellness leave

Novated leasing

Employee discounts

Salary insurance

Job summary

Owens & Minor is seeking a Strategic Account Lead for VIC & QLD to own commercial strategy and performance across key accounts, building executive, procurement, and clinical relationships while guiding Clinical Solutions Specialists to achieve measurable outcomes. The role covers strategic planning, tenders, and growth initiatives within the Australian market.

You will lead major tenders, pricing discussions, and contract management, collaborating with marketing, regulatory, and supply chain

Qualifications

• Bachelor’s degree in Business, Commerce, Health Sciences or a related discipline.
• Minimum 7 years of experience in Key Account Management, Strategic Account Management or Healthcare Sales.
• Experience leading major healthcare tenders end to end, including pre tender strategy, negotiation and post award implementation.
• Strong understanding of Australian healthcare procurement, contracting and commercial sales processes across public and private hospital environments.
• Proven ability to build and influence executive, procurement, clinical and other key stakeholder relationships.
• Demonstrated people leadership experience, including setting objectives, coaching, performance management and developing team capability.
• Advanced proficiency in CRM platforms, preferably Salesforce, and Microsoft Office applications.
• Experience within medical consumables, PPE, infection prevention, surgical or broader healthcare product portfolios is highly regarded.

Responsibilities

• Own the commercial performance and strategic direction of assigned healthcare accounts, developing and executing annual and multiyear Strategic Account Plans.
• Identify and convert growth opportunities through portfolio expansion, cross sell, upsell and value-added solutions while driving customer retention, profitability and market share.
• Lead regular business reviews, assess account performance and risks, and maintain strong opportunity pipelines and accurate sales forecasts.
• Lead, coach and develop Clinical Solutions Specialist(s), setting clear priorities, objectives and accountability aligned with strategic account goals.
• Translate account strategies into clinical engagement, product evaluation, education and adoption priorities, ensuring clinical activities contribute to measurable commercial outcomes.
• Conduct regular coaching, territory reviews and performance discussions while supporting individual development and capability growth.
• Build trusted relationships with executive, procurement, clinical and operational stakeholders across complex healthcare organisations.
• Lead stakeholder mapping and engagement strategies to identify key decision makers, influencers, customer needs and growth opportunities.
• Act as the primary commercial lead and escalation point for strategic customers.
• Lead end to end tender strategies for major public and private healthcare procurement opportunities, from early market shaping and pre tender planning through negotiation, award and implementation.
• Lead pricing discussions, contract negotiations and commercial proposals while coordinating internal teams to deliver differentiated and commercially competitive submissions.
• Ensure successful contract implementation, utilisation and ongoing management throughout the customer lifecycle.
• Partner closely with Marketing, Clinical, Regulatory Affairs, Supply Chain and other internal teams to deliver account strategies and customer outcomes.
• Work with Account Based Marketing to develop targeted engagement initiatives supporting advocacy, retention, conversion and portfolio growth.
• Monitor healthcare industry trends, procurement developments, competitor activity and emerging opportunities, translating insights into actionable commercial strategies.

Skills

Strategic account

Healthcare sales

Executive relationships

Negotiation

CRM Salesforce

Education

Bachelor’s degree in Business/Commerce/Health Sciences

Tools

Salesforce

Microsoft Office

Job description

About Owens & Minor

Owens & Minor is a global healthcare solutions company with integrated technologies, products, and services aligned to deliver significant and sustained value for healthcare providers and manufacturers across the continuum of care. A FORTUNE 500 company, Owens & Minor has annualized revenues exceeding $10 billion, including contributions from Halyard Health S&IP.

O&M Halyard is focused on advancing health and healthcare by delivering clinically superior infection prevention and surgical solutions. Our solutions keep pace with a complex and changing healthcare industry, protecting staff, surgical teams, and ultimately supporting better patient outcomes.

The Role

As our Strategic Account Lead – VIC & QLD, you will own the commercial strategy and performance of key healthcare accounts across Victoria & Queensland, building strong executive, procurement and clinical relationships while identifying opportunities for sustainable growth.

You will lead strategic account planning, major healthcare tenders and commercial negotiations, while also leading and coaching Clinical Solutions Specialist(s) to ensure clinical engagement and product adoption translate into measurable customer and commercial outcomes.

Eligibility: Applicants must be:

• Legally authorised to work in Australia without requiring visa sponsorship


• Hold a current driver’s license and be willing to travel regularly within the region

This role manages strategic accounts across Victoria and Queensland, so we welcome applications from candidates based in either state.

Key Responsibilities

Strategic Account Leadership & Growth

• Own the commercial performance and strategic direction of assigned healthcare accounts, developing and executing annual and multiyear Strategic Account Plans


• Identify and convert growth opportunities through portfolio expansion, cross sell, upsell and value-added solutions while driving customer retention, profitability and market share


• Lead regular business reviews, assess account performance and risks, and maintain strong opportunity pipelines and accurate sales forecasts

People Leadership & Clinical Execution

• Lead, coach and develop Clinical Solutions Specialist(s), setting clear priorities, objectives and accountability aligned with strategic account goals


• Translate account strategies into clinical engagement, product evaluation, education and adoption priorities, ensuring clinical activities contribute to measurable commercial outcomes


• Conduct regular coaching, territory reviews and performance discussions while supporting individual development and capability growth

Stakeholder & Customer Engagement

• Build trusted relationships with executive, procurement, clinical and operational stakeholders across complex healthcare organisations


• Lead stakeholder mapping and engagement strategies to identify key decision makers, influencers, customer needs and growth opportunities


• Act as the primary commercial lead and escalation point for strategic customers

Tender Strategy & Commercial Management

• Lead end to end tender strategies for major public and private healthcare procurement opportunities, from early market shaping and pre tender planning through negotiation, award and implementation


• Lead pricing discussions, contract negotiations and commercial proposals while coordinating internal teams to deliver differentiated and commercially competitive submissions


• Ensure successful contract implementation, utilisation and ongoing management throughout the customer lifecycle

Cross Functional Collaboration & Market Intelligence

• Partner closely with Marketing, Clinical, Regulatory Affairs, Supply Chain and other internal teams to deliver account strategies and customer outcomes


• Work with Account Based Marketing to develop targeted engagement initiatives supporting advocacy, retention, conversion and portfolio growth


• Monitor healthcare industry trends, procurement developments, competitor activity and emerging opportunities, translating insights into actionable commercial strategies

What We're Looking For

• Bachelor’s degree in Business, Commerce, Health Sciences or a related discipline


• Minimum 7 years of experience in Key Account Management, Strategic Account Management or Healthcare Sales


• Demonstrated success managing complex, high value customer portfolios and delivering profitable growth


• Experience leading major healthcare tenders end to end, including pre tender strategy, negotiation and post award implementation


• Strong understanding of Australian healthcare procurement, contracting and commercial sales processes across public and private hospital environments


• Proven ability to build and influence executive, procurement, clinical and other key stakeholder relationships


• Demonstrated people leadership experience, including setting objectives, coaching, performance management and developing team capability


• Strong commercial, financial and analytical acumen


• Advanced proficiency in CRM platforms, preferably Salesforce, and Microsoft Office applications


• Experience within medical consumables, PPE, infection prevention, surgical or broader healthcare product portfolios is highly regarded

Why Join Us?

• Supportive and inclusive company culture


• Birthday leave to celebrate your day


• 3 wellness leave days annually to recharge and focus on your well-being


• Access to novated leasing and exclusive employee discounts through Flare


• Salary Continuous Insurance

Our Commitment to Inclusion & Diversity

At Owens & Minor, we believe in fostering a diverse and inclusive workplace where everyone feels valued and empowered. We welcome applicants from all backgrounds and are committed to providing equal opportunities for growth and development.