Retail Key Account Manager

Elanco; Centurion; On-site; ZAR 500,000 - 800,000; Full time

Job summary

Elanco, a global leader in animal health, is recruiting a Retail Key Account Manager to manage priority retail accounts, buying groups and national banner groups across mass retail, pet specialty, veterinary and agricultural retail channels.

The role combines account management, negotiation, commercial planning and in-store execution in collaboration with Territory Managers and Trade Marketing. Travel regionally to support key accounts is required.

Qualifications

• Bachelor’s degree in Business, Commerce, Marketing or a related field.
• 3–5+ years of experience in commercial sales or account management.
• Demonstrated success managing national or regional key accounts, buying groups or banner groups, including trading terms negotiation and Joint Business Planning.
• Strong understanding of retail economics, distributor dynamics, margin structures, promotional ROI, gross-to-net management and net revenue management.

Responsibilities

• Own day-to-day commercial relationships with priority retail accounts and banner groups.
• Lead Joint Business Planning, trading terms negotiations, listing expansion and account-specific sales plans.
• Monitor account performance, profitability, promotional ROI, sales trends, and stock availability; escalate risks and opportunities.
• Partner with Trade Marketing and Territory Managers to deliver product launches and in-store campaigns.
• Collaborate with Marketing, Finance, Regulatory, and Supply Chain for reporting and ethical commercial practices.

Skills

Account management

Negotiation

Retail strategy

CRM tools

Education

Bachelor’s degree in Business/Commerce/Marketing or related field

Tools

CRM software

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.

Retail Key Account Manager

As Retail Key Account Manager, you will manage Elanco’s priority retail accounts, buying groups and national banner groups across mass retail, pet specialty, veterinary retail and agricultural retail. You will translate the Retail Channel strategy into account-level commercial growth by strengthening customer partnerships, delivering profitable sales and expanding product distribution. This hands-on role combines account management, negotiation, commercial planning and in-store execution in close partnership with Territory Managers and Trade Marketing.

Your Responsibilities

• Own the day-to-day commercial relationship with priority retail accounts, buying groups and national banner groups, serving as the primary contact for buying, category management and merchandising stakeholders.
• Lead Joint Business Planning, trading terms negotiations, listing expansion and account-specific sales plans in line with the Retail Channel strategy and approved commercial parameters.
• Monitor account performance, profitability, promotional return on investment, sales trends and stock availability, working with Supply Chain and escalating risks and opportunities to the Retail Business Manager.
• Partner with Trade Marketing and contractor Territory Managers to deliver product launches, shopper marketing campaigns, seasonal promotions, Point of Sale and Point of Purchase materials, merchandising compliance and in-store execution.
• Collaborate with Marketing, Finance, Regulatory and Supply Chain, providing structured reporting on account performance, market trends, competitive activity and retail execution while ensuring compliant and ethical commercial practices.

What You Need to Succeed (minimum qualifications)

• Bachelor’s degree in Business, Commerce, Marketing, Life Sciences or a related field.
• 3-5+ years of experience in commercial sales or account management.
• Demonstrated success managing national or regional key accounts, buying groups or banner groups, including trading terms negotiation and Joint Business Planning.
• Strong understanding of retail economics, distributor dynamics, margin structures, promotional return on investment, gross-to-net management and net revenue management, supported by proficiency in sales performance analysis and CRM or sales force automation tools.
• Valid driver’s license and willingness to travel regionally to support key accounts and in-store execution.

What will give you a competitive edge (preferred qualifications)

• Background in fast-moving consumer goods, animal health, pet care, over-the-counter or healthcare retail.
• Experience working with third-party distributors and retail field sales teams.
• Proficiency in analysing market trends, Nielsen or retail audit data and sell-out performance.
• Experience coordinating trade marketing initiatives, product launches, planograms or merchandising programmes across multiple retail locations.
• Experience managing promotional funding, rebates, listing agreements or customer profitability.

Additional Information

Travel: Regional travel to support key accounts and in-store execution.

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.

Elanco Animal Health Incorporated (NYSE: ELAN) is a global leader in animal health dedicated to innovating and delivering products and services to prevent and treat disease in farm animals and pets, creating value for farmers, pet owners, veterinarians, stakeholders, and society as a whole. With nearly 70 years of animal health heritage, we are committed to helping our customers improve the health of animals in their care, while also making a meaningful impact on our local and global communities. At Elanco, we are driven by our vision of Food and Companionship Enriching life and our Elanco Healthy Purpose™ CSR framework – all to advance the health of animals, people and the planet. Learn more at www.elanco.com.