Head Of Medical Sales

ABOUT VITURA HEALTH LIMITED

At Vitura Health Limited, we’re focused on creating emerging therapeutic products and digital health solutions that connect and strengthen the ecosystem between patients, prescribers, pharmacists, and suppliers. 

Vitura’s operations include technology enabled healthcare management, distribution, and education, as well as quality medications that are delivered through our strategically aligned portfolio of brands, including Doctors On Demand, CanView, CDA Clinics, Cannadoc, Burleigh Heads Cannabis, Adaya and Cortexa.

Collectively, we’re committed to empowering the lives of Australians through education, and by actively engaging in new and innovative ways, to help the medical industry evolve for the better.

Vitura Health Limited is an ASX listed company.

BENEFITS

• Live and work in the Gold Coast, 20 minutes from the surf break
• Changing the lives of our patients
• Young, vibrant and ambitious team
• Rare opportunity to work in one of the world’s fastest growing industries
• Car allowance and incentives
• Hybrid working 

ROLE SUMMARY 

As the Head of Medical Sales at Vitura, you will lead the strategic vision and execution of our Medical Sales department, ensuring the successful promotion and distribution of multi-brand and multi-product portfolios within the General Practitioner and Specialist sector. Your role will involve setting and achieving revenue targets, fostering customer relationships, and providing strong leadership, mentoring, and sales training to a high-performing sales team. With this being a key role, you will be responsible for driving revenue growth for the company's third party suppliers and brands, as well as driving prescriber user growth of the company’s software platforms. While performing in this role you should have a continuous approach to ensure you are mitigating risks, and maintaining a customer-centric, ethical approach to secure long-term partnerships.

DIVISION / DEPARTMENT SUMMARY

The Medical Sales Department is a dynamic and integral part of Vitura, dedicated to advancing the national strategy and achieving ambitious sales targets through clinical customers and HCPs, national groups, and other aligned partnerships. As the leader in this domain, we are committed to providing our clinical customers with innovative solutions while ensuring the realisation of company-wide sales objectives.

The team is driven by ambitious yet achievable company targets for sales at a national scale. These targets are established in collaboration with executive leadership and are designed to ensure sustainable growth, market leadership, and financial success. Our approach involves a blend of strategic planning, data-driven decision-making, and proactive adaptation to market dynamics.

REQUIREMENTS / KEY SELECTION CRITERIA

To be successful in this role, you will have:

• 5+ years of experience in similar role.
• Experience in pharmaceutical industry with a focus on Medical Sales.
• Proven experience and success in strategy creation and execution of national Medical Sales teams for multi-product scheduled (S4/S8) medicine portfolios (General Practitioner and Specialist focused).
• Extensive experience in leadership, mentoring, and training high performance, remote teams.
• Experience in clinical education and high impact events.
• Experience in producing annual budgets, sales reports, and KPIs.
• Working experience and understanding of relevant regulatory and compliance frameworks, including advertising and code of conduct, among others.
• Strong attention to detail
• Demonstrated ability to meet tight deadlines and manage competing priorities.
• Excellent written and verbal communication skills.
• Kind and compassionate with a firm but fair approach.
• A good sense of humour and can bring an element of fun to the role.
• Excellent critical thinking skills.

Highly regarded:

• Medical Science or related tertiary education

Other items required:

• Australian working rights for at least 3 years
• Clean criminal record – National Police Check requirement
• Unrestricted full drivers’ licence

KEY ACCOUNTABILITIES / TASKS

Without limitation, your responsibilities and duties include each of the following:

• Accountable for the management and targets for both internal and any externally contracted Medical Sales teams.
• Creating and delivering a performance and results based strategic plan for each annual period broken down by quarters. This should be aligned with the company’s overall budgets and objectives and done in conjunction with the executive leadership team.
  • Creation of supporting research and planning 
• Key account management and business development of high-volume  clinic customers and groups.
• Management of National Medical Science Liaison Team inclusive of:
  •  Field support visits to all states as required but at a minimum quarterly.
  • Recruitment when required.
  • Planning and management of Team KPIs, targets, and incentive programs
  • Planning and delivery of weekly and monthly team reporting, updates, and KPI/target progress
  • Planning and delivery of up to 2 in person team meetings per year.
  • CRM reporting and Team adherence.
  • Performance management for all direct Team reports.
• Maintaining an in-depth knowledge of Medicinal Cannabis and responding to medical enquiries via MSL team and direct from doctors.
• Creating and delivering Medicinal Cannabis training to internal and external stakeholders, including MSL sales team, internal and external doctors, nurses, and pharmacists.
• Developing and maintaining key opinion leaders for speaking engagements.
• Developing and delivering strategies to increase brand awareness and revenue in VIT businesses via compliant channels, inclusive of:
  • Education initiatives
  • Conference attendances
  • Marketing materials
• Liaising with distribution and purchasing teams for stock issues.
• Working with marketing team to develop collaterals required to deliver brand awareness and revenue generating strategies.
• Ensuring CRM is fit for purpose and designing workflows to streamline sales processes.
• Providing insights to executive team on implementation of company business priorities by Medical Sales Team.
• Feedback market and competitive insights to executive team 
• Production of annual sales team budgets, monthly sales reports and KPIs related to overall company budgets and objectives
• Provide medical practitioners with the support they require to be able to prescribe medicinal cannabis within Australian regulatory framework.
• Educate and support medical practitioners by providing them accurate and relevant information on medicinal cannabis ranges that align with the company’s overall strategy, which include third-party ranges.
• Respond to unsolicited inquiries consistent with the compliance standards, company policy and the Medicines Australia Code of Ethical Practice.
• Provide and/or present field observations and insights to internal stakeholders.
• Execute strategic engagement plan according to annual BD goals and metrics.
• Lead and/or participate through CRM or other company platforms on activity, demonstrating the implementation of strategies and tactics, a weekly dashboard will be provided to the executive team.
• Continually advance the overall Medical Sales department’s value proposition, identify gaps, achieve results, and set an example for others to follow by consistently demonstrating VIT values and leadership attributes.
• Demonstrate tact and professionalism when communicating and interacting with others.
• Other tasks as directed by the CEO and / or CRO.

INCENTIVES

Incentives may be offered for this role inline with the company incentive plan which if offered, will be included in the position negotiations. 

This role will have it’s incentives tied to the mutually agreed company sales targets that will encompass a straight line structure of a base level percentage minimum target, and a target excess percentage maximum.