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Job Description:
Position Summary
The National Business Manager (Pharmacy) is responsible for leading the strategic direction, commercial performance, and customer relationships across the Australian Pharmacy channel. This role develops and executes customer growth strategies, delivers revenue and profit targets, manages key national accounts, and identifies opportunities to drive category growth through distribution, innovation, promotional excellence, and joint business planning.
The role acts as the primary commercial lead for major pharmacy customers and works cross-functionally with Marketing, Finance, Category, and Operations teams to achieve business objectives.
Key Responsibilities
Customer Management & Strategic Planning
Develop and execute annual customer business plans aligned to company growth objectives.
Build and maintain senior-level relationships with key pharmacy customers and banner groups.
Lead annual trading negotiations, commercial agreements, and joint business planning processes.
Identify opportunities to expand distribution, improve ranging, and accelerate category growth.
Develop customer-specific strategies to maximise sales, profitability, and market share.
Sales & Commercial Performance
Deliver annual revenue, gross profit, and market share targets.
Manage customer P&Ls and ensure profitable growth across all accounts.
Monitor business performance and implement corrective actions where required.
Drive execution of promotional programs and investment strategies.
Analyse sales trends, customer performance, and competitive activity to identify opportunities and risks.
Category & Innovation Leadership
Partner with Marketing and Category teams to develop compelling customer propositions.
Lead new product launch strategies within the pharmacy channel.
Utilise market and shopper insights to influence customer ranging decisions.
Support development of category growth initiatives that create mutual value for customers and the business.
Cross-Functional Leadership
Collaborate with Demand Planning teams to optimise forecasting, inventory management, and service levels.
Partner with Finance to manage trade spend, forecasting, and budget delivery.
Work closely with Marketing to execute channel activation plans.
Lead internal stakeholder engagement to ensure successful delivery of customer commitments.
Team Leadership
Coach and develop direct reports to achieve individual and team objectives.
Foster a high-performance culture focused on accountability, collaboration, and customer excellence.
Build succession plans and capability development initiatives within the team.
Key Performance Indicators (KPIs)
Net Sales Revenue
Gross Profit / Contribution Margin
Market Share Growth
Customer P&L Performance
Distribution & Range Expansion
New Product Launch Success
Forecast Accuracy
Trade Spend Effectiveness
Customer Satisfaction & Relationship Health
Team Engagement and Development
Skills & Experience
Essential
Bachelor’s degree in Business, Commerce, Marketing, or related discipline.
3+ years of National Account Management or Sales Leadership experience within FMCG, Consumer Healthcare, OTC, Medical Devices, or Pharmacy.
Proven experience managing national pharmacy customers.
Strong commercial acumen with demonstrated P&L ownership.
Experience leading annual negotiations and joint business planning.
Advanced analytical and forecasting capabilities.
Excellent stakeholder management and influencing skills.
Preferred
Experience working with pharmacy retail groups, wholesalers, and banner networks.
Exposure to Consumer Healthcare, Personal Care, Medical Device, or OTC categories.
Leadership experience managing account managers or field sales teams.
Location: North Ryde
Worker Type: Permanent
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