Channel Sales Manager - IDP
Blackmores Group is an Australian publicly-listed company, with an extensive presence across Asia Pacific. Our vision is to connect every person on earth to the healing power of nature by combining our knowledge of nature and science to deliver quality health solutions to people and their pets everywhere, every day. Recognising that you can’t have healthy people without a healthy planet, we’re strongly committed to embedding sustainability across our business and giving back to the communities in which we operate.
As a purpose-led, performance-driven organisation, Blackmores Group strives to create remarkable employee experiences through supporting a diverse and inclusive culture, creating leadership that inspires high performance, and providing everyone with opportunities to achieve their professional, personal and wellbeing goals supported by our flexible work practices and family friendly policies.
Purpose of role:
Lead the development and execution of Blackmores' commercial strategy within the local market, delivering sustainable business growth and a seamless omnichannel consumer experience. The role is responsible for growing the IDP sales channel through strong strategic partnerships, driving revenue and profitability, and transforming the sales organization from transactional selling to value-based customer engagement
Responsibilities include:
Channel Strategy & Business Growth
- Develop and execute IDP channel strategies and business plans to drive revenue growth, profitability, market penetration, and sustainable business performance.
- Translate commercial strategy into clear channel and customer priorities while identifying new growth opportunities through partnerships, customer segments, and routes to market.
- Drive sales performance and monitor channel effectiveness, proactively managing risks, gaps, and opportunities to support both short-term results and long-term growth
Commercial & Financial Management
Manage trade investment, promotions, and ROI to deliver revenue and profitability targets.
Optimize trade spend and resources based on customer value and business opportunities.
Drive accurate forecasting and cross-functional planning with Supply Chain and Finance.
Customer & Strategic Partnership Management
- Build and grow strategic partnerships with key customers and stakeholders.
- Develop joint business plans to drive mutual growth and value creation.
- Expand market reach through new partnerships and value-based customer engagement
Value-Based Selling Capability Transformation
Lead the transition from transactional to value-based selling across the IDP sales team.
Build commercial acumen, business case development, and ROI-driven selling capabilities.
Strengthen questioning, listening, negotiation, and stakeholder influencing skills.
Coach teams through field observation, account planning, and performance development.
Establish clear capability standards and performance measures to drive lasting sales behaviours and results.
NPD & Commercial Execution
Lead NPD distribution and channel readiness, ensuring successful product launches and appropriate market coverage.
Translate NPD strategies into clear customer plans, distribution targets, visibility, and sell-in execution.
Ensure effective execution of commercial programs across IDP and relevant offline/online touchpoints.
Collaborate with Marketing, Trade Marketing, Product, eCommerce, Supply Chain, and Finance to ensure seamless execution.
Omnichannel & Consumer Experience
Drive stronger integration between offline, online, and omnichannel customer and consumer experiences.
Identify opportunities to connect physical and digital consumer journeys and unlock incremental growth.
Ensure consistent execution of Blackmores’ brand proposition across relevant consumer and customer touchpoints.
Market & Customer Intelligence
Conduct market, shopper, customer, and competitor analysis to identify opportunities and threats.
Stay ahead of industry trends, competitor activities, emerging channels, and changing consumer behaviours.
Translate insights into actionable channel strategies, customer plans, and commercial initiatives.
People Management
Build and lead a high-performing, customer-focused sales team.
Coach and develop talent to strengthen capability and performance.
Foster a culture of accountability, commercial excellence, and future leadership development
Who are you?
Bachelor’s degree or higher in Business Administration, Sales, Marketing, or related fields.
Proven experience in channel sales management, preferably in FMCG, pharmaceutical, consumer health, or vitamins & supplements.
Strong commercial knowledge of IDP/Pharmacy channels, including market trends, customer needs, and consumer behavior.
Strong strategic selling, negotiation, and relationship-building skills, with the ability to develop value-based customer partnerships.
Strong commercial and analytical mindset, with the ability to translate customer needs into business value, ROI, and growth opportunities.
Proven leadership and people development skills, including coaching and building sales capabilities.
Strong influencing and communication skills, with the ability to work effectively across functions and manage ambiguity.
Willingness to travel as needed.
Agencies please note: this recruitment assignment is being managed directly by Blackmores Talent Acquisition team. We will reach out to our preferred agency partners if required. Your respect for this process is appreciated.