Strategic Account & Sales Manager - Companion Animal

About the role

MSD is looking for a Strategic Account & Sales Manager for its companion animal portfolio, based in Sydney (Macquarie Park). The role leads a high-performing, agile sales team and drives the strategic direction of the retail companion animal portfolio across Australia. It reports to the National Sales & Key Account Lead, Companion Animal, and works closely with marketing, technical, customer effectiveness, finance and field sales teams.

Key responsibilities

• Build strong relationships with strategic retail accounts and act as the primary point of contact, developing tailored solutions and conducting joint business planning and regular reviews
• Negotiate commercial agreements, trade terms and investment plans to deliver revenue and profitability goals
• Lead, coach and develop Retail Territory Sales Managers, set priorities, territory plans and performance KPIs, and monitor progress against targets
• Manage day-to-day team needs including expenses, leave and safe driving practices
• Develop and execute account growth plans, analyse market trends and competitors, and create a 12-month rolling strategic account master plan with forecasts, budgets and ROI-based programs
• Deliver sales, market share, gross-to-net and profitability objectives through ranging, distribution, promotion and merchandising, and track trade spend, rebates and promotional investment within budget
• Work with brand managers, technical, marketing and field services teams, and partner with finance to keep commercial plans compliant with pricing, rebate and discount policies

Required profile

• Tertiary business or marketing degree (essential)
• Extensive proven experience in a related market or industry
• Proven Key Account Management experience, preferably in FMCG, pharmacy and/or animal health
• B2B selling experience (essential)
• Valid driver's licence required

Required skills

• Sales leadership and account management
• Advanced negotiation skills and strong financial acumen
• Strategic thinking with medium- to long-term goals
• Excellent written and oral communication, including presentations
• Time management and computer skills, including Salesforce and Microsoft Office Suite

What we offer

• Permanent role with competitive remuneration, benefits and tools of trade such as car, laptop and iPad
• A collaborative, cross-functional environment with ongoing learning, development and leadership opportunities