Business Development Manager

Full time | Permanent

Location: WA Perth-based with regular regional travel + SA

Purpose of role The Business Development Manager - responsible for managing and growing an existing portfolio of Antipodes retailers and key accounts across a defined territory, while actively identifying and converting new retail and professional channel partners to expand the Antipodes footprint.

The Perth field-based role combines hands-on account management of the existing WA and SA store base with a commercial growth mandate. The BDM is expected to deepen relationships with current stockists at store level, drive sell-through and range expansion within those accounts and simultaneously build a pipeline of new doors across pharmacy, health, and specialty retail channels, including compliance to National Key Account initiatives.

This is a senior field level role requiring strong commercial judgment & financial acumen, the ability to self-direct activity across the territory, and confidence presenting growth plans and financial performance to both store-level contacts and head office stakeholders.

Key accountabilities

Territory Account Management - 60%

- Manage and grow the existing portfolio of Antipodes WA/SA retail accounts, including regular store visits across the territory.
- Build and maintain strong relationships with store managers, retail managers, owners, and key contact staff across all active accounts.
- Drive sell-through performance within existing accounts through range reviews, promotional execution, staff training, and in-store presence.
- Deliver ongoing in-store training and formal seminars to retail and pharmacy staff across the territory, covering product knowledge, positioning, and selling techniques for both the existing Antipodes range and every new product development (NPD) launch. This is a continuous responsibility, not a one-off induction, and includes refresher sessions where staff turnover or sell-through data shows a gap in product knowledge.
- Identify and execute opportunities to grow ranging, shelf space, and visibility within the existing account base.
- Monitor stock levels and work with the National Sales Lead to resolve replenishment issues promptly.
- Execute agreed promotional plans, seasonal activations, and NPD launches within existing accounts on time and to standard, including planogram compliance and Antipodes perfect store merchandising standards.
- Maintain a structured call cycle across the territory and report on visit activity, compliance, and account performance.

Small key account management - 10%

- Manage a defined portfolio of local key accounts across WA/SA working closely with the National Account Manager to ensure strategy is consistent.
- Develop account-specific growth plans including ranging recommendations, promotional support,



and volume targets.
- Work with the National Sales Lead to set revenue targets for the local key account portfolio and report on performance monthly.
- Identify accounts with potential to move to a higher tier and present a commercial case to support that recommendation.
- Ensure all key accounts have current brand assets, training materials, and POS in place.

New business development - 10%

- Identify and pursue new retail and professional channel partners across WA/SA that do not currently stock Antipodes and fit within the channel plan.
- Build and maintain a prospect pipeline across priority customers and report monthly on activity and conversion.
- Develop and present commercial proposals to prospective partners, including ranging, trading terms, and launch support.
- Manage the acquisition process from initial outreach through to first order, then transition the account into the ongoing call cycle, at times with distributor network.
- Work with the National Sales Lead to agree quarterly new door targets.

Distribution management and direction - 10%

- Manage relationships with Australian distributors, ensuring they are briefed on current Antipodes priorities and have the tools and materials needed to represent the brand effectively.
- Drive SKU distribution across all channels in partnership with distributor area reps.
- Ensure distributor reps are trained on current ranging, promotions, and brand standards.
- Support planogram and promotional compliance across the distributor network.

Commercial reporting and planning – 10%

- Submit a monthly activity report covering store visits completed, key outcomes, and actions required.
- Provide a quarterly territory review covering account performance, sell-through data, new business pipeline, and relevant market intelligence.
- Maintain accurate and current records of all account interactions in the agreed CRM.
- Contribute to annual commercial planning process with a territory-level view of growth opportunity by account and channel.
- Monitor competitor activity and ranging across the territory and flag relevant developments to the National Sales Lead.

Key performance indicators

- Revenue performance across the existing account base against agreed targets
- Sell-through rate and range compliance within existing accounts
- Sales to budget growth against prior period
- Number of new accounts signed per quarter against agreed target




- Call cycle compliance and visit activity reporting
- Quality and timeliness of weekly and monthly reporting
- Training quotas met and delivered

Knowledge, skills and experience Required - Essential

- Proven ability to deliver continuous in-store training and seminars to retail staff, covering both the existing product range and recent product development launches. This is the number one skill required for the role, given the direct link between staff product knowledge and sell-through.
- Minimum five years of field sales experience in FMCG, beauty, health, or wellness in the Australian market.
- Demonstrated track record of managing a territory-based account portfolio with measurable growth outcomes.
- Experience managing small to mid-tier retail or pharmacy accounts, including range reviews, promotional execution, and sell-through management is highly preferred.
- Ability to identify and pursue new business opportunities alongside an existing account management workload and territory planning.
- Strong commercial judgment with the ability to prioritise accounts, build growth plans, and present recommendations clearly.
- Financially literate - able to read and interpret sales and margin data, and investment returns; comfortable presenting financial performance and building ROI cases for promotional or ranging investment.
- Excellent written and verbal communication, with confidence presenting to both store-level contacts and head office stakeholders.
- High level of self-organisation and the ability to manage a broad territory call cycle without close day-to-day supervision.
- Current driver's licence and ability to travel regularly.

Personal attributes

- Commercially driven with a strong focus on results and account growth.
- Self-motivated and able to manage a large territory workload without day-to-day direction.
- Confident and credible in conversations with both store staff and senior buyers.
- Organised and disciplined in call cycle management and reporting.
- Collaborative team player who works well with internal teams across sales, marketing, and operations.
- Resilient and solutions-focused when dealing with stock issues, ranging challenges, or slow-moving accounts.
- Genuine interest in the Antipodes brand and the natural beauty and wellness category.

Application requirements

- Applicants must hold current right to work in Australia and may be asked to provide evidence of this before proceeding to interview.
- Applicants must meet the essential criteria set out under Knowledge, skills and experience above, including the minimum five years of relevant field sales experience. Applications that do not address these criteria will not be considered.
- Due to the volume of applications received, only candidates shortlisted for interview

📌 Business Development Manager – WA (Perth)
🏢 Antipodes
📍 Perth