National Business Manager Pharmacy

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Job Description:

Supervises professional and support level employees within the sales function. May provide work direction to Non-3M workers.

Role Purpose:

The National Business Manager – Pharmacy (Australia) is responsible for driving growth, leading strategic partnerships, and delivering commercial performance across the Australian pharmacy channel. The role owns national account strategy across key banner groups, wholesalers, and independent pharmacies, ensuring strong execution and alignment to business objectives.

Key Responsibilities

Develop and execute the national pharmacy channel strategy to deliver revenue, profit, and market share growth

Lead and manage key accounts including banner groups and wholesale partners (e.g. Sigma, API, Symbion)

Build and maintain senior relationships across the pharmacy network

Negotiate commercial agreements, pricing, and promotional plans to optimise ROI

Drive distribution, ranging, and in-store execution excellence

Lead joint business planning (JBP) with key customers

Partner cross-functionally (Marketing, Supply Chain, Finance) to deliver integrated plans

Monitor market trends, competitor activity, and channel dynamics

Lead, coach, and provide direction to the pharmacy field team

Own forecasting, budget management, and delivery of financial targets

Key Performance Indicators (KPIs)

Net sales and profit vs. budget

Pharmacy channel market share growth

Trade spend effectiveness / ROI

Distribution and ranging gains

Forecast accuracy

Customer relationship strength

Skills & Experience

Strong experience in FMCG / Consumer Health / Healthcare within the Australian pharmacy channel

Proven track record managing national accounts and wholesalers (e.g. Sigma, API, EBOS)

Strong commercial and financial acumen

Advanced negotiation and influencing skills

Ability to develop and execute strategic account plans

Excellent stakeholder and cross-functional leadership skills

Data-driven with strong analytical capability

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