Channel Partnership Manager

Montu is Australia's largest healthtech business with a focus on alternative healthcare. Founded in 2019, it supports patients, doctors and pharmacies through its Alternaleaf clinic, offers accredited healthcare education to clinicians via its SAGED platform, and dispensing solutions to pharmacies across Australia through Leafio. Montu is also the founding member of Cannabis Council Australia, a non-for-profit advocacy body that advances legislative change across the healthcare landscape. Our mission is to make alternative healthcare more affordable and accessible for the millions who could benefit.

We have been recognised as Australia’s fastest-growing tech company in the Deloitte TechFast 50 for two consecutive years (#1 in 2022 and 2023), achieving remarkable revenue growth of 26,000% and 9,000%. Named #1 on LinkedIn’s Top Startups Australia 2024, Montu has cemented its position as the largest business of its kind outside North America and continues to evolve on its journey.

This role is an Australia-based, fully work-from-home position, with access to co-working spaces in Sydney, Melbourne and Brisbane.

As part of the Montu ecosystem, Leafio works directly with thousands of pharmacies all across the country, providing them with a comprehensive range of alternative healthcare brands and products. Aiming to provide product on-demand and on time, its east coast-based warehouses dispatch every day of the week to a network of more than 3,000 pharmacies around Australia.

This role is responsible for fostering strong, strategic relationships with our wholesale supply partners, ensuring optimal performance and revenue growth within the channel. This role is pivotal in creating and executing channel strategies, enhancing partner performance, and collaborating with internal teams to deliver exceptional results.

This role ensures the commercial success of the wholesale business by developing and implementing long-term plans for growth while managing day-to-day supplier operations, including range optimisation, pricing, reporting and supplier relationships. 

The role requires a deep understanding of the medical cannabis landscape and wholesale market dynamics, combined with exceptional interpersonal and analytical skills.

Channel Strategy Development:

• Develop and implement a comprehensive channel strategy to maximise revenue opportunities and market penetration across pharmacy partners.
• Analyse market trends, competitor activities, and customer needs to identify growth opportunities and optimise the channel partner portfolio.
• Ensure alignment between wholesale partner strategies and the Montu’s objectives and values.

Partnership Management:

• Develop and nurture partnerships with supply groups and key stakeholders to drive business growth.
• Collaborate with partners to drive business growth, share insights, and resolve any challenges that may arise
• Build and maintain strong relationships with suppliers to ensure the consistent supply of products, timely introductions of new products, and alignment with the company's strategic plans.
• Negotiate contracts and terms of partnership agreements, ensuring mutual benefit for both the company and partners.

Channel Growth & Performance Monitoring:

• Monitor and analyse performance of channel partners, using analytics and KPIs to assess effectiveness and drive improvement.
• Track and analyse the financial performance, including forecasting, gross margins, budget management, and overall category results.
• Provide regular performance reports, highlighting trends, challenges, and opportunities to senior management.
• Develop and implement strategic initiatives to expand the company’s reach and competitive positioning in the market.

Training & Support:

• Provide training and ongoing support to channel partners on the company’s portfolio, sales processes, and promotional strategies.
• Act as a resource for partners, addressing any queries related to products, pricing, and market strategies.

Collaboration with Internal Teams:

• Work closely with the marketing, sales, and product teams to ensure alignment in product offerings, messaging, and promotional activities.
• Provide feedback from channel partners to internal teams regarding market trends, customer needs, and product performance.

Market Intelligence:

• Gather and analyse market intelligence related to competitor activity, pricing, and product offerings within the pharmacy sector.
• Provide insights and recommendations to senior leadership for strategic decision-making.

Compliance & Regulatory:

• Ensure that all activities comply with the pharmaceutical industry regulations, including TGA (Therapeutic Goods Administration) and other local laws related to distribution and marketing.
• Maintain an in-depth understanding of relevant legislation and industry standards.

People Leadership 

• Build and lead a high-performing team by providing clear leadership, direction and support to employees, ensuring they have a clear understanding of their roles and responsibilities.
• Promote the empowerment and growth of staff by providing mentorship, coaching, and professional development opportunities to team members.
• Delegate responsibilities effectively and manage team performance to achieve individual and departmental goals.
• Ensure compliance with company policies and processes, taking timely and fair action in instances of unsatisfactory performance or conduct.
• Support and promote a working environment and services that are inclusive, accessible and celebrate diversity. 
• Set team OKRs and KPIs in relation to patient/customer satisfaction, NPS, and monitor metrics to identify areas for improvement and optimisation.

• A bachelor’s degree in Business, Sales, Marketing, Pharmacy, or a related field. An MBA or similar qualification is advantageous.

• Minimum of 5 years of experience in channel management, sales, or business development in the pharmaceutical industry or wholesale distribution sector.

• Proven track record in managing and growing wholesale partnerships.

• Strong negotiation, relationship-building, and interpersonal skills.

• Ability to analyze data and make informed, strategic decisions.

• Excellent communication skills, both written and verbal.

• Strong business acumen with the ability to develop and execute go-to-market strategies.

• Knowledge of the pharmaceutical industry, including regulatory standards and market dynamics

You'll be joining a high-performing, fast-paced team where your work drives meaningful impact in a leading tech company at the intersection of healthcare. We take pride in our driven and results-focused culture, where ambitious individuals can push the boundaries of innovation and contribute to better outcomes for Australians.

Other benefits include:

• Gaining access to SAGED courses and more through the Greenhouse learning platform, fostering continuous growth and development.
• Enjoying discounts with over 450 retailers through our Reward and Recognition platform.
• The freedom of a full-time, work-from-home role.
• Access to co-working spaces in Sydney, Melbourne, Brisbane, and select regional cities.
• Mental health support through our wellbeing platform, Unmind.
• A private health insurance discount through Medibank.
• Up to 8 weeks of paid parental leave.
• Swag kits to celebrate key milestones in your journey with us.
• Enhance your home office with our work from home equipment allowance benefit.
• Being part of one of the fastest-growing industries in Australia, improving the lives of hundreds of thousands of patients.

We are committed to facilitating a barrier-free recruitment process and work environment. If you require any accommodations, we welcome you to let us know so we can work with you to participate fully in our recruitment experience.