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.
As our
Strategic Account Lead - VIC & QLD
, you will own the commercial strategy and performance of key healthcare accounts across Victoria & Queensland, building robust 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.
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.
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
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
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
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.

📌 Strategic Account Lead - Vic (Queensland)
🏢 O&M Halyard APAC
📍 Queensland