Senior Key Account Manager

our future employee; Sydney; On-site; AUD 140,000 - 190,000; Full time

Job summary

Boehringer Ingelheim Pharmaceuticals, Inc. is seeking a Senior Key Account Manager, Companion Animal, to lead strategic partnerships and grow a national portfolio across veterinary, e-commerce, retail and wholesale channels in Australia.

You will model growth, manage GTN, and shape complex negotiations while driving cross-channel initiatives. You will partner with senior stakeholders to deliver robust commercial plans and strengthen capability across the KAM team, including mentoring peers and

Qualifications

• 8+ years' experience in Key Account Management, Category Management or equivalent commercial role within Animal Health, FMCG, Retail or related industry.
• Proven capability in account planning, customer growth modelling, negotiation, profitability management and GTN discipline.
• Strong analytical ability to translate data into actionable plans.
• Experience leading cross-functional plans and delivering execution across multiple stakeholders.
• Excellent communication and influencing skills with senior internal and customer stakeholders.

Responsibilities

• Senior strategic customer partnership and executive stakeholder leadership.
• Lead multi-year Joint Business Planning and account development across channels.
• Own customer growth modelling, scenario planning and performance recovery.
• Strategic promotional planning, optimisation and post-investment learning.
• Lead complex commercial negotiations, tenders and contract management.

Skills

Key Account Management

Category Management

Negotiation

CRM systems

Data analysis

Tools

CRM software (Salesforce)

Analytics tools

Job description

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

About Our Future Employee

• 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