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About the Role

The Strategic Account Manager (SAM) develops and executes strategic plans to maximise value and growth of key accounts (Retailers and Onliners) for Companion Animal Health AU. You will understand account needs, market trends and company capabilities to create tailored solutions that drive mutual success. The ideal candidate brings strategic thinking, commercial acumen, relationship management, problem-solving and strong execution capability.

Responsibilities

Lead and develop strong, enduring relationships with nominated strategic accounts (Retailers and Onliners) at multiple levels across the customer organisation that create alignment and growth across AU
Understand key accounts’ business needs, challenges and opportunities to provide value-added solutions that drive mutual growth
Extend relationships beyond the main contact to customer marketing teams, regional/area managers, influencers and technical experts
Serve as the primary point of contact for assigned key accounts
Create and execute strategic account growth plans aligned to account category objectives and company goals
Conduct joint business planning with key accounts, regularly review progress and update plans to ensure mutual value
Analyse market trends and competitive landscape to identify opportunities and risks
Collaborate with field sales leads, marketing and technical teams to develop tailored proposals, translating into a 12-month rolling strategic account master plan covering promotions, NPD launches and tailored sales & marketing activities
Prepare and manage sales forecasts, budgets and programs with ROI analysis against targets
Drive sales growth within key accounts through upselling, cross-selling, renewals and targeted campaigns
Identify and pursue new business within existing accounts using data, market trends and channel insight
Negotiate and close contracts and trade terms to meet or exceed revenue targets
Conduct quarterly business reviews to monitor account performance, KPIs and activity ROI and adjust strategies as needed
Build and use systems of control to manage investment tracking and trade spend within budget
Partner with Field Services Veterinarians to develop and deliver technical education and messaging to strategic accounts and their customers
Facilitate regular communication between clients and internal teams to ensure alignment and resolve issues
Gather and analyse client feedback to improve products, services and processes
Ensure compliance with rebate, discount and pricing policies, working with finance to review, track and record
Monitor competitors and recommend actions to grow market share
Manage product complaints, pricing queries and compliance follow-ups within timelines
Analyse customer data (e.g., MAXX) to target high-value customers and support planning
Log customer interactions in CRM (e.g., MAXX) to inform next-call objectives and build a single view of the customer

Requirements

Tertiary business or marketing degree essential
Extensive prior experience in a related market or industry
Proven key account management experience preferably in FMCG, pharmacy or animal health
B2B selling experience essential
Advanced negotiation and financial acumen skills
Strategic thinker with medium to long-term focus
Excellent written and oral communication skills including presentations
Strong ability to communicate and collaborate with internal stakeholders
Demonstrated time management and ability to meet deadlines
Comfortable making day-to-day decisions within normal activities
Strong computer skills (e.g., Salesforce, Microsoft Office Suite)
Valid Driving License

Skills

Account Management
Animal Health Care
Animal Health Sales
Bid Management
Business Opportunities
Commercial Strategies
Complaints Investigation
Contract Management
Customer Centric Solutions
Customer Relationship Building
Customer Satisfaction
Data Analysis
Identifying Sales Opportunities
Industry Knowledge
Market Analysis
Market Trends
Pressure Management
Sales Forecasting
Sales Reporting
Sales Strategy Development
Strategic Selling
Veterinary Medicine

Location

Macquarie Park, NSW, Australia

Work Type

Permanent
Full-time
Hybrid

Experience Level

Extensive prior experience in a related market or industry
Proven key account management experience

Education Level

Tertiary business or marketing degree

Salary/Compensations

Competitive salary
Benefits
Performance incentives

Benefits

Benefits
Performance incentives
Structured development and mentoring
Access to cross-functional experts and global resources

About the Company

Our company is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where we have codified our legacy for over a century. Our success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Equal Opportunity

We are an equal opportunity employer, committed to fostering an inclusive workplace.
We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.