Strategic Account & Sales Manager
MSD Australia & New Zealand
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Benefits offered by this job
Job summary
MSD Australia & New Zealand is seeking a Strategic Account & Sales Manager - Companion Animal to lead a high-performing sales team and drive growth across Australia. Based in Sydney, this role shapes the strategic direction of the companion animal portfolio and collaborates with marketing, technical and finance teams to deliver tailored solutions for retail partners.
You will report to the National Sales & Key Account Lead and develop a rolling 12-month strategic account plan, forecasts and ROI
Qualifications
- Tertiary business or marketing degree essential.
- Extensive solid proven experience in a related market or industry.
- Proven experience in Key Account Management, preferably in FMCG, pharmacy and/or animal health.
- B2B selling experience essential.
- Advanced negotiation skills.
- Strong financial acumen.
- Ability to think strategically with medium- to long-term goals in mind.
- Excellent written and oral communication skills, including presentations.
- Strong collaboration skills and the ability to work effectively with internal stakeholders.
- Demonstrated ability to manage time effectively and work to deadlines.
- Strong computer skills, including Salesforce and Microsoft Office Suite.
Responsibilities
- Lead a high-performing, agile and passionate sales team.
- Shape and drive the strategic direction of our retail companion animal portfolio across Australia.
- Develop and execute account growth plans aligned to customer and company goals.
- Deliver sales, market share, gross-to-net and profitability objectives.
- Collaborate with brand managers to align execution with brand strategy and campaigns.
- Partner with finance to ensure commercial plans are sound and compliant.
- Manage day-to-day team needs including expenses, leave and safe driving practices.
- Monitor progress against targets, coverage, activity and execution quality.
- Gathur feedback to improve products, promotions and execution standards.
Skills
Education
Tools
Job description
- Permanent role with competitive remuneration, benefits and tools of trade provided e.g. Car, Laptop, iPad etc
- Based Sydney, Macquarie Park, Australia
- Lead a high-performing, agile and passionate sales team
- Shape and drive the strategic direction of our retail companion animal portfolio across Australia
- Join a collaborative, purpose-driven animal health organisation with trusted brands and innovative products
- Permanent role with competitive remuneration, benefits and tools of trade provided e.g. Car, Laptop, iPad etc
- Based Sydney, Macquarie Park, Australia
- Lead a high-performing, agile and passionate sales team
- Shape and drive the strategic direction of our retail companion animal portfolio across Australia
- Join a collaborative, purpose-driven animal health organisation with trusted brands and innovative products
As the Strategic Account & Sales Manager - Companion Animal, you will lead the development and execution of strategic plans to grow key retail accounts across our companion animal portfolio.
In this pivotal role, you will combine commercial acumen, strategic thinking and relationship management expertise to deliver tailored solutions for our company and retail partners. You will also lead and develop a team of Retail Territory Sales Managers, ensuring strong field execution, retail standards and commercial performance.
Reporting to the National Sales & Key Account Lead, Companion Animal, you will work closely with marketing, technical, customer effectiveness, finance and field sales teams to align plans, resources and execution priorities across the channel.
- Build strong relationships with strategic retail accounts across multiple levels
- Act as the primary point of contact for key accounts
- Understand customer needs and category priorities to develop tailored solutions
- Engage buying, category, operations, marketing, regional and store teams
- Conduct joint business planning and regular business reviews
- Negotiate commercial agreements, trade terms and investment plans to deliver revenue and profitability goals
- Lead, coach and develop Retail Territory Sales Managers to deliver channel objectives
- Set clear priorities, territory plans, call expectations and performance KPIs
- Drive best-practice execution of marketing campaigns and territory planning
- Monitor progress against targets, coverage, activity and execution quality
- Build a collaborative, accountable and high-performance team culture
- Support alignment between retail execution and national sales priorities
- Manage day-to-day team needs including expenses, leave and safe driving practices
- Develop and execute account growth plans aligned to customer and company goals
- Review performance regularly and adjust priorities to deliver mutual value
- Analyse market trends and competitor activity to identify opportunities and risks
- Create a 12-month rolling strategic account master plan
- Prepare forecasts, budgets and ROI-based programs
- Deliver sales, market share, gross-to-net and profitability objectives
- Drive growth through ranging, distribution, promotional execution and merchandising excellence
- Identify new opportunities within existing retail partners
- Track account performance and adjust resources as needed
- Monitor trade spend, rebates and promotional investment within budget
- Partner with supply chain and customer service to support availability and execution readiness
- Work closely with brand managers to align execution with brand strategy and campaigns
- Collaborate with technical, marketing and field services teams to support customer education
- Partner with finance to ensure commercial plans are sound and compliant
- Facilitate communication between customers, Retail Territory Sales Managers and internal teams
- Gather feedback to improve products, promotions and execution standards
- Ensure compliance with pricing, rebate, discount and governance policies
- Tertiary business or marketing degree essential
- Extensive solid proven experience in a related market or industry
- Proven experience in Key Account Management, preferably in FMCG, pharmacy and/or animal health
- B2B selling experience essential
- Advanced negotiation skills
- Strong financial acumen
- Ability to think strategically with medium- to long-term goals in mind
- Excellent written and oral communication skills, including presentations
- Strong collaboration skills and the ability to work effectively with internal stakeholders
- Demonstrated ability to manage time effectively and work to deadlines
- Strong computer skills, including Salesforce and Microsoft Office Suite
- The opportunity to lead a critical strategic account portfolio in a high-growth companion animal category
- A chance to shape retail execution and drive meaningful commercial outcomes across Australia
- A collaborative, cross-functional environment with strong internal support
- Ongoing learning, development and leadership opportunities
- The opportunity to make a real impact on companion animal health outcomes
We are proud to be a company that embraces the value of bringing varied, talented, and committed people together. The fastest way to breakthrough innovation is when varied ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and multicultural workplace.
Account Management, Account Strategies, Animal Health Sales, Bid Management, Business Growth Strategies, Customer Relationship Building, Data Analysis, Financial Acumen, Industry Knowledge, Market Analysis, Sales Campaigns, Sales Forecasting, Sales Leadership, Sales Marketing Strategies, Sales Objectives, Sales Strategy Development, Strategic Objectives, Strategic Planning
Regular
No relocation
No
No Travel Required
Hybrid
Not Indicated
Yes
N/A
11/28/2026
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