Pet Shop Chains Strategic Account Manager
Job Description & How to Apply Below
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 :
Pet Shop Chains Strategic Account Manager The Pet Shop Chains Strategic Account Manager (SAM) is a highly strategic and commercial role responsible for driving profitable growth, market share, and category leadership within the rapidly evolving Pet Shop Chains channel in Italy.
The successful candidate will further advance our commercial model to a proactive, best-in-class Key Account Management framework. This role requires a high-performing professional with deep expertise in the Retail, FMCG, or Consumer Health sectors, possessing exceptional business acumen, learning agility, and a growth mindset. The SAM will act as the "orchestrator" across internal functions (Sales, Marketing, Trade Marketing, E-commerce, Supply Chain) and external stakeholders to deliver value beyond the product.
Your Responsibilities: Sales Leadership:
Achieve sales targets, manage budgets, analyze sales data, and collaborate cross-functionally within the omnichannel framework to develop successful channel plans.
Channel & Omnichannel Strategy:
Define and execute channel strategies for Pet Shop Chains as true omnichannel partners by establishing clear rules for assortment, promotions, pricing, and content to resolve online/offline price conflicts and prevent cannibalization. Optimize resource allocation by segmenting customers using a strategic importance versus competitiveness matrix.
Joint Business Planning (JBP) & Operating Model:
Drive the formal annual business cycle (Negotiation, Joint Planning, Implementation, Business Review) by executing comprehensive JBPs and aligning internal stakeholders across Sales, Marketing, Trade Marketing, and E-commerce early in the planning phase to ensure commercial readiness.
Proactive Commercial Execution:
Advance customer relationships through data-driven weekly in-season engagements, treating trade investments as dynamic, performance-linked levers. Execute an in-season commercial playbook with clear activation triggers and countermeasures, collaborating as a One Team to maximize customer service and sustainable growth through high-value analytical and commercial activities.
Data, Measurement & ROI:
Secure granular sell-out data by negotiating strategic data-sharing agreements, and build integrated KPI dashboards combining internal and external data. Monitor core metrics- sell-in, sell-out, category share, product availability, and ROI-using customer scorecards as a standard format to drive in-year resource reallocation and value creation meetings.
What You Need to Succeed (Minimum Qualifications):
Education & Experience:
Bachelor's/Master's in Business, Marketing, or related; 5+ years in Key Account Management within Retail, FMCG, or Consumer Health, with proven omnichannel and JBP expertise.
Financial & Technical
Skills:
Strong P&L, pricing, and ROI financial literacy combined with deep GDO/Retail fluency and proficiency in CRM and BI tools.
Industry &
Innovation: Knowledge of Animal Health trends combined with a readiness to embrace market innovation.
Leadership & Mindset:
Embodies Connect with People, Be Determined, Drive Continuous Improvement, a growth mindset, and a "Go Beyond" attitude as a strategic, ROI-driven problem solver.
Cross-Functional Collaboration:
Strong "One Team" partner for marketing, skilled at co-creating strategies and launches,…
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