Justin Gillett

Owns end-to-end sales responsibility across high-performing pharmacy and e-commerce accounts, including independents, banner groups, and digital retailers. Drives consistent territory growth through targeted relationship management, tailored promotional execution, and data-led customer insights.

Key Achievements & Responsibilities:

• Proactively managed high-volume accounts (e.g., HVK/H&S, Healthylife, Pharmacy Online), identifying new opportunities and adapting sales strategies to shifting customer models (e.g., Daigou to gift shop).
• Developed and executed bespoke promotional programs to address sales challenges and deliver value, including seasonal activations (Mother’s Day, Oral Care Month).
• Supported brand expansion and performance improvement through strategic range reviews, underperformance analysis, and collaborative in-store/on-site activation planning.
• Partnered with wholesalers (API, Symbion, CND) to streamline stock fulfillment and support growth plans across Sydney and Melbourne.
• Championed e-commerce growth through data-led planning, achieving +19% MAT growth for Pharmacy Online and +61% quarterly growth for Healthylife.
• Built strong relationships with key stakeholders across large independents (e.g., Punchbowl, Airport Pharmacy Group, Chemistworks), offering tailored value propositions and promotional trade-ups.
• Utilised MiPortal for performance analysis and SIF CRM to track execution, identify gaps, and align store-level engagement with commercial strategy.

• Managed a diverse territory within the Southwest Sydney region, supporting pharmacies in delivering advanced wound care solutions.
• Trained pharmacy staff on identifying appropriate wound care needs, recommending suitable dressings, recognizing signs of healing or infection, and knowing when to refer patients for further medical attention.
• Navigated the complexities of patient expectations, often addressing cases where customers sought quick remedies that were not clinically optimal.
• Equipped pharmacy teams with the knowledge and confidence to promote the benefits of advanced wound care, driving better patient outcomes.
• Achieved consistent year-on-year sales growth in a highly competitive market through strategic relationship-building and education-focused engagement.

Territory Manager – East & Inner West Sydney

• Took on the challenge of developing a previously unmanned territory, with an initial focus on relationship-building and strategic territory planning.
• Designed and implemented an effective call cycle and territory plan (including regional areas), ensuring timely and impactful pharmacy visits that contributed to sustained sales growth.
• Identified untapped opportunities within dispensaries and implemented targeted strategies, including staff incentives, to drive conversion to Alphapharm products.
• Leveraged existing trading terms and built strong partnerships to maximize account potential and enhance brand loyalty.
• Used data-driven analysis to identify high-potential pharmacies, continuously adapting territory strategies to align with changing market conditions and business goals.

Wine Specialist / Business Development Executive
Foster’s Group (now Treasury Wine Estates) – Sydney, NSW
2005 – 2008

• Managed a competitive territory on Sydney’s North Shore, successfully turning around flat sales to achieve growth within 12 months through strategic account management and relationship-building.
• Supported the integration of the Southcorp business, operating as a relief Business Development Executive across various territories to ensure consistent client engagement and sales continuity.
• Promoted to Wine Specialist in 2007, overseeing Foster’s extensive wine portfolio across high-profile venues in the Eastern and Inner Western Suburbs.
• Drove increased product visibility and uptake by aligning venue needs with appropriate wine offerings and leveraging deep category knowledge.

• Managed a portfolio of retail accounts, selling in CCA products and commercial strategies to drive revenue growth and improve in-store performance.
• Collaborated with customers to identify business growth opportunities through tailored profit stories, strengthening commercial partnerships.
• Ensured execution and compliance with CCA’s merchandising standards across all outlets, enhancing brand presence and retail visibility.
• Led the sell-in, activation, and maintenance of promotional campaigns within major supermarket channels, ensuring alignment with national marketing initiatives.
• Delivered consistent execution of retail standards across categories including display compliance, stock rotation, and point-of-sale materials.
• Successfully completed the DPS (Distributor Partner Standards) program, demonstrating a strong commitment to operational excellence and customer engagement.