Senior Key Account Manager

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.

Combining senior strategic account leadership, strong commercial judgement and data-driven decision-making, you will develop and execute customer account strategies and Joint Business Plans across key channels including veterinary, e-commerce, retail, wholesalers, buying groups and corporate networks. You will identify and model growth opportunities, lead significant customer investment decisions and complex negotiations, and translate agreed priorities into effective commercial plans. You will also lead selected cross-account or channel initiatives and help strengthen commercial capability across the KAM team.

This is a senior, commercially accountable customer field-based role where success is measured through customer value creation, market share growth, profitable sales and responsible Gross to Net investment. You will partner closely with senior internal and external stakeholders to deliver strong business outcomes across assigned national and/or multi-site accounts, while acting as a commercial thought partner to the Head of Channel & Key Account Management.

Task & 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

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