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About the Role
The Senior Key Account Manager, Companion Animal is responsible for delivering sustainable, profitable growth across a portfolio of the most strategically important, complex and multi-channel accounts within the Australian Animal Health market. This role involves combining senior strategic account leadership, strong commercial judgement and data-driven decision-making to develop and execute customer account strategies and Joint Business Plans across key channels. Success is measured through customer value creation, market share growth, profitable sales and responsible Gross to Net investment. The role partners closely with senior internal and external stakeholders and acts as a commercial thought partner to the Head of Channel & Key Account Management.
Responsibilities
- Senior strategic customer partnership and executive stakeholder leadership
- Leadership of FMCG-style account planning and multi-year Joint Business Planning
- Ownership of customer growth modelling, scenario planning and performance recovery
- Strategic and tactical promotional planning, optimisation and post-investment learning
- Gross to Net leadership and customer investment accountability
- Leadership of complex commercial negotiations, tenders and contract management
- Omnichannel activation and execution excellence across complex customer environments
- Cross-functional leadership, senior decision support and voice of the customer
- Advanced digital, analytical and CRM capability
- Compliance, governance, ethical promotion and commercial risk leadership
- Convert learning from priority accounts into scalable tools, playbooks and ways of working for the broader KAM team
- Provide senior support for complex customer escalations, recovery plans and major commercial opportunities
- Mentor and coach KAM colleagues, share best practice and raise standards in account planning, negotiation preparation, GTN discipline and performance evaluation
- Act as a senior commercial thought partner to the Head of Channel & Key Account Management on channel priorities, investment choices and customer risks
- Lead selected cross-account and channel growth initiatives requiring coordination across customers and functions
Requirements
- 8+ years' experience in Key Account Management, Category Management or an equivalent commercial role within Animal Health, FMCG, Consumer Healthcare, Retail or a related industry, including responsibility for complex or strategically important national accounts
- Proven capability in account planning, customer growth modelling, negotiation, profitability management, GTN discipline and performance reporting
- Strong analytical capability with the ability to convert customer, market and financial data into decisions and executable commercial plans
- Experience developing strategic and tactical promotional plans and evaluating their incremental impact and return
- Proven ability to lead cross-functional plans and deliver execution excellence across multiple stakeholders
- High-quality communication, presentation and influencing skills with senior internal and customer stakeholders
- Proficiency with CRM systems and digital communication or virtual engagement tools
- Proven ability to frame risks, trade-offs and recommendations clearly for senior decision-makers
- Ability to lead through influence, coach peers and improve commercial standards without formal people-management authority
- Demonstrated success leading complex negotiations, tenders or material customer investment decisions with senior stakeholders
- Willingness and ability to travel across Australia as required for customer engagement
Skills
- Key Account Management
- Category Management
- Commercial judgement
- Data-driven decision-making
- Account strategies
- Joint Business Plans
- Growth modelling
- Negotiation
- Commercial risk leadership
- Digital capability
- Analytical capability
- CRM capability
- Communication skills
- Presentation skills
- Influencing skills
- Promotional planning
- Performance reporting
- Cross-functional leadership
- Execution excellence
- Tenders
- Contract management
- Omnichannel activation
Location
- Australia
Work Type
- Field-based
- Travel
Experience Level
- Senior
- 8+ years