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Full time
Hybrid
Melbourne, Australia
ANZ Homecare & Community Channel Manager
Head office-based role with Hybrid work arrangements
(East Coast candidates considered)
In this newly created role, you’ll grow Essity’s Community & Homecare presence across Australia and New Zealand, improving access to high‑quality care through strong partnerships and strategic go to market activities.
This senior role offers a rare opportunity to build Essity’s Community & Homecare route to market from the ground up, creating your own legacy in a high‑growth space.
About the Role:
This is a national, growth‑focused role responsible for identifying, developing, and converting new business opportunities across the Community and Homecare sector. You’ll play a pivotal role in shaping and executing go‑to‑market strategies while building repeatable referral pathways across aged care, disability, health, and community services.
Balancing strategic planning with hands‑on business development, you’ll work closely with cross‑functional teams to ensure opportunities are translated into meaningful, compliant, and scalable outcomes. This role is ideal for someone who thrives in complex, multi‑stakeholder environments and enjoys building long‑term, value‑led partnerships.
What You Will Do:
Own and deliver regional growth plans across priority segments including Support at Home, CHSP, NDIS, DVA, private pay, and brokered services
Develop and execute national go‑to‑market strategies for Community and Homecare channels
Identify, secure, and grow referral pathways and enterprise partnerships with distributors, hospitals, PHNs, aged care and disability providers, NGOs, and local councils
Build trusted relationships with key referrers such as Support Coordinators, Plan Managers, Continence Nurses, GPs, Allied Health professionals, and Discharge Planners
Develop compelling value propositions, service bundles, and solutions aligned to client and funder requirements
Lead stakeholder engagement activities including capability presentations, community events and expos
Manage the full sales lifecycle, from referrals and needs assessment through solution design, negotiation, and close at a corporate level.
Maintain a strong and accurate opportunity pipeline using CRM and reporting tools to support forecasting and performance tracking
Collaborate closely with Marketing, Commercial Excellence, and Operations to ensure pricing discipline, governance, and delivery alignment
Ensure compliance with relevant regulatory, quality, and safeguarding frameworks
Contribute to broader sales initiatives and support team members when required
Who You Are:
You are a commercially minded strategic relationship builder who brings both structure and empathy to channel development. You’re comfortable navigating complex funding models and referral ecosystems, and you build credibility through integrity, clinical awareness, and follow‑through. You’ll ideally bring:
3+ years’ experience in Business Development or Channel Management (Marketing) within Home Care, Community Health, Aged Care, Disability (NDIS), Allied Health, or Primary Care
A strong understanding of NDIS pricing and categories, CHSP and Home Care Package funding, and healthcare referral pathways
Proven success building clinical referral networks and converting opportunities into sustainable growth
Experience working with tenders, panels, brokered services, and local partnerships
Well‑developed commercial acumen, including contract and agreement management
Confidence presenting, influencing, and negotiating with a wide range of stakeholders
A data‑driven approach to pipeline and channel development
High personal integrity, strong compliance awareness, and disciplined documentation practices
A car and a valid driver’s license
Flexibility to travel interstate as required
Full unrestricted working rights in Australia.
This position is Melbourne‑based, with flexibility to consider other eastern seaboard locations for a suitably experienced candidate.
What We Can Offer You:
Our purpose, Breaking Barriers to Well‑Being, provides meaning to everything we do. Join us to improve well‑being for people and drive positive change for society and the environment. At Essity, you'll feel valued, empowered to grow, and challenged to achieve business results in a collaborative and open atmosphere.
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