Business Development Manager, COOLIEF Orthopaedics

Requisition ID: 7352

Job Title: Business Development Manager, COOLIEF Orthopaedics

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 environment 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.

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 labs, in-services and educational events in partnership with the ANZ Marketing team.
• Partner with physicians to expand procedural confidence and clinical utilisation.
• Ensure high-quality clinical support during new account activation and physician adoption programs.

Public Hospital & Health System Development

• Support execution of the ANZ public hospital growth strategy.
• Identify and develop opportunities within public healthcare systems.
• Build relationships with clinical leaders, department heads, procurement teams and key hospital stakeholders.
• Support evaluation pathways, funding discussions and value-based healthcare initiatives where appropriate.
• Facilitate adoption of COOLIEF therapies within public institutions through education, clinical evidence and stakeholder engagement.
• Assist in navigating hospital approval processes and procurement requirements.

Market Development & KOL Engagement

• Build awareness and adoption of COOLIEF therapies across targeted specialties.
• Develop referral pathways between orthopaedics, pain specialists, sports medicine and rehabilitation stakeholders.
• Identify, engage and develop Key Opinion Leaders (KOLs) and clinical champions.
• Establish and expand reference sites across ANZ.
• Partner with KOLs to support physician education, therapy advocacy and market expansion initiatives.
• Identify unmet clinical needs and opportunities for therapy expansion.

Competitive Intelligence & Business Analytics

• Monitor competitor activity, market trends and emerging technologies.
• Analyse sales, procedure and market data to identify growth opportunities and performance gaps.
• Maintain accurate opportunity pipelines and forecasting processes.
• Provide regular market intelligence and strategic recommendations to leadership.
• Develop and maintain distributor/agent performance scorecards and business reviews.
• Use data-driven insights to optimise resource allocation and commercial effectiveness.

Forecasting & Business Planning

• Own the ANZ COOLIEF forecasting process in partnership with distributor/agent organisations.
• Drive disciplined pipeline management and opportunity reviews.
• Monitor inventory levels, demand planning inputs and forecast accuracy.
• Develop annual business plans and quarterly growth initiatives.
• Identify risks and implement corrective actions to achieve financial objectives.

Cross-Functional Collaboration

Collaboration with Game Ready

• Identify opportunities to leverage relationships across Pain Management & Recovery and Sports Medicine portfolios.
• Share surgeon opportunities, customer insights and market intelligence across businesses.
• Coordinate account-targeting and market-development activities where appropriate.
• Identify complementary opportunities across COOLIEF and Game Ready within the orthopaedic continuum of care.
• Support strategic initiatives that improve patient outcomes across the treatment pathway.

Internal Collaboration

• Partner with Marketing, Sales Operations, Medical Education, Regulatory, Supply Chain, Customer Service and Finance teams to support business objectives.
• Contribute to annual planning, forecasting and strategic growth initiatives.
• Provide market feedback to support product positioning and commercial strategy.

Compliance & Governance

• Conduct all activities in accordance with company policies, regulatory requirements and industry codes of conduct.
• Ensure ethical and compliant interactions with healthcare professionals and customers.
• Maintain accurate records of customer activities, opportunities and training programs.
• Support quality and compliance initiatives across distributor networks.

Avanos Medical is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or any other characteristic protected by law.

IMPORTANT: If you are a current employee of Avanos or a current Avanos Contractor, please apply here.

Join us at Avanos
Join us and you can make a difference in our products, solutions and our culture. Most of all, you can make a difference in the lives, people, and communities around the world.

Make your career count
Our commitment to improving the health and wellbeing of others begins with our employees - through a comprehensive and competitive range of benefits. We provide more than just a salary - our Total Rewards package encompasses everything you receive as an employee; your pay, health care benefits, retirement plans and work/life benefits.