Job Description

Account Manager – B2B Sales & Client Relationships - Remote

Medical Devices | Diagnostic Testing Kits | Pharmacy Wholesale

Location: Remote / Work From Home
Employment Type: Full-Time
Industry: Medical Devices | Diagnostic Testing | Pharmacy | Healthcare | Wholesale Distribution

About the Role

We are seeking an experienced Account Manager – B2B Sales & Client Relationships to manage, grow and retain a portfolio of pharmacy, reseller, wholesale and healthcare accounts across Australia.

This role will focus on selling and supporting medical and diagnostic products, including COVID-19 rapid antigen tests and other diagnostic testing kits, through wholesale and reseller channels.

You will be responsible for developing strong commercial relationships, increasing repeat orders, identifying upselling opportunities and expanding product distribution across pharmacy groups, independent pharmacies, medical wholesalers, healthcare providers and reseller networks.

This is a revenue-focused account management role requiring a minimum of five years' Australian experience in medical, pharmaceutical, pharmacy, diagnostic, healthcare or related B2B sales.

Key Responsibilities

Account Management and Client Relationships

• 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.

B2B Sales and Revenue Growth

• 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.

Wholesale and Reseller Development

• 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.

Product Knowledge and Client Support

• 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.

New Business Development

• 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.

CRM, Reporting and Forecasting

• 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.

Key Performance Indicators

Performance will be measured against:

• Monthly and quarterly sales revenue.
• Gross-profit and margin targets.
• Repeat-order revenue.
• Account retention rate.
• Growth of existing accounts.
• Number of new pharmacy, wholesale and reseller accounts opened.
• Number of inactive accounts successfully reactivated.
• Quotation-to-sale conversion rate.
• Average order value.
• Sales pipeline value.
• Forecast accuracy.
• CRM activity and follow-up completion.
• Client satisfaction and issue-resolution timeframes.

Mandatory Experience and 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.

Highly Regarded

• 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.

Personal Attributes

• Commercially driven and target focused.
• Relationship oriented without being passive.
• Professional, credible and confident when dealing with healthcare clients.
• Persistent and disciplined with sales follow-up.
• Strong problem-solving and account-recovery skills.
• Comfortable balancing client service with sales performance.
• Organised, accountable and able to manage multiple accounts and opportunities simultaneously.
• Able to communicate medical and diagnostic product information clearly and professionally.
• Motivated by revenue growth, client retention and long-term account development.

Ideal Candidate

The ideal candidate is an experienced Australian B2B Account Manager who understands that strong client relationships must produce measurable commercial growth.

You will have at least five years of Australian experience managing accounts and selling medical, pharmaceutical, diagnostic, pharmacy or healthcare products.

You will be comfortable managing existing clients while actively pursuing repeat orders, larger purchasing volumes, new product placements and reseller opportunities.

You must have the confidence and credibility to engage pharmacy owners, procurement managers, wholesalers, distributors and healthcare decision-makers while maintaining the professionalism and accuracy required when representing medical and diagnostic products.