Position: National Account Manager – Pharmacy & Distributors (Full Time)
Reports to: Head of Commercial - ANZ
Date: May 2026
Summary of Position
This role is responsible for leading commercial strategy, sales growth, and customer partnerships across the Australian pharmacy channel and wholesale/distributor network. The position manages key national pharmacy customers (e.g. Chemist Warehouse, Priceline, Terry White Chemmart), as well as full-line wholesalers and specialty distributors (e.g. API, Sigma, Symbion), ensuring strong execution across both sell‐in and sell‐out. The role blends strategic account leadership, joint business planning, and execution excellence, with increasing focus on digital commerce, retail media, and omnichannel growth.
Responsibilities & Specific Accountabilities
* Develop and execute national account strategies across pharmacy retailers, banner groups, and wholesalers
* Lead Joint Business Planning (JBP) with key customers to deliver aligned growth targets (sales, share, category)
* Identify and unlock growth opportunities including:
o Distribution expansion (retail & wholesale)
o Shelf and digital visibility
o Pricing and promotional optimisation
* Drive a category‐growth mindset with customers through insight‐led selling
Distributor & Wholesale Management
* Manage strategic partnerships with pharmaceutical wholesalers and distributors (API, Sigma, Symbion, etc.)
* Align on forecasting, stock flow, and national distribution strategy
* Ensure optimal route‐to‐market execution, balancing retail, wholesale, and specialty channels
* Leverage distributor capabilities to improve availability, service levels, and speed to market
* Own delivery of sales, gross margin, and P&L targets for the pharmacy channel
* Manage and optimise trade investment and promotional ROI
* Develop accurate demand forecasts in collaboration with supply chain
* Drive profitable growth, balancing top‐line expansion and margin discipline
Negotiation & Relationship Management
* Lead annual negotiations and trading agreements with key accounts
* Build strong, senior‐level relationships across:
o Pharmacy chains and banner groups
o Wholesalers and distributors
o eCommerce and marketplace partners
* Influence customer strategy using data, insights, and category expertise
Execution Excellence (In‐store & Online)
* In‐store visibility, availability, and compliance
* Planograms, displays, and promotional execution
* Drive excellence across digital shelf (eCommerce):
o Retail media and online activation
* Collaborate with brokers/field teams to deliver consistent national execution
* Partner with LSHC eCommerce Team to accelerate growth in online pharmacy and marketplace channels
* Pureplay and pharmacy eCommerce
* Click & collect and omnichannel activation
* Partner with Marketing to optimise digital campaigns and conversion
Cross‐Functional Leadership
* Work closely with Marketing, Supply Chain, Finance, Regulatory, and Demand Planning
* Ensure strong alignment on supply readiness and inventory
* Lead internal alignment to deliver customer commitments and business targets
Market, Category & Consumer Insight
* Analyse market trends, shopper behaviour, and competitor activity
* Translate insights into actionable strategies
* Key trends shaping the role include:
o Dominance of major chains like Chemist Warehouse in pharmacy retail
o Growth of online pharmacy and digital health services
o Increased consumer focus on health, wellness, and preventive care
o Sales growth vs. target
o Market share (pharmacy channel)
o Gross margin and trade spend efficiency
o Distribution (retail & wholesale)
o In‐store & online execution metrics
o Forecast accuracy and service levels
Key Position Requirements
Education & Experience
* Bachelor's degree in Business, Commerce, or related field
* 5–10+ years in FMCG, Consumer Health, or Healthcare sales
* National pharmacy accounts experience
* Experience with wholesalers / distributors
* Strong experience with Joint Business Planning, negotiations, and category reviews
* Exposure to eCommerce, digital shelf, or retail media strongly preferred
Knowledge & Skills
* Strong commercial and financial acumen (P&L ownership)
* Advanced negotiation and influencing capability
* Deep understanding of wholesale and distribution networks
* Analytical mindset with ability to translate data into strategy
* Strong stakeholder management and cross‐functional leadership
* Proficiency in Microsoft Office and sales analytics tools (e.g. Nielsen/IQVIA)
* Results‐driven with strong ownership mentality
* Strategic yet hands‐on execution capability
* Collaborative and relationship‐focused
* Agile and adaptable in a fast‐paced environment
* Curious and forward‐thinking, with interest in digital and AI‐enabled sales tools
Additional Requirements
* Ability to travel within Australia
Success Profile
* Ability to drive growth in a complex, multi‐channel environment
* Strong capability across both retail and distributor management
* Excellence in translating strategy into execution
* Growth mindset aligned to evolving pharmacy, eCommerce, and consumer trends
Equal Opportunity Employer Statement
LifeStyles Healthcare is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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