Senior Account Manager, Retail

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement 12–18 month customer business plans and Joint Business Plans for designated Drive and Develop Accounts.

• Achieve profitable growth through effective distribution, product assortment, placement, promotions, and new opportunities that align with Zoetis priorities.

• Cultivate trusted relationships with senior and cross-functional contacts at customer organizations.

• Facilitate customer meetings, business reviews, negotiations, and strategic planning sessions.

• Act as the primary liaison between customers and Zoetis.

• Lead or assist in complex negotiations, annual terms, promotional strategies, go-to-market plans, and the activation of customer commitments.

• Leverage customer POS, market, and category data to identify opportunities and provide informed recommendations.

• Oversee customer budgets and trade expenditures, focusing on profitable growth and return on investment.

• Utilize financial and net revenue management principles effectively.

• Contribute to account-level P&L decisions and ensure accurate sales forecasts are maintained.

• Collaborate with Marketing, Finance, Operations, Supply, Sales, and other partners to execute plans and address issues.

• Clearly communicate risks and opportunities while escalating issues in a timely manner.

• Ensure that account plans and customer activities are in alignment with Zoetis strategy, contractual obligations, pricing policies, and MAP compliance expectations.

• Set and track KPIs including net sales growth, profitability, partnership strength, and execution quality.

• Required to travel periodically, approximately 15–20% as necessary.

⛳️ Requirements

• Bachelor's degree in business, marketing, or a related field.

• Over 7 years of experience in account management, sales, marketing, customer development, or commercial operations.

• Experience in animal health, consumer packaged goods, retail, e-commerce, home delivery, or a similar customer-facing industry.

• Proven track record in developing and executing customer business plans.

• Experience in managing senior-level relationships.

• Proficient in navigating complex negotiations.

• Skilled in utilizing commercial data to inform decision-making.

• Strong financial acumen, including understanding customer P&L concepts, net revenue management, trade spending, budget oversight, and ROI.

• Advanced skills in Excel and PowerPoint.

• Exceptional communication, presentation, influencing, and organizational abilities.

• Preferred experience in omnichannel retail, companion animal health, veterinary products, pet care, pharmacy, or consumer health.

• An MBA or other relevant advanced degree is advantageous.

• Must possess or obtain authorization to work in the US for Zoetis; sponsorship is at the discretion of the company and must be disclosed if required.

🏝️ Benefits

• Short-term incentive compensation.

• Long-term incentives.

• Comprehensive healthcare and insurance benefits starting on day one.

• 401K plan with matching contributions and profit-sharing from Zoetis.

• Four weeks of vacation.

• Reasonable accommodations available for individuals with disabilities.