Head of Key Accounts

The Opportunity

To drive net revenue and profit growth through leadership of Key Accounts in both United Kingdom and Ireland. Accountable for delivering against commercial targets by managing, coaching, and empowering a high-performing Key Account Management team, and optimising execution of customer growth and go-to-market strategies, revenue management, contract performance and trade marketing.

So, what will you be doing? This role has a broad and varied remit and the successful candidate will have responsibility for duties including:

• Own the delivery of annual sales, margin, and profitability targets across key accounts and select Buying Groups across all channels
• Translate company-wide commercial goals into executional strategies and measurable KPIs by taking go-to-market strategies and translate into customer executions
• Own exceptional Customer experiences that place Dechra as a partner of choice
• Manage mix across customers, species, products and channels to move EBIT forward YOY

• Lead, coach and develop a high-performing team of Key Account Managers, embedding a results-driven culture aligned to company values
• Lead improvement planning because of Dechra's annual InPulse survey

• Define where to play and how to win across Dechra's customers
• Lead and define strategic relationships and plans to deliver sustainable long-term growth
• Establish and oversee the delivery of growth and execution, with full P&L ownership
• Be the voice of the customer in the business, ensuring feedback is captured and actions iterated
• Act as the escalation point for negotiation and resolution of commercial agreements, tenders and pricing strategies

• Analyse data and build insights into actionable so-what's
• Monitor competitor activity and market trends to inform strategy and identify opportunities

• Develop, execute and own the trade marketing strategy and activities that drive visibility, availability and growth across all channels
• Collaborate with XFN teams to design customer-first materials that align with brand objectives
• Build UKI playbook repositories and share best in class practices that build a local success model across Dechra's commercial excellence levers
• Own sales rebates and ROI, including 'added value' spend, ensuring Dechra investments are deployed with systematic reviews to inform future actions

• Drive continuous improvement of operational processes - including tender management, contracting, compliance, governance, forecasting and more
• Ensure operational alignment with stock management, product launches and service level agreements (SLAs) to meet customer expectations
• Own team budget and resource allocation, ensuring cost control and optimal ROI

Here at Dechra we pride ourselves on being an inclusive employer. We know that individuals' unique background and experience can bring a wealth of variety and expertise to our global workforce. For this role, we're particularly keen to hear from those who have/are:

• Minimum 10+ years in Commercial or Sales Leadership within FMCG, CPG or Animal Health with at least 3 years in a leadership/management role with large corporate accounts
• Experience leading and managing high-performing teams of at least 5 years' experience, plus experience managing large cross-functional teams on projects
• Tenure of at least 2 years within a Category Management, Trade Marketing or Revenue Growth Management role
• Experience managing omni-channel sales, connecting consumer journey's to optimised targeting, conversion, and retention
• Proven track record of delivering sustained growth with B2B partners from building and translating go-to-market strategies
• Trained background in contract negotiation, tenders, and commercial agreements
• Increased revenue through category insights programs and can define outputs against quant and qual needs
• Strong presentation and communication skills; ability to influence stakeholders at all levels

• Travel required for key account meetings, team coaching, and internal leadership meetings, as necessary
• National Certificate of Animal Health (NCAH) must be obtained within 2 years
• Adherence to Dechra values and commercial compliance standards is mandatory

• 33 days annual (inclusive of Bank Holidays)
• Employee Assistance Program
• Life Assurance
• Enhanced Family Leave
• Car / Car Allowance (discretionary)
• Bonus (discretionary)
• Discounted Pet Food

If a career at Dechra has piqued your interest, find out more at Dechra Careers.

Dechra is a growing, global specialist in veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.

All applications received are reviewed by our internal talent acquisition team and we will get in touch if your skills and experience match what we're looking for. Should you…