Position Summary:

The Business Development Manager, Critical Care ANZ is responsible for driving sustainable revenue growth, market share expansion, and profitability across the Critical Care business in Australia and New Zealand.

The role provides strategic and commercial leadership for the Critical Care portfolio through direct sales activities, distributor management, business development initiatives, product portfolio management, and clinical adoption programs. Working closely with customers, distributors, clinical stakeholders, and internal teams, the Business Development Manager will identify and execute growth opportunities, strengthen market positioning, and deliver commercial outcomes aligned with the organization's strategic objectives.

The position will lead a team of Account Managers and a Clinical Specialist/Product Manager while fostering strong relationships with key healthcare stakeholders, including clinicians, procurement teams, healthcare executives, and distribution partners.

Key Responsibilities Areas:

Business Development & Strategic Growth

• Develop and execute strategic growth plans to expand Critical Care market share across ANZ.

• Identify new market opportunities, adjacent therapies, and emerging customer segments.

• Develop relationships with key decision-makers, clinical leaders, procurement stakeholders, and executive leadership within healthcare organizations.

• Build and maintain a robust pipeline of new business opportunities.

• Evaluate market trends, competitor activity, and customer needs to inform business strategy.

• Lead strategic account growth initiatives and major commercial projects.

Sales Leadership

• Achieve annual sales, revenue, and profitability targets for the Critical Care business across ANZ.

• Lead and support Account Managers to execute territory plans and deliver sales objectives.

• Drive adoption of Critical Care products and therapies through effective customer engagement and value-based selling.

• Support tender strategies, contract negotiations, and key account management initiatives.

• Ensure accurate forecasting, pipeline management, and reporting through CRM and business planning processes.

• Collaborate with Marketing, Service, Clinical, Supply Chain, and Finance teams to deliver customer-focused solutions.

Distributor Management

• Develop and implement distributor strategies aligned with ANZ Critical Care objectives.

• Manage distributor relationships, performance reviews, business planning, and annual targets.

• Establish distributor growth plans, forecasting processes, and market development activities.

• Work closely with distributors to identify opportunities, training requirements, and competitive threats.

• Monitor distributor performance against agreed KPIs and drive accountability for sales growth and customer satisfaction.

• Ensure distributors maintain appropriate product knowledge, clinical competency, and compliance standards.

Product Management Leadership

• Lead portfolio planning and commercialization activities in partnership with Marketing and Global Product Management.

• Provide strategic direction to the Clinical Applications Specialist/Product Manager.

• Support product lifecycle management, launches, training programs, and market access initiatives.

• Gather and communicate market intelligence, customer feedback, and competitive insights to support portfolio strategy.

• Develop business cases for new products, therapies, and market opportunities.

People Leadership

• Lead, coach, and develop the Account Management and Clinical Specialist/Product Manager team.

• Establish clear performance objectives and development plans.

• Foster a high-performance culture focused on customer success, innovation, and commercial excellence.

• Provide ongoing field coaching and mentoring.

Description of Skills, Knowledge & Experience:

• Strong commercial acumen
• Demonstrated success in business development and strategic account growth.
• Experience managing distributors, channel partners, or third-party commercial relationships.
• Strong understanding of healthcare procurement processes and tender management.
• Experience launching and managing medical device or healthcare product portfolios.
• Proven ability to develop and execute commercial growth strategies.
• Strong financial and business planning skills.
• Ability to influence senior stakeholders internally and externally.
• Experience leading cross-functional teams and managing complex projects.
• Critical Care, ICU, Renal, or Acute Care market experience preferred.
• Experience across both direct and indirect sales channels preferred.