Channel Business Development Manager

About Australasian Medical and Scientific Limited (AMSL) and New Zealand Medical & Scientific (NZMS):

AMSL and NZMS are subsidiaries of Dexcom, a worldwide leader in transforming diabetes care and management by providing CGM technology to help patients and healthcare professionals better manage diabetes. We form partnerships with world leading medical device, pharmaceutical and scientific innovators and are passionate about introducing and establishing advances in healthcare and science for the benefit of patients and healthcare providers.

Working in the Medical Devices Industry, you will be exposed to a broad range of products that have life changing effects on a patient's quality of life.

Meet the Team:

This role is going to have deep expertise in channel management within the healthcare and pharmaceutical environment. This role is responsible for shaping, leading, and optimizing channel strategies across retail pharmacy, OTC, wholesale, and emerging digital platforms in Australia and New Zealand. The position applies advanced commercial judgment to influence channel direction, improve performance, and support sustainable growth.
The role independently leads initiatives of significant scope and complexity, analyzing market dynamics, channel performance, and partner capabilities to develop and implement solutions that advance commercial objectives. The Channel Account Manager acts as a trusted advisor to internal stakeholders and external partners, providing subject-matter leadership and influencing outcomes across functions. Operating with a high degree of autonomy, the role aligns execution with broader commercial strategy, governance, and compliance frameworks.

Where you Come In:
- Retail Pharmacy, OTC & Wholesale Channels

• Strategically assess, develop, and optimize Dexcom’s retail pharmacy, OTC, and wholesale portfolio in Australia and New Zealand to drive acquisition, market share growth, conversion, retention, and utilization within assigned geographies.
• Build and execute operational channel development strategies aligned with field sales initiatives to improve access, maximize pull-through, and enhance the experience for patients and prescribers accessing Dexcom products through physical retail and distribution partners.
• Identify and develop regional and national commercial opportunities in partnership with retail account executives, distributors, and wholesalers, in alignment with Australia and New Zealand commercial objectives and channel strategy.
• Partner closely with contracted distributors and wholesale partners to support simplified prescribing pathways, consistent service levels, and efficient fulfilment across retail and OTC environments.
• Facilitate product, process, and operational training with retail, OTC, and wholesale partners to support effective execution, compliance, and sales enablement.

- Digital & Emerging Channels

• Support the assessment, development, and optimization of emerging digital channels, including e-commerce and marketplace platforms (e.g., Amazon), to expand patient access and diversify routes to market in Australia and New Zealand.
• Collaborate with internal stakeholders and external digital partners to establish scalable operating models, channel guardrails, and customer experience standards aligned with brand, regulatory, and compliance requirements.
• Monitor digital channel performance, service quality, and customer feedback to identify insights, risks, and opportunities for continuous improvement and growth.

- Cross Channel & Strategic Responsibilities

• Analyze market, channel, and performance trends to generate insights, develop presentations, and provide recommendations through regular business updates and forecasting.
• Share best practices across strategic partners and channels to drive consistency, scalability, and continuous improvement.
• Collaborate closely with Field Sales, Market Access, Marketing, Sales Training, Sales Operations, Supply Chain, Legal, IT, and Regulatory & Compliance teams to ensure aligned execution across all channels.
• Work alongside management to design and implement business development initiatives that support core commercial priorities and long-term growth objectives.
• Develop and execute collaborative strategic and tactical plans across channels to support evolving Australia and New Zealand market needs.
• Perform other duties as assigned, consistent with the scope and responsibilities of the role.

- Functional Description:

• The position is a seasoned professional with a strong operational understanding of channel management within the healthcare and pharmaceutical environment.
• This role applies established principles and practices to support the execution and optimization of retail pharmacy, OTC, wholesale, and emerging digital channels in Australia and New Zealand.
• The individual works independently on defined assignments, exercising sound judgment to manage multiple priorities and resolve routine to moderately complex issues.
• The role requires the ability to analyze channel performance data, identify trends, and translate insights into practical recommendations that support commercial objectives.
• This role work closely with internal stakeholders and external partners, contributing subject-matter expertise to support effective channel execution, continuous improvement, and scalable growth. While operating with limited day-to-day supervision, the role receives guidance on new initiatives and aligns with broader commercial strategy and compliance frameworks.

Required Qualifications:
•You must have entrepreneurial mindset with demonstrated capabilities; Initiative to identify growth opportunities and ability to execute on those opportunities
• You must have strong skills in the following areas: leadership, strategic thinking, communication, negotiation, presence, interpersonal and collaborative, technical and analytical with ability to interpret large complex data sets and extract and present information tailored to audience.
• You have deep understanding of the pharmaceutical industry; including technical, operational, access, commercial and economic challenges and opportunities
• You are an experienced professional with a strong working knowledge of channel management and area of specialization, capable of resolving a broad range of operational and commercial issues using sound judgment and creative problem-solving.
•You can demonstrate continued technical development and a proven track record of successfully delivering projects and initiatives.
•You can effectively manage and coordinate multiple concurrent initiatives while maintaining attention to detail and quality execution.
• You are recognized as a subject matter resource within the function, contributing practical expertise to support channel performance and continuous improvement.
• You are able to define objectives and success measures for assigned channel initiatives and independently plans and leads execution to achieve agreed commercial outcomes.
• You are able to work on complex, multi-factor issues where analysis of market data, channel dynamics, and operational considerations is required to determine appropriate courses of action.
• You can lead cross-functional collaboration and influences decision-making across Sales, Marketing, Market Access, Operations, Legal, and external partners.
• You can manage relationships with senior internal stakeholders and external partners, representing the function with credibility and authority within own area of expertise.
• You can demonstrate advanced judgment in selecting and applying methods, frameworks, and approaches to resolve complex and often ambiguous commercial and operational challenges.
• You can operate with substantial independence, receiving direction primarily on broad objectives or highly strategic matters, and is accountable for decisions that have material impact on channel performance and business outcomes.
• You can Proactively identify risks and opportunities, escalating issues appropriately while recommending solutions and trade-offs.
 

Experience and Education:
Preferred Qualifications:
•5+ years working in healthcare, specifically within the pharmaceutical sector, with a retailer, manufacturer, payer or provider with products covered under the pharmacy benefit.
•3+ years in external facing commercial role(s), with experience in presenting to clinical and executive level audiences.

•Typically requires a bachelor’s degree and a minimum of 5 – 8 years of related experience.

Travel Required: 50% (Domestic Travel)


 

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