Jackie Lancaster
Brisbane,QLD
Summary
Dynamic leader with a proven track record in managing and motivating sales teams to surpass targets. Expertise in creating a collaborative team environment that fosters respect and trust. Strong customer-centric approach, adept at developing and implementing customized solutions to meet client needs. Exceptional interpersonal skills, facilitating effective communication with both internal and external stakeholders. Proficient in conflict resolution and negotiation, maintaining a positive and productive workplace. Committed to delivering outstanding customer service. Demonstrated sound judgment and decision-making abilities, especially under pressure. Skilled in situation analysis, issue identification, and developing effective solutions. Flexible and adaptable, capable of effectively managing change. Results-oriented with a strong focus on achieving and exceeding performance goals.
Overview
17
17
years of professional experience
Work History
Clinical advisor
QLD Health Procurement & Supply Chain Optimisation Project
02.2024 - Current
- Clinical advisor for procurement team responsible for the sourcing and procuring of FFE items for QLD Health Hospital expansion projects
- Conduct vendor demos for the HHS key stakeholders to ais product selection
- Attend Project user group meeting to educate HHS on the P&SCO procurement process.
Sales Manager
Baxter Healthcare
11.2019 - 01.2024
- Sales Manager for QLD/NT business ($27 million revenue)
- Managed five direct reports, member of HST commercial management team reporting to the Business Director
- Developed and implemented strategic sales plans that aligned with the marketing strategy, market trends and customer needs
- Utilized data and analytics to make informed decisions and adjustments to capitalise on new market trends when necessary
- Over achievement of sales target FY2021, FY2022 and FY2023 including double digit growth every year
- FY2023 achieved record sales revenue for PSS and FLC portfolios, including > 100% growth ($10 million) over previous year for the PSS (Hillrom bed and surfaces) portfolio
- Led significant projects in 2023, including Gold Coast HHS 700 and RBWH 400 bed replacement projects, Logan/Caboolture re-developments, Satellite Hospital bulk purchases
- Responsible for all stages of tender management, contract negotiation and pricing agreements for QLD/NT accounts
- Managed, coached, and motivated the sales team to achieve their goals through weekly structured one-on-one calls, regular in-field customer calls and personal check-ins to ensure every team member felt supported and valued
- Built strong professional relationships with key stake holders throughout QLD and NT
- Provided sales analysis, competitor, and territory reporting monthly to the commercial management team
- Nominated annually for Manager of year by team members.
Account Manager
Hillrom (now Baxter Healthcare)
11.2019 - 11.2020
- FY2020 –achieved 47% growth verses prior year, over achievement of budget 123%
- Identified new sales opportunities and executed a territory plan to turn around an underperforming territory
- Identified and engaged with key stakeholders, developed a strong professional relationship leading to increased growth and transfer of accounts from competitors
- Partnered with key customers to implement solutions to meet their clinical needs, improve patient outcomes while delivering financial efficiencies
- Developed new ways to virtually connect with customers due to Covid restrictions.
Territory Manager
CR Bard
09.2016 - 11.2019
- 2016/17 FY - 15% growth verses prior year, over achievement of budget 110%
- 2017/18/19FY – achieved target >7.5% growth verses prior year
- Conducted TTM workshops for ICU clinicians to introduce increased awareness of new treatment indication which resulted in increased growth of consumables in established accounts
- Launched Endourology products in Australia – successful trials in competitor accounts
- Partnered with QLD Health to ensure BARD urology catheters remained the sole product stocked in QLD health warehouses.
Clinical Nurse
Royal Brisbane & Women’s Hospital
04.2015 - 09.2016
- Vascular Access Surveillance & Education Unit
Clinical Nurse Consultant
C.R. Bard Australia
09.2015 - 08.2016
- Initiated and led the development of a National Standard for Vascular Access with key opinion leaders to drive sales of Ultrasounds for vascular access and paved the way for the launch of the midline vascular access device in Australia.
Nurse Unit Manager
Blue Care
01.2014 - 04.2015
- Hospital in the Home, PPP Metro South HHS, QLD Health
Clinical Manager
Blue Care
02.2013 - 12.2014
- RMS Care Project
Clinical Nurse Educator/ Account manager
BD Medical
02.2007 - 12.2012
Education
Certificate in General Nursing -
Royal Hobart Hospital
Bachelor of Nursing (post-registration) -
University of Tasmania
Graduate Diploma of Clinical Education -
Flinders University
Certificate IV Training & Assessment -
Skills
- Sales Leadership
- Strategic Planning
- Business development and planning
- Customer Service
- Sales expertise
- Business Development
Coursework
Many advanced selling courses and clinical short courses for personal development also undertaken.
References
- Lisa Richardson, Segment Director, Baxter Healthcare, 0439 976 633
- Jackie Latham-Browne, Product Manager PSS, Baxter, 0468 543 723
Timeline
Clinical advisor
QLD Health Procurement & Supply Chain Optimisation Project
02.2024 - Current
Sales Manager
Baxter Healthcare
11.2019 - 01.2024
Account Manager
Hillrom (now Baxter Healthcare)
11.2019 - 11.2020
Territory Manager
CR Bard
09.2016 - 11.2019
Clinical Nurse Consultant
C.R. Bard Australia
09.2015 - 08.2016
Clinical Nurse
Royal Brisbane & Women’s Hospital
04.2015 - 09.2016
Nurse Unit Manager
Blue Care
01.2014 - 04.2015
Clinical Manager
Blue Care
02.2013 - 12.2014
Clinical Nurse Educator/ Account manager
BD Medical
02.2007 - 12.2012
Certificate in General Nursing -
Royal Hobart Hospital
Bachelor of Nursing (post-registration) -
University of Tasmania
Graduate Diploma of Clinical Education -
Flinders University
Certificate IV Training & Assessment -
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