Head of Key Accounts

Elanco; Kentucky; Hybrid; USD 141,000 - 183,000; Full time

Job summary

Elanco is seeking a Head of Key Accounts to define and lead the national key account strategy across retail and veterinary channels. You will unite our approach to corporate groups and major partners while guiding a high-performing team of Key Account Managers to drive sustainable growth.

In this role you will own at least one large national account, negotiate commercial terms, and collaborate with Sales, Marketing and Finance to execute promotional calendars and product launches.

Qualifications

• Bachelor’s degree required.
• Minimum of 10 years of progressive commercial experience within animal health, pharmaceuticals, FMCG, or healthcare.
• Proven leadership experience managing commercial teams and national or strategic key accounts.

Responsibilities

• Develop and execute national key account strategies to drive revenue growth.
• Lead and coach a team of Key Account Managers with clear performance metrics.
• Maintain direct ownership of at least one large national account, negotiating commercial agreements and joint business plans.
• Partner cross-functionally with Sales, Marketing, and Finance to ensure flawless execution of promotional calendars and product launches.
• Oversee contract negotiations, trade spend ROI, and accurate executive forecasting.

Skills

Key account leadership

Strategic planning

Negotiation

Cross-functional leadership

Education

Bachelor’s degree

Job description

At Elanco (NYSE: ELAN) – it all starts with animals!

As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. At Elanco, we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People.

At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.

Making animals’ lives better makes life better – join our team today!

Your Role: Head of Key Accounts

As Head of Key Accounts, you will define and lead the national key account strategy across retail and veterinary channels, unifying our approach to corporate groups and major partners. You will lead a high-performing team of Key Account Managers while retaining direct responsibility for our most strategically important accounts to drive sustainable growth.

Your Responsibilities:

• Develop and execute national key account strategies to drive revenue growth, margin optimization, and portfolio penetration.
• Lead, coach, and develop a team of Key Account Managers while establishing clear performance metrics and CRM discipline.
• Maintain direct ownership of at least one large, complex national account, negotiating commercial agreements and joint business plans.
• Partner cross-functionally with Sales, Marketing, and Finance to ensure flawless execution of promotional calendars and product launches.
• Oversee commercial governance, including contract negotiations, trade spend ROI, and accurate executive forecasting.

What You Need to Succeed (minimum qualifications):

• Education: Bachelor’s degree required.
• Experience: A minimum of 10 years of progressive commercial experience within animal health, pharmaceuticals, FMCG, or healthcare.
• Proven leadership experience managing commercial teams and demonstrated success managing national or strategic key accounts.

What will give you a competitive edge (preferred qualifications):

• MBA or advanced business qualification.
• Experience working specifically with veterinary corporates, buying groups, or major retail chains.
• Advanced negotiation capability and strong financial acumen.

Additional Information:

Travel: Travel throughout Australia, monthly meetings, and industry conferences.

Location: Australia - Flexible Work Environment

Elanco is an EEO/Affirmative 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

Elanco may use automated tools, including AI, to support parts of our recruitment process, such as reviewing applications against job‑related criteria and/or transferrable skills. These tools help ensure a consistent, structured evaluation, but they do not make hiring decisions. All decisions involve a human reviewer. For more information on how we handle personal data, please see our Elanco Workforce Privacy Notice.