Business Development Manager

Software Pty; Sydney; Hybrid; AUD 100,000 - 140,000; Full time

Benefits offered by this job

Competitive pay

Flexible work arrangements

Growth opportunities

Collaborative culture

Job summary

Z Software is seeking an experienced Business Development Manager to lead new business growth in the Australian pharmacy sector from Sydney. You will own the full sales cycle—from prospecting through to close—using a consultative, value-led approach and a strong emphasis on building long-term partnerships.

Based in Sydney with flexible working arrangements, you will develop opportunities, deliver product demonstrations, tailor proposals and collaborate with cross-functional teams to drive

Qualifications

• Proven track record selling into the Australian pharmacy sector.
• Experience in B2B software or SaaS to pharmacies.
• Strong ability to generate new business and exceed targets.
• Skilled at building relationships with pharmacy owners, operators and decision-makers.
• Excellent prospecting, pipeline development and CRM discipline.

Responsibilities

• Identify and progress new business opportunities across the Australian pharmacy market.
• Maintain a healthy pipeline aligned with sales strategy.
• Generate opportunities via outbound activity, referrals, events and marketing campaigns.
• Conduct consultative discovery to understand workflows and priorities.
• Deliver tailored demos and proposals connecting capabilities to value.
• Manage full sales cycle from initial contact to close.
• Maintain CRM records for visibility and forecasting.
• Collaborate with SDRs, Account Managers, Implementation, Product, Support and Marketing.
• Share customer feedback and market insights to improve sales strategy.

Job description

We are looking for an experienced Business Development Manager with a strong background in selling into the pharmacy sector to join the Sales team at Z Software. This is a permanent full-time opportunity based in Sydney.

This role is ideal for a commercially driven sales professional who thrives on winning new business, building strong customer relationships and converting opportunities into long-term partnerships.

Role Purpose

As the Business Development Manager (BDM) at Z Software, you are responsible for driving new business growth across the Australian pharmacy sector.

You will own the full sales cycle end to end - from prospecting, discovery, and pipeline development through to proposal and close - using a consultative and value-led approach.

You build trusted relationships with pharmacy owners, operators, and decisionmakers across Australia, aligning Z Software’s solutions to customer workflows, operational needs, and business goals.

This role focuses on new customer acquisition, disciplined pipeline management, strong CRM hygiene, effective collaboration with internal teams, and contribution to Z Software’s sales and marketing activity.

• Identify, develop and progress new business opportunities across the Australian pharmacy market.
• Build and maintain a healthy pipeline of qualified opportunities aligned with Z Software’s sales strategy and priority markets.
• Proactively generate opportunities through outbound activity, referrals, industry networks, events and marketing campaigns.
• Conduct consultative discovery conversations to understand customer workflows, pain points, priorities and decision‑making processes.
• Deliver tailored product demonstrations and presentations that clearly connect Z Software’s capabilities with customer and commercial value.
• Own opportunities throughout the full sales cycle, from initial contact and qualification through to proposal, negotiation and close.
• Prepare proposals and commercial recommendations within agreed pricing, approval and governance frameworks.
• Maintain accurate and current CRM records to support pipeline visibility, reporting and reliable forecasting.
• Provide clear updates on pipeline health, opportunities, risks, objections, competitor activity and expected outcomes.
• Work closely with SDRs, Account Managers, Implementation, Product, Support and Marketing to support effective sales execution and customer handover.
• Share customer feedback and market insights to help strengthen sales activity, product understanding and Z Software’s broader market approach.

About You

You are a commercially driven, results-focused sales hunter who thrives on winning new business. Confident in prospecting, opening doors, building strong customer relationships and uncovering genuine commercial opportunities. You have the drive, resilience and competitive mindset to pursue opportunities relentlessly, overcome objections and convert prospects into long‑term, high-value customers.

As a Business Development Manager, you will be responsible for generating new business, owning the sales process from initial prospecting through to close, and consistently exceeding sales targets. You are proactive, tenacious and motivated by results, always looking for the next opportunity, the next conversation and the next deal to win.

Ideally, you’ll bring:

• Proven experience selling into the Australian pharmacy sector, with an established understanding of pharmacy customers, their operating environment and key decision‑makers.
• Demonstrated experience in business development or B2B sales, ideally selling software, SaaS, technology or other business solutions to pharmacies.
• A strong track record of generating new business, developing opportunities and achieving or exceeding sales targets.
• Confidence engaging with pharmacy owners, operators, managers and other key decision‑makers, with the ability to build credibility and strong commercial relationships.
• A good understanding of pharmacy workflows, operational challenges and customer needs, and the ability to translate these into relevant sales conversations.
• Strong prospecting and pipeline‑development capability, with the confidence to proactively identify and create new opportunities within the pharmacy market.
• Experience managing the full sales cycle, from prospecting and discovery through to demonstrations, proposals, negotiation and close.
• Strong consultative selling skills, with the ability to uncover customer pain points and clearly communicate the value of a solution.
• Strong commercial judgement and the ability to balance customer requirements with sustainable commercial outcomes.
• Excellent communication, presentation, negotiation and relationship‑building skills.
• Strong CRM and pipeline‑management discipline, with an organised and accountable approach to follow‑up and forecasting.
• Resilience, initiative and self‑motivation, with the drive to keep opportunities progressing and deliver results.

About Us

Z Software is a Sydney-based company that provides dispensing and point‑of‑sale software to over 1,700 pharmacies across Australia. We are known for our market‑leading software and exceptional customer support, and we are committed to ensuring that pharmacies can focus on delivering the highest level of care to their customers.

As a part of Medem Group, we are at the forefront of innovation in the healthcare technology sector. We value our people and foster a collaborative and dynamic work environment where you will have the opportunity to gain experience. At Medem, we focus on purpose‑driven work that impacts healthcare outcomes while supporting growth and innovation.

Why Join Us?

• Competitive, market‑aligned remuneration with sales‑based incentives.
• Flexible working arrangements that support work‑life balance.
• The opportunity to represent established and trusted software solutions within the Australian pharmacy market.
• A role where you can directly contribute to new customer acquisition and Z Software’s continued growth.
• A collaborative environment, working closely with colleagues across all areas of the business.
• The opportunity to grow your industry network and build strong relationships with pharmacy owners, operators and decision‑makers across Australia..

Location: Flexible working arrangements are available from our office in Surry Hills, NSW 2010. The office is close to public transport and paid parking and is surrounded by a wide range of restaurants and cafés.