Head of Sales

HEAD OF SALESHospital Generics & Sterile Injectablesc.$280k salary inc. super; competitive STI plus significant equity opportunityAny location. Significant travel required • Reports to the CEO
ABOUT LUMACINAGlobal health starts with trusted medicines. LumaCina supplies sterile injectable medicines and specialty pharmaceuticals to hospital systems across ANZ and select global markets, with a portfolio of 78+ products manufactured locally in WA. Backed by Bridgewest Group – a US$3B life sciences investment company with more than 20 years in the sector – we exist to keep essential medicines flowing to the patients and hospitals who depend on them, and we move quickly when patients are waiting.We're looking for a commercially astute, relationship-driven sales leader to take ownership of our hospital generics and sterile injectables business as our new Head of Sales.
ABOUT THE ROLEReporting directly to the CEO, the Head of Sales is LumaCina's senior commercial leader for the hospital channel. You'll own the sales and gross-margin targets for our generics and sterile injectables portfolio, set the go-to-market strategy for hospital tenders, GPOs and institutional accounts, and lead the field sales organisation –You'll also be a key public face of LumaCina, building relationships with hospital pharmacy directors, procurement heads, key opinion leaders and government stakeholders that open doors to formulary access and long-term contracts.This is a role for someone who can operate at both ends of the spectrum: comfortable in a tender negotiation room one day, and briefing government or therapeutic advocacy groups the next.
YOUR CHALLENGEOwn and deliver annual sales and gross-margin targets for hospital generics and sterile injectablesBuild and execute the go-to-market strategy for hospital tenders, GPOs, distributors and institutional/government accountsLead, structure and scale the hospital sales forceManage overseas sales and distribution partners and local contract sales organisations (CSOs), setting targets, pricing parameters and performance standardsDrive tender and contract management, from pricing strategy and bid preparation through to negotiation and procurement complianceBuild senior relationships with hospital pharmacy directors, procurement heads and key opinion leaders to secure formulary access and long-term contractsLead public relations and stakeholder engagement with therapeutic/disease-specific groups, government health and reimbursement authorities, and other industry stakeholdersPartner closely with Marketing, Regulatory, Supply Chain and Quality to ensure product availability, launch readiness and continuity of supplyOwn sales forecasting, demand planning input and pipeline reporting to the CEO and leadership teamIdentify new customer opportunities beyond traditional hospital groups and in overseas marketsRepresent LumaCina at industry conferences, hospital association events, tender briefings and government/regulatory forums
WHAT YOU'LL BRING10+ years of pharmaceutical sales experience, including 5+ years in a senior sales leadership role focused on the hospital channelA proven track record selling generics and/or sterile injectables into hospitals, GPOs and institutional/tender marketsExperience building and leading high-performing field sales teamsA deep understanding of hospital procurement, tender processes and pharmacy formulary systemsExcellent negotiation, stakeholder management and executive communication skillsBachelor’s degreeAlthough not essential, preference will be given to candidates with:A track record of effectively managing overseas distribution partners and local CSOs, including target-setting, governance and performance oversight across multiple marketsExperience of engaging with government departments, health authorities and therapeutic/patient advocacy groups, with strong public affairs acumenMBA or equivalent postgraduate qualification
WHAT YOU'LL BRINGYou'll be joining at a pivotal moment – shaping the commercial strategy for a growing, locally-manufactured sterile injectables business backed by serious global investment, with the autonomy of a senior leadership seat reporting straight to the CEO.Ready to lead our hospital commercial strategy? Apply now or reach out to learn more.To apply, please send your resume to recruitmentANZ@lumacina.com together with a brief covering email explaining why you believe you are suitable for the role. If you require further information or wish to discuss the role in more detail, call Steve Rowe on 0407 767133 Applications close on 5th September, 2026. Only short-listed applicants will be contacted. For all other applicants, we thank you for your interest in LumaCina.
LumaCina is an equal opportunity employer. We encourage applications from all backgrounds and experiences.