Regional Sales Manager - Melbourne

Position Purpose

The Regional Sales Manager is responsible for leading, coaching and managing a team of Account Managers within an allocated region to deliver sustainable sales growth, improve field execution, strengthen customer engagement and achieve regional sales targets.

This is a hands-on commercial leadership role requiring strong direct sales experience, field coaching capability, territory planning, forecasting discipline and people leadership. The Regional Sales Manager is expected to translate business strategy into effective field execution and ensure Account Managers convert activity into measurable sales outcomes.

Key Responsibilities

Regional Sales Leadership

• Lead and manage a team of Account Managers across a defined region.
• Deliver regional sales targets through structured and disciplined field execution.
• Set clear expectations for sales activity, territory performance and customer engagement.
• Build a performance-focused culture that balances accountability, engagement and professional development.
• Ensure each Account Manager understands their territory priorities, sales targets and key growth opportunities.
• Maintain a strong field presence and actively support the team in customer-facing situations.

The role requires the ability to lead, motivate, support and hold Account Managers accountable while maintaining a constructive and professional team culture.

Sales Growth & Target Achievement

• Take ownership of regional sales performance and achievement of agreed revenue targets.
• Develop practical action plans to accelerate growth across existing and developing territories.
• Identify opportunities to grow existing accounts, improve customer retention and acquire new business.
• Monitor performance against target and intervene early where sales gaps emerge.
• Work with individual Account Managers to develop recovery plans for territories that are behind target.
• Maintain strong focus on converting sales activity into orders and revenue.

The successful candidate must have a demonstrated record of delivering sales growth through revenue expansion, account development, customer retention, territory growth and new business acquisition.

Field Coaching & Team Development

• Conduct regular field coaching with Account Managers.
• Support the team with customer call planning and preparation.
• Coach representatives in:
  • objection handling;
  • product positioning;
  • competitive positioning;
  • negotiation;
  • pricing discussions;
  • follow-up discipline; and
  • closing sales opportunities.
• Observe customer interactions and provide clear, practical feedback.
• Identify individual development needs and create structured coaching plans.
• Build the commercial confidence and capability of the sales team.
• Share best practice across territories and encourage consistent execution standards.

A core requirement of the position is demonstrated capability to improve Account Manager performance through practical field-based coaching.

Territory & Account Planning

• Translate regional sales targets into clear territory-level plans.
• Ensure Account Managers maintain structured territory plans aligned with regional priorities.
• Support appropriate customer segmentation, account prioritisation and call-cycle planning.
• Identify growth opportunities and risks across territories.
• Ensure appropriate focus is placed on high-value, high-potential and strategically important accounts.
• Review territory plans regularly and adjust activity based on performance and changing market conditions.
• Support Account Managers to balance existing customer growth with new customer acquisition.

Strong territory planning discipline is required, including customer segmentation, account prioritisation, call cycles, growth opportunity identification and risk management.

Forecasting & Pipeline Management

• Maintain an accurate regional sales forecast.
• Review expected revenue by territory and key account.
• Analyse pipeline strength, customer ordering patterns and order cadence.
• Identify risks to target achievement early.
• Develop clear recovery plans where forecasts indicate performance gaps.
• Hold Account Managers accountable for the quality and accuracy of their forecasts.
• Provide leadership with clear visibility of regional opportunities, risks and expected outcomes.
• Ensure forecasting reflects realistic customer behaviour and known market conditions.

The role requires strong capability in forecasting, pipeline management and order cadence analysis, with early identification of sales risks and practical plans to close gaps.

Customer & Key Account Management

• Build and maintain strong relationships with strategically important customers.
• Support Account Managers in developing high-value and high-potential accounts.
• Engage directly with clinics, doctors, nurses and other relevant stakeholders where required.
• Support complex customer negotiations and commercial discussions.
• Assist Account Managers in influencing customer purchasing behaviour and increasing account value.
• Support customer retention strategies and identify opportunities to increase share of account.
• Participate in key customer meetings where Regional Sales Manager involvement can materially improve commercial outcomes.

The role requires strong customer relationship management capability across clinics, doctors, nurses and other relevant stakeholders.

Commercial & Pricing Discipline

• Ensure sales activity operates within approved pricing structures and commercial guidelines.
• Maintain strong discipline around promotional activity, pricing and commercial governance.
• Support Account Managers in navigating pricing discussions and negotiations.
• Ensure discounts, offers and commercial decisions are consistent with business expectations.
• Maintain focus on commercial return and appropriate use of promotional investment.
• Reinforce appropriate ROI thinking across the sales team.
• Escalate material pricing or commercial risks to leadership where appropriate.

The position requires the ability to manage sales activity within agreed pricing structures, promotional guidelines, budget expectations and governance requirements.

Performance Management & Accountability

• Establish clear performance expectations for each Account Manager.
• Monitor sales results, customer activity and field execution.
• Identify underperformance early and address issues directly.
• Provide structured coaching and support to improve performance.
• Develop practical performance improvement plans where required.
• Recognise strong performance and reinforce behaviours that contribute to commercial success.
• Ensure consistent follow-through on agreed actions and commitments.

The Regional Sales Manager must be able to set expectations, monitor performance, identify underperformance early and provide structured support to improve outcomes.

Cross-Functional Collaboration

• Work closely with Marketing to support effective implementation of brand strategies and campaigns.
• Partner with Clinical Education and Training teams to align educational activities with commercial priorities.
• Collaborate with Finance and Operations on forecasting, pricing, stock considerations and commercial requirements.
• Work effectively with Customer Service to resolve customer issues and improve customer experience.
• Partner with leadership on regional priorities, business planning and performance reviews.
• Ensure field execution remains aligned with broader company objectives.

The role requires effective collaboration with Marketing, Clinical Education, Training, Finance, Operations, Customer Service and leadership teams.

Strategic & Tactical Execution

• Translate national sales priorities into clear regional actions.
• Balance longer-term regional planning with effective day-to-day execution.
• Ensure sales activity is purposeful and directly connected to commercial outcomes.
• Identify changing market conditions and adjust regional plans accordingly.
• Maintain focus on activities most likely to improve customer conversion and sales performance.
• Support execution of new product launches and growth initiatives within the region.

Leadership & Communication

• Communicate business priorities clearly to the team.
• Provide regular feedback, direction and performance updates.
• Lead sensitive or challenging performance conversations professionally.
• Build trust within the team while maintaining appropriate accountability.
• Communicate changes effectively and support the team through periods of business transition.
• Represent the organisation professionally with customers and internal stakeholders.
• Maintain a constructive, engaged and commercially focused team culture.

Strong communication and stakeholder management capability is required, including the ability to give clear direction, manage sensitive conversations and represent the business professionally.

Key Performance Indicators

Performance may be measured against:

• Regional revenue achievement
• Sales growth versus prior period
• Achievement of regional and territory targets
• New customer acquisition
• Existing customer growth and retention
• Territory performance improvement
• Forecast accuracy
• Pipeline quality
• Account Manager productivity
• Field coaching frequency and effectiveness
• CRM and reporting discipline
• Customer engagement and conversion
• Pricing and promotional compliance
• Team engagement and retention
• Development of underperforming territories
• Successful execution of product launches and commercial initiatives

Essential Experience

The successful candidate will demonstrate:

• Proven experience managing and leading a direct sales team.
• Strong track record of delivering sales growth and achieving targets.
• Strong field coaching capability with evidence of improving representative performance.
• Experience in territory planning, account prioritisation and forecasting.
• Ability to identify sales risks and implement practical recovery plans.
• Ability to support Account Managers in converting sales activity into orders and revenue.
• Strong customer relationship and key account management capability.
• Commercial discipline across pricing, promotions and ROI.
• Strong leadership, communication and change management capability.
• Ability to operate effectively in a fast-paced, growth-focused business environment.

Preferred Experience

Preference will be given to candidates with:

• Previous experience leading a field-based sales team.
• Experience in aesthetics, injectables, medical devices, pharmaceuticals, healthcare or a related clinical/commercial environment.
• Strong understanding of clinic-based selling and customer conversion.
• Experience launching or growing products in highly competitive markets.
• Experience managing both established and developing territories.
• Experience coaching representatives through objections, pricing discussions and competitive positioning.
• Demonstrated ability to improve team engagement, capability and sales confidence.

Skills & Capabilities

• Strong sales leadership and commercial acumen.
• Demonstrated people-management capability.
• Advanced field coaching skills.
• Strong territory and account planning discipline.
• Strong forecasting and pipeline-management skills.
• Effective negotiation and influencing capability.
• Strong analytical and problem-solving skills.
• Excellent communication and stakeholder-management capability.
• Ability to manage performance constructively.
• Strong understanding of customer conversion and account growth.
• Ability to prioritise effectively in a fast-moving commercial environment.
• High level of accountability and follow-through.

Personal Attributes

The successful Regional Sales Manager will be:

• Commercially driven
• Hands-on and field focused
• Results orientated
• Highly accountable
• Collaborative
• Resilient
• Decisive
• Coachable and able to coach others
• Comfortable having challenging conversations
• Strong at building trust
• Customer focused
• Data driven
• Proactive in identifying risks and opportunities
• Able to balance strategy with practical execution

Minimum Capability Standard

The Regional Sales Manager must be able to demonstrate the capability to:

• manage a team of Account Managers across a defined region;
• deliver regional sales targets through structured field execution;
• coach Account Managers in customer-facing sales situations;
• analyse territory performance and identify growth opportunities;
• develop practical action plans to close sales gaps;
• accurately forecast expected revenue by account and territory;
• support customer retention and new business growth; and
• lead the team in a way that builds confidence, accountability and commercial focus.

Role Outcome

The Regional Sales Manager is ultimately accountable for delivering regional growth through people, planning, coaching and disciplined execution.

Success in the position requires a commercially strong, field-based leader who can develop Account Managers, strengthen customer relationships, improve territory performance and consistently convert sales activity into sustainable revenue growth.