Sales Director - ACT, SW & LS

With a passion for life

Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge we exist to make life-saving technology accessible for more people. To make a true difference for our customers – and to save more lives, we need team players, forward thinkers, and game changers.

Are you looking for an inspiring career? You just found it.

The Opportunity

Getinge ANZ is at a pivotal moment. We have built a clear strategy, a strong leadership team, and an operating system designed for disciplined execution. We are now recruiting a Sales Director to lead our commercial organisation into its next chapter — and to play a central role in shaping the strategy that gets us there.

This role sits at the intersection of commercial leadership and business strategy. You will lead a team of Divisional Sales Managers and their account managers, own two of our six differentiating strategic actions, build the commercial strategy for our ten Focus Product Areas, and contribute as a genuine peer on our ANZ leadership team.

We are looking for someone who leads from the front — who is as comfortable in a C-suite conversation with a hospital executive as they are coaching a rep on how to develop a new account. Someone who understands that building a high-performing sales culture is about raising the standard and equipping people to meet it, not just measuring whether they do.

Sales Results and Sales Leadership
This role is responsible for delivering net sales outcomes for Australia and is also focused on delivering other key financial results including working capital and profitability through effective sales pricing strategies.
Great sales leadership at Getinge ANZ means building a team that earns the right to call itself the most commercially capable in the industry — through the quality of its customer relationships, the discipline of its planning, and the consistency of its execution.
Building a High-Quality Sales Culture
Getinge ANZ's account managers are strong relationship builders. Your job is to ensure those relationships are also commercially productive — that every significant customer interaction has a clear purpose, advances a real opportunity, and is documented in a way that builds institutional knowledge about the account.
The standard is not about activity volume alone. It is about the quality of thinking that goes into each customer interaction — the right people, the right conversation, the right outcome. A rep who visits 20 accounts without a clear commercial agenda is not building pipeline. A NSM who accepts this is not leading.

Specifically, you will:

• Conduct field ride-alongs with each NSM within your first 60 days — to assess the quality of customer conversations and coach in real time.
• Establish a monthly pipeline review cadence with each NSM, anchored to target accounts, FPA opportunities, and what is genuinely moving.
• Set a clear standard for post-visit documentation in GForce (salesforce.com – our CRM system): who was seen, what was the outcome or next step, which FPA or target account does this advance.
• Hold NSMs accountable for the quality of their team's commercial activity — not just the volume. A NSM should be able to speak to the substance of their team's customer interactions.
• Build prospecting discipline across the team. Each account manager maintains a defined list of target accounts they are actively developing — prospects or material expansion opportunities — reviewed monthly.

People Development: This position has 4 Divisional Sales Managers — (IC) (SWP) (ACT) (LS) — a Business Unit Manager for Digital Solutions, and a Manager that leads clinical and product support. Your primary leverage in this role is through them. The quality of the team's performance will largely reflect the quality of your investment in their development.

Specifically, you will:

• Run regular 1:1s with each Manager anchored to their 3 Results — not operational updates.
• Build a quarterly field coaching calendar — structured time in each territory, observing and coaching customer interactions including FPA conversations.
• Conduct a structured capability assessment of each Manager in your first 90 days and develop individual growth plans with HR support.
• Have direct, early performance conversations where the standard is not being met — not softened feedback delivered months after the issue first appeared.
• Develop Manager capability on FPA commercial strategy so they can coach their own teams on how to win with each focus product.

ANZ Leadership Team Contribution
As a member of the ANZ leadership team, your accountability extends beyond commercial performance. Every leader at Getinge ANZ is accountable for all three pillars of our strategy — People, Customer Satisfaction, and Sustainable Business Performance — not just their own function.
You will bring market intelligence to the leadership team that others cannot — competitor activity, customer sentiment, tender signals, FPA traction, and emerging opportunities. This intelligence should shape how the ANZ strategy evolves, and you should be prepared to advocate for strategic changes when the market warrants them.

• You will collaborate closely with Leadership Team peers on HTP, VCE, and FPA strategy; on the commercial-to-service handoff and customer experience; on service contract strategy; on commercial data and financial performance; and on team culture and capability.
  Governance, compliance and QRC
• Drive, monitor and ensure sales governance compliance - e.g. pricing approvals, G Force visits, on time expense submissions, etc.
• Drive, monitor and ensure completion of required QRC and sales/product training.
• Ensure team members are aware of the key QRC frameworks and processes that are relevant to their specific role.
• Follow relevant reporting/escalation process for any governance / compliance issues.
• Quality System Duties, Compliance, Workplace Health Safety & Environmental
• Ensure that all aspects of the role are in compliance with company policy and procedures and the requirements of ISO9001.
• Ensure that all work is conducted in a manner compliant with the WHSE Management Plan, company environment, Health and Safety Policies and Procedures and all relevant state legislation.
• Follow all QA and WHSE management system policies, procedures, and work instructions.
• Ensure correct manual handling techniques are used at all times.
• Transportation of products in accordance with Company policy.
• Use all tools, PPE, and safety equipment in accordance with relevant WHSE policy and guidelines.
• Act responsibly for the safety of self and others by working in a safe manner without risk to themselves, others, property, or the environment.
• Build Quality into all aspects of work by maintaining compliance to all quality requirements.
• Report personal injuries and accidents promptly.
• Correct WHSE hazards and report those which cannot be immediately corrected.
• Co-operate with management on matters of QA and WHSE.
• Be actively involved in all QA and WHSE programs and activities.
• Report actual or potential QA or WHSE incidents/issues/near misses.
• Identify and have input into the elimination of QA and WHSE detrimental work practices.
• Seek assistance if unsure of any QA or WHSE requirements.

Minimum Requirements

• Proven track record of leading a field sales team in a complex B2B environment — ideally capital equipment, medical devices, or healthcare technology. You have managed managers, not just reps.
• Commercial sophistication: you understand margin, recurring revenue models, tender strategy, and value-based selling at a level that earns respect from your team and your customers.
• Experience building or executing a focus product or portfolio strategy — identifying where to play, how to win, and how to ensure the team's time reflects the strategy.
• Strong enough to hold people accountable directly and fairly. You do not avoid hard conversations, and you do not accept explanations dressed up as reasons.
• Strategic enough to contribute meaningfully to ANZ-level business strategy — not just execute it. You have opinions about markets, customers, and positioning that are worth hearing.
• A genuine leadership team player — as interested in the performance of the whole business as you are in hitting your own number.
• Based in Australia. Willing and able to spend significant time in the field across ANZ territories.

Desirable requirements

• Experience in medical devices, surgical equipment, sterile processing, or adjacent healthcare technology markets.
• Familiarity with the ANZ public and private hospital procurement landscape.
• Experience implementing structured sales methodologies and the judgment to know when they help and when they get in the way.
• Exposure to recurring revenue or service-led commercial models, not just capital equipment cycles.
• Experience working with clinical evidence and proof points as part of a commercial strategy.

Required Knowledge, Skills and Abilities

• Excellent interpersonal and Communication Skills.
• Ability to work under pressure.
• Organisational skills.
• High energy and strives for success
• Comfortable in various health care/medical settings and environments.
• Leadership & Management of Others
• This role has 6 direct reports and manages a large sales organisation.

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About us 

With a firm belief that every person and community should have access to the best possible care, Getinge provides hospitals and life science institutions with products and solutions aiming to improve clinical results and optimize workflows. The offering includes products and solutions for intensive care, cardiovascular procedures, operating rooms, sterile reprocessing and life science. Getinge employs over 12,000 people worldwide and the products are sold in more than 135 countries.  

Reasonable accommodations are available upon request for candidates taking part in all aspects of the selection process.