Business Development Manager, COOLIEF Spine Job Description

Requisition ID: 7382

Job Title: Business Development Manager: Distributor/Agent Growth Manager

Pain Management & Recovery (COOLIEF Spine)

Job Country: Australia

Here at Avanos Medical, we passionately believe in three things:

- Making a difference in our products, services and offers, never ceasing to fight for groundbreaking solutions in everything we do;
- Making a difference in how we work and collaborate, constantly nurturing our nimble culture of innovation;
- Having an impact on the healthcare challenges we all face, and the lives of people and communities around the world.

At Avanos you will find an setting that strives to be independent and different, one that supports and inspires you to excel and to help change what medical devices can deliver, now and in the future.

Avanos is a medical device company focused on delivering clinically superior breakthrough solutions that will help patients get back to the things that matter. We are committed to creating the next generation of innovative healthcare solutions which will address our most important healthcare needs, such as reducing the use of opioids while helping patients move from surgery to recovery. Headquartered in Alpharetta, Georgia, we develop, manufacture and market recognized brands in more than 90 countries. For more information, visit www.avanos.com .

Position Purpose

Drive sustainable year-over-year growth of the COOLIEF portfolio across Australia and New Zealand through distributor/agent leadership, clinical adoption, market development, public hospital expansion, and commercial execution with a dedicated focus on advancing Lumbar, Cervical, Thoracic,



and Sacroiliac Joint indications in Spinal Orthopaedics and Neurosurgery.

The role serves as the primary commercial partner to distributor/agent organisations, enabling sales capability, developing physician advocacy, expanding referral pathways, activating new accounts, and driving increased patient access to COOLIEF therapies. The position will also identify strategic growth opportunities across the continuum of care through collaboration with the Game Ready business.

Key Responsibilities

Commercial Leadership & Growth

- Develop and execute annual ANZ growth strategies aligned to revenue, procedure volume, and market share objectives.
- Achieve and exceed annual sales targets through effective distributor/agent engagement and market development activities.
- Identify, prioritise and convert new business opportunities across public and private healthcare settings.
- Expand utilisation within existing accounts through increased physician adoption and procedure growth.
- Develop territory and account growth plans based on market opportunity assessments.
- Analyse market trends, customer needs and competitive activity to identify new growth opportunities.

Distributor/Agent Partner Management

- Develop and execute joint business plans with distributor/agent partners.




- Conduct quarterly business reviews and performance assessments.
- Align distributor/agent activities with strategic priorities and annual growth objectives.
- Establish clear performance expectations and accountability measures.
- Monitor distributor/agent sales performance, forecast accuracy, pipeline development and inventory management.
- Support distributor/agent leadership teams in opportunity prioritisation and resource allocation.
- Ensure consistent therapy messaging, customer engagement standards and compliant selling practices.
- Evaluate distributor capabilities and implement development plans to improve commercial effectiveness.

Coaching & Field Leadership

- Conduct regular joint customer visits with distributor/agent sales teams.
- Deliver field coaching focused on consultative selling, opportunity management and account planning.
- Support strategic account development and major commercial opportunities.
- Improve distributor/agent capability in territory planning, pipeline management and value-based selling.
- Provide leadership and guidance during complex physician evaluations and account conversions.
- Act as a trusted coach and subject matter expert to distributor/agent sales representatives and managers.

Clinical Education & Therapy Adoption

- Deliver product, therapy and clinical education programs for distributor/agent teams and healthcare professionals.
- Develop distributor/agent competency across COOLIEF CRFA technologies and associated recovery solutions.
- Support physician onboarding and therapy implementation.
- Coordinate synthetic workshops, cadaver la

📌 Business Development Manager, COOLIEF Spine (Australia)
🏢 Avanos Medical
📍 Australia