Retail Key Account Manager

Elanco; Kentucky; Hybrid; USD 63,000 - 91,000; Full time

Job summary

Elanco is seeking a Key Account Manager, Retail to drive revenue and market share growth across nominated retail, veterinary corporate groups, and e-commerce partners in Australia. The role focuses on developing joint business strategies, negotiating terms, and building high-value customer partnerships to position Elanco as the preferred animal health partner.

You will collaborate with Marketing, Regional Sales, and Field teams to align head-office initiatives with in-store execution and demand

Qualifications

• Bachelor’s degree in Business, Commerce, Marketing or related discipline.
• Minimum 3+ years in Key Account Management, National Account Management or Senior Business Development in Animal Health, FMCG, Veterinary or Pet Care.
• Strong JBP and contractual negotiation capability with stakeholder management across complex organisations.

Responsibilities

• Strategic Joint Business Planning with key retail and veterinary partners to maximise net sales and category growth.
• Design and track promotional calendars, monitor sell-in/sell-out data and manage Gross-to-Net within budget.
• Translate brand and category strategies into customer growth initiatives and run business reviews and campaigns.

Skills

Joint Business Planning

Contractual negotiation

Stakeholder management

Education

Bachelor’s Degree

Tools

SAP

Excel

PowerPoint

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: Key Account Manager, Retail

As the Key Account Manager, Retail, you will be part of the Australian Commercial team to deliver sustainable revenue and market share growth across nominated retail, veterinary corporate groups, online pet specialty accounts, and wholesalers. In this role, you’ll be responsible for developing joint business strategies, leading commercial negotiations, and building high-value customer partnerships that position Elanco as the partner of choice in animal health.

Your Responsibilities:

• Strategic Joint Business Planning: Create, negotiate, and execute collaborative Joint Business Plans (JBPs) and commercial trading terms with key retail, corporate veterinary, and e-commerce partners to maximise net sales potential and category growth.
• Commercial & Promotional Excellence: Design, implement, and track margin-accretive promotional calendars aligned with marketing plans—monitoring both sell-in and sell-out/scan data while managing Gross-to-Net (GtN) effectively within budget.
• Category Growth & Portfolio Execution: Translate brand and category strategies into tailored customer growth initiatives, delivering high-impact commercial proposals, business reviews, and brand campaigns across partner networks.
• Cross-Functional & Field Alignment: Partner closely with Marketing, Regional Sales Managers, and Field Sales teams to ensure head-office customer initiatives are effectively executed through field call cycles and in-store merchandising.
• Demand Forecasting & Financial Governance: Deliver accurate sales and accrual forecasts for supply planning, while proactively managing trade spend budgets, claims, customer credits, and invoice reconciliations in line with Elanco governance standards.

What You Need to Succeed (minimum qualifications):

• Education: Bachelor’s Degree in Business, Commerce, Marketing, or a related discipline (or equivalent level of relevant commercial experience)
• Experience: A minimum of 3+ years of progressive commercial experience in Key Account Management, National Account Management, or Senior Business Development within Animal Health, FMCG, Veterinary, or Pet Care industries.
• Top 2 Skills: Proven commercial acumen with strong Joint Business Planning (JBP) and contractual negotiation capability, paired with exceptional stakeholder relationship management across complex matrix organisations.

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

• Experience managing major Australian pet retail chains, corporate veterinary buying groups, or e-commerce/omnichannel platforms.
• Strong financial acumen with demonstrated capability in Gross-to-Net (GtN) management, trade spend ROI, and demand forecasting.
• Advanced analytical capability with experience interpreting scan/sell-out data, category insights, and market trends to drive customer strategies.
• Deep understanding of the companion animal health market, pet specialty channels, or veterinary commercial dynamics.
• Proficiency with commercial CRM platforms, ERP systems (e.g., SAP), and Microsoft Office suite (advanced Excel and PowerPoint).

Additional Information:

Location: Australia - Flexible Work Environment

Don't meet every single requirement? Studies have shown underrecognized groups are less likely to apply to jobs unless they meet every single qualification. At Elanco we are dedicated to building a diverse and inclusive work environment. If you think you might be a good fit for a role but don't necessarily meet every requirement, we encourage you to apply. You may be the right candidate for this role or other roles!

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.