B2B Sales & Account manager

OutsourcedIn is a company in the medical devices and healthcare industry, and they are seeking an experienced Account Manager – B2B Sales & Client Relationships. This role is focused on managing and growing a portfolio of pharmacy and healthcare accounts, driving revenue through sales and account management activities.

Responsibilities:

• Manage a portfolio of existing pharmacy, wholesale, reseller and healthcare accounts
• Build strong, long-term relationships with pharmacy owners, pharmacy managers, procurement teams, buyers, distributors and other key decision-makers
• Act as the primary point of contact for customer enquiries, pricing, product availability, orders and account support
• Conduct regular account reviews to understand purchasing requirements, stock levels and future demand
• Maintain consistent communication with clients to improve engagement, retention and repeat purchasing
• Resolve account issues professionally and coordinate with internal operations, logistics and customer service teams
• Ensure clients receive accurate product, pricing, ordering and commercial information
• Maintain a high level of customer satisfaction while protecting the company's commercial interests
• Generate revenue through repeat orders, account expansion, upselling and cross-selling
• Increase purchasing volumes across existing pharmacy, reseller and wholesale accounts
• Introduce additional diagnostic testing kits and medical products to existing clients
• Develop account growth plans for high-value pharmacy groups, wholesalers and reseller partners
• Reactivate inactive, dormant or low-spending accounts
• Follow up quotations, product enquiries, samples and previous sales opportunities
• Negotiate wholesale pricing, reseller arrangements and volume-based purchasing agreements within approved commercial guidelines
• Build and maintain a strong sales pipeline across pharmacies, healthcare providers, wholesalers and distributors
• Achieve monthly and quarterly sales, revenue and gross-profit targets
• Recruit and onboard new pharmacy, wholesale and reseller accounts
• Develop relationships with distributors and resellers capable of expanding product coverage across Australia
• Identify and approach pharmacy groups, banner groups, buying groups and independent pharmacy networks
• Support reseller partners with product information, wholesale pricing, sales materials and ordering processes
• Monitor reseller activity, account performance, purchasing behaviour and customer feedback
• Identify opportunities for preferred-supplier, distribution and high-volume purchasing arrangements
• Maintain a clear understanding of wholesale, reseller and recommended retail pricing structures
• Protect pricing integrity and minimise channel conflict between direct, wholesale and reseller customers
• Develop detailed product knowledge across diagnostic testing kits, rapid antigen tests and related medical products
• Clearly explain product features, intended use, packaging configurations, expiry dates, ordering requirements and commercial benefits
• Provide accurate information regarding product availability, stock levels, delivery timeframes and wholesale order quantities
• Support the onboarding of new pharmacy, wholesale and reseller accounts
• Coordinate technical, regulatory or product-related enquiries with internal specialists where required
• Communicate product updates, new product releases, stock changes and relevant regulatory information to clients
• Ensure all product representations and client communications remain accurate, professional and compliant
• Conduct outbound sales activity to pharmacies, pharmacy groups, wholesalers, medical centres, healthcare organisations and distributors
• Identify and qualify potential accounts based on purchasing volume, number of locations, distribution capability and commercial fit
• Book and conduct sales meetings, product presentations and account-development calls
• Prepare quotations, proposals and wholesale pricing offers
• Maintain a disciplined follow-up process to convert opportunities into active purchasing accounts
• Develop new sales territories and identify underserved markets
• Attend relevant pharmacy, medical and healthcare industry events when required
• Maintain accurate and current CRM records for all clients, leads, quotations and sales opportunities
• Record client interactions, purchasing history, follow-up actions and account-development opportunities
• Maintain an accurate sales pipeline and revenue forecast
• Report on account performance, repeat-order rates, client retention, new business activity and sales results
• Identify declining accounts and implement account-recovery strategies
• Provide management with market feedback relating to pricing, competitor activity, product demand and customer requirements
• Track account profitability and ensure discounts remain within approved commercial margins

Requirements:

• Minimum five years' Australian experience in B2B account management, medical sales, pharmaceutical sales, pharmacy sales, diagnostic products, healthcare products or wholesale distribution
• Demonstrated experience managing and growing Australian commercial accounts
• Proven track record of achieving sales targets and increasing repeat business
• Strong understanding of the Australian pharmacy, medical, healthcare, wholesale or reseller market
• Experience dealing with pharmacy owners, pharmacy groups, wholesalers, distributors, procurement teams or healthcare organisations
• Strong understanding of wholesale, reseller, volume-pricing and margin structures
• Confident conducting outbound sales calls, account-development meetings and product presentations
• Strong negotiation, relationship-management, follow-up and closing skills
• Excellent written and verbal English communication
• Strong commercial judgement and ability to identify profitable sales opportunities
• High attention to detail when managing pricing, quotations, stock information, expiry dates and client records
• Experience using CRM systems, Microsoft Office, email and online meeting platforms
• Ability to work independently and manage a large portfolio of accounts
• Full understanding of Australian business practices and professional communication standards
• Existing relationships within the Australian pharmacy, medical or healthcare wholesale sectors
• Experience selling COVID-19 rapid antigen tests, diagnostic testing kits, pathology products or medical devices
• Experience working with pharmacy groups, pharmacy banner groups, buying groups, wholesalers or distributors
• Experience managing national, multi-location or high-volume accounts
• Understanding of Australian medical-device and diagnostic-product regulatory requirements
• Experience working with procurement teams and commercial buyers
• Experience managing wholesale pricing, reseller agreements and product-distribution channels