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Position Title: Key Accounts Manager – Petbarn (Australia) (Based in New Zealand)

Department: Sales / Commercial

Location: New Zealand (with frequent travel to Australia)

Reports to: National Sales Manager

Job Purpose

The Key Accounts Manager is responsible for managing and growing the Petbarn account across Australia, while being based in New Zealand. The role requires building strong partnerships with Petbarn’s commercial and operational teams, ensuring excellent execution of sales strategies, and driving profitable growth. The successful candidate will leverage FMCG or pet food industry expertise to manage promotions, launches, and category performance, while coordinating with cross-functional teams to deliver results.

• Act as the primary contact for Petbarn, managing all aspects of the account relationship.
• Develop joint business plans, annual negotiations, and promotional calendars to maximize growth.
• Identify opportunities for expanding product listings and strengthening brand presence.

• Deliver revenue, volume, and profit targets for the Petbarn account.
• Monitor and analyze sales performance, providing insights and corrective actions as needed.
• Ensure effective execution of promotions, new product launches, and category initiatives.

• Partner with marketing, supply chain, finance, and R&D to ensure seamless execution of customer plans.
• Build strong relationships with Petbarn’s buying, merchandising, and operations teams.
• Act as the internal voice of Petbarn to influence category strategies and priorities.

• Conduct frequent visits to Australia to strengthen in-market presence, understand store-level execution, and maintain relationships.
• Track competitor activities, category trends, and customer insights to identify risks and opportunities.

• Ensure compliance with trading terms, contracts, and internal policies.
• Provide accurate forecasts and reports on account performance.
• Support continuous improvement in account management processes.

• Lead annual and quarterly business reviews with Petbarn.
• Manage promotional budgets and trade investments effectively.
• Coordinate product availability, pricing, and supply chain requirements.
• Analyze account profitability and ensure alignment with overall company goals.
• Work closely with marketing to deliver impactful campaigns tailored to Petbarn’s customer base.
• Travel regularly to Australia (approx. 25–40% of the time, depending on business needs).

• Bachelor’s degree in Business, Marketing, or related field.
• Minimum 5–7 years of key account management experience in the FMCG or Pet Food industry.
• Proven track record of managing large retail or key accounts (experience with Petbarn or specialty retail is a strong advantage).
• Strong negotiation, communication, and relationship-building skills.
• Commercially savvy with strong analytical and financial acumen.
• Willingness and ability to travel frequently between New Zealand and Australia.

• Customer-centric with strong influencing skills.
• Results-driven with the ability to deliver under pressure.
• Collaborative mindset and ability to work cross-functionally.
• Strategic thinker with attention to detail in execution.
• Self-motivated, adaptable, and resilient.