State Manager

Lead our Territory Manager team, drive growth, strengthen member engagement, and deliver commercial success as our State Manager

About DBG Health & IPA

At DBG Health, we are Defined by Good. Our purpose is simple but powerful: to create a world where feeling better is a right, not a privilege. Every day, millions rely on us for access to affordable, innovative health, wellness, and beauty solutions that make a meaningful difference. This is more than a goal — it’s our responsibility.

Headquartered in Melbourne, DBG Health is a global-scale, independent health and wellness leader with over 1,500 professionals driving impact across Australia and beyond. Our mission is to deliver products, services, and experiences that empower people to feel better, live well, and thrive.

A core division of DBG Health, Independent Pharmacies of Australia (IPA) is one of Australia’s largest independent pharmacy networks, proudly supporting over 1,000 community pharmacies for more than 20 years. IPA empowers independent pharmacies through innovative services, tailored support, and an unwavering focus on customer experience — creating a win‑win for consumers, member pharmacies, and suppliers alike.

About the Role

We are seeking a dynamic and experienced State Manager to lead and elevate our Territory Manager team within your assigned state. This role plays a critical part in executing IPA’s commercial strategy, ensuring high-quality member engagement, and driving business growth across retention, acquisition, compliance, and sales delivery.

Acting as both a leader and a growth driver, the State Manager ensures Territory Managers are aligned to strategic priorities, supported through strong coaching and development, and held accountable to performance standards. You will foster a high-performance culture while also playing a hands‑on role in identifying new business opportunities, building key relationships, and securing commercial wins.

This is a unique opportunity for a commercial, people-focused leader to create meaningful impact across independent community pharmacies and contribute to the future success of Australia’s largest independent pharmacy network.

Role & Responsibilities

- Lead, coach, and mentor Territory Managers to deliver performance across retention, engagement, and compliance.

- Foster a high‑performance culture grounded in accountability, collaboration, and continuous improvement.

- Ensure team adherence to structured call cycles aligned with member expectations and commercial goals.

- Monitor KPIs and performance metrics, identifying gaps, risks, and opportunities for optimisation.

- Prospect and generate new business opportunities through networking, research, and targeted outreach.

- Conduct sales presentations, negotiate terms, and close deals to meet or exceed sales targets.

- Manage the sales pipeline and revenue forecasts to support accurate planning and execution.

- Build strong relationships with pharmacy groups, key accounts, and wholesale partners.

- Engage internal teams to ensure timely delivery of marketing, reporting, and operational support.

- Represent the voice of the state in national initiatives and contribute key market insights.

- Ensure Territory Managers uphold compliance standards across Membership, GRX, Wholesaler Agreements, CRM usage, and regulatory programs.

Skills & Experience

- Proven leadership experience within field sales, retail networks, FMCG, franchising, or multi‑site operations.

- Demonstrated success coaching and developing field-based teams.

- Strong commercial acumen with experience in sales strategy, business development, or territory management.

- Solid understanding of pipeline management, negotiation, proposal development, and deal closure.

- Strong stakeholder engagement and relationship management capabilities.

- Analytical mindset with experience in performance reporting and data-driven decision-making.

- Ability to collaborate effectively across departments and with wholesale partners.

- Excellent communication, planning, and organisational skills.

Our Commitment

DBG Health is committed to fostering a workplace culture that is safe and accessible for all. We are an equal‑opportunity employer and encourage applications regardless of cultural background, gender identity, sexual orientation, disability or neurodiversity. We strive to build a collaborative, inclusive workplace that is representative of the communities we work and live in.

08th December 2025

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