Territory Manager - SA

Chemist Warehouse Group; Melbourne; Hybrid; AUD 90,000 - 120,000; Full time

Benefits offered by this job

Salary reviews

Work from home 1 day per week

Paid parental leave

Employee discounts with partners

EAP services

Canteen on site

Shuttle service

Job summary

Sigma Healthcare is seeking a commercially driven Territory Manager to grow a portfolio of pharmacy customers across the SA territory. You will report to the State Sales Manager and work to achieve sales and margin targets while strengthening relationships and uncovering new business opportunities.

In this role you will use market insights and data to drive growth, retention and expansion of the pharmacy network.

Qualifications

• Proven experience in sales, account management or business development.
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• Strong commercial acumen with ability to understand financial performance, budgets and profitability.
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• Excellent communication and interpersonal skills with confidence engaging stakeholders.

Responsibilities

• Develop and execute territory plans to achieve sales budgets, revenue and margin targets.
• Build and maintain strong relationships with wholesale and branded pharmacy customers.
• Identify and pursue new business opportunities through proactive prospecting and market research.
• Monitor customer purchasing patterns and market data to identify risks and opportunities.
• Lead customer business reviews and trading discussions to achieve sustainable outcomes.
• Drive growth of the independent pharmacy program and generate new franchise opportunities.
• Maintain accurate customer records, sales activity and pipeline reporting through CRM.

Skills

Sales experience

Account management

Negotiation

Analytical skills

Communication

Planning & time management

CRM systems

Microsoft Office

Tools

CRM systems

Microsoft Office

Job description

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The Sales Team plays a key role in driving business growth, maximising commercial performance and building strong relationships with wholesale and branded pharmacy customers. Working closely with pharmacies and internal stakeholders, the team focuses on winning and retaining customers, growing the independent pharmacy network and identifying opportunities to deliver tailored solutions in an evolving pharmacy environment.

About the role

We are looking for a commercially driven Territory Manager to manage and grow a portfolio of pharmacy customers across the SA territory. Reporting to the State Sales Manager, you will be responsible for achieving sales and margin targets, strengthening existing customer relationships and identifying new business opportunities.

Through a proactive and consultative sales approach, you will work closely with pharmacy owners and key stakeholders to understand their business needs, identify opportunities for growth and deliver commercially sound solutions. Using market insights, customer data and your knowledge of the pharmacy industry, you will play an important role in driving customer retention, winning new business and growing our pharmacy network.

Key responsibilities

Develop and execute territory plans to achieve or exceed sales budgets, revenue and margin targets.

Build and maintain strong relationships with wholesale and branded pharmacy customers, identifying opportunities to improve performance and strengthen partnerships.

Identify and pursue new business opportunities through proactive prospecting, cold calling, market research and solution-based selling.

Monitor customer purchasing patterns and market data to identify competitor leakage, retention risks and opportunities to grow customer share.

Lead customer business reviews, trading discussions and payment term negotiations to achieve commercially sustainable outcomes.

Drive growth of the independent pharmacy program and generate new franchise brand opportunities.

Identify pharmacies at risk of leaving and develop proactive strategies to strengthen relationships and retain business.

Promote relevant business solutions and services, including MPS packing services, to support customer needs and business growth.

Work collaboratively with internal sales, franchise and retail stakeholders to identify and progress new business and customer retention opportunities.

Maintain accurate customer records, sales activity and pipeline reporting through CRM.

Analyse sales performance, market share and customer data to identify opportunities, manage risks and inform territory planning.

Who we are looking for

Proven experience in sales, account management or business development within a commercially driven environment.

Experience managing customer relationships, developing new business and achieving sales targets.

Strong commercial acumen with the ability to understand financial performance, budgets and profitability.

Highly developed negotiation, influencing and consultative selling skills.

Strong analytical and problem‑solving skills, with the ability to interpret data and translate insights into commercial opportunities.

Excellent communication and interpersonal skills, with confidence engaging and presenting to a range of stakeholders.

Strong organisation, planning and time management skills, with the ability to manage a geographically diverse customer portfolio.

A proactive, results‑driven approach with a strong focus on customer service and relationship building.

Competent in Microsoft Office and CRM systems, with the ability to use reporting tools and customer data to drive decisions.

Experience within community pharmacy or pharmaceutical wholesale would be highly regarded.

Why Join Us?

Grow your career with purpose –

Access a wide range of learning and development programs, including our internally designed leadership pathway to support your long‑term growth. Be part of a purpose‑driven organisation making a difference in healthcare, working with a collaborative and supportive team.

Be rewarded for your impact –

Enjoy annual salary reviews linked to your performance, recognising the value you bring to the team.

Flexibility that works –

Work from home one day per week, while staying connected with your team at our vibrant Preston Support Office four days a week. We’re committed to supporting our people through life’s important moments. Alongside our formal flexibility policies, we recognise that some circumstances, such as returning from parental leave or managing personal wellbeing may require additional consideration. In these situations, we work collaboratively on case‑by‑case arrangements to provide the support needed while balancing the requirements of the role and team.

Paid parental leave –

We support growing families with six weeks of paid parental leave for primary carers and one week of paid parental leave for secondary carers.

Exclusive savings –

Access generous employee discounts across a wide range of products with our partnership with Flare, including company‑wide corporate offers on healthcare premiums with Bupa Healthcare, banking benefits with Comm Bank and novated leasing.

Support when you need it –

Tap into confidential Employee Assistance Program (EAP) services for personal or professional support.

Take advantage of our subsidised and convenient onsite canteen for varied and affordable meals, coffee, confectionary and bakery items.

Easy commuting –

Enjoy our complimentary shuttle bus connecting nearby train stations to the Preston Support Office, making public transport travel simple and stress‑free.

About Us

Sigma Healthcare is powering pharmacy! We have the largest pharmacy network in Australia with trusted brands including Chemist Warehouse, Amcal, Discount Drug Stores and Ultra Beauty! We are powered by our dedicated people and our leading Australian full line pharmacy wholesale and distribution business that delivers medicines to any pharmacy anywhere in Australia. With Chemist Warehouse now operating in four countries outside Australia, we continue to expand our reach.

Sigma Healthcare is an equal opportunity employer and is committed to fostering a diverse, inclusive, and respectful workplace where everyone can thrive. We welcome applications from people of all backgrounds and experiences and encourage you to apply, even if you don't meet every requirement listed.