Head of Key Accounts – Lead and manage the national key account strategy across retail and veterinary channels to drive revenue growth, margin optimisation, and portfolio penetration.
Responsibilities
* Develop and execute the national Key Account strategy aligned with overall commercial objectives, driving sustainable commercial growth and strengthening strategic partnerships.
* Lead, coach, and develop a high‐performing team of Retail, Corporate Veterinary, and Independent Key Account Managers while establishing performance metrics and a culture of accountability.
* Personally manage the organisation's largest strategic account, negotiating commercial agreements, developing joint business plans, and building senior stakeholder relationships.
* Partner cross‐functionally with Sales, Marketing, Supply Chain, Finance, Regulatory, and Medical Affairs to ensure strong execution of promotions, launches, and customer initiatives.
* Lead commercial governance across key accounts, including forecasting, trade spend optimisation, contract negotiations, and performance reporting.
Minimum Qualifications
* Bachelor's Degree in Business, Marketing, Life Sciences, or a related discipline.
* Minimum of 10 years of progressive commercial experience within animal health, pharmaceuticals, FMCG, healthcare, or related industries, including national or strategic key account management.
* Strategic account management and commercial negotiation experience with strong leadership and stakeholder engagement skills.
Preferred Qualifications
* Experience managing corporate veterinary groups, buying groups, or major retail chains.
* Proven track record of leading and developing high‐performing commercial teams.
* Strong financial and commercial acumen, with experience managing trade spend and margin performance.
* Experience delivering successful national product launches within large customer accounts.
* MBA or advanced business qualification.
Additional Information
* Travel: Up to 40–50% domestic travel across Australia, including industry conferences, customer visits, and internal meetings.
* Location: Australia (national role).
Elanco is an EEO / Aff. Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.
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