Account Manager, Retail

Account Manager, Retail Department

U.S. Retail Team

Reports to:

Director, Retail

Location:

United States remote

Travel:
Approximately 15-20% as required

Zoetis is the world’s leading animal health company, dedicated to nurturing our world and humankind by advancing care for animals. Powered by rigorous science, data-driven research and development, and deep customer insight, Zoetis discovers, develops, manufactures, and commercializes vaccines, medicines, diagnostics, biopharmaceuticals, and digital solutions for companion animals and livestock.

The Zoetis Retail Team brings these solutions to consumers and customers through important retail and omnichannel partnerships. This role will help expand access to companion animal prescription and over-the-counter solutions while building durable partnerships that support better outcomes for pets, the people who care for them, and the business.

Learn more about Zoetis and Zoetis products.

The Account Manager, Retail is a highly visible role within the U.S. Retail Team and serves as the commercial owner for a portfolio of strategically important omnichannel retail relationships. The portfolio will include a combination of retail accounts and channels including, but not limited to ecommerce, club, mass, convenience and distribution --accounts that are critical to the current performance and future growth of the Zoetis Retail business.

The successful candidate will build and execute customer strategies that deliver profitable net sales growth, strengthen strategic partnerships, improve execution, and expand the reach of priority Zoetis companion animal products.

This role requires a balance of strategic thinking and disciplined execution: setting a clear direction with customers, translating business priorities into joint plans, and mobilizing internal teams to deliver results. The Account Manager will lead Joint Business Planning engagements, manage day-to-day customer relationships across multiple stakeholder groups, and collaborate closely with Marketing, Finance, Operations, Supply, Sales, and other cross‑functional partners.

The role will work across companion animal prescription and OTC/consumer portfolios, with priorities evolving in line with business needs and product opportunities.

• Own customer strategy and growth:
  Build and execute 12
  -18 month customer business plans and Joint Business Plans for assigned Drive and Develop Accounts. Deliver profitable growth through distribution, assortment, product placement, promotions, and new opportunities aligned to Zoetis priorities.
• Lead customer relationships:
  Develop trusted relationships with senior and cross‑functional customer contacts; lead customer meetings, business reviews, negotiations, and planning sessions; and serve as the primary link between customers and Zoetis.
• Drive commercial execution:
  Lead or support complex negotiations, annual terms, promotional and go‑to‑market plans, and activation of customer commitments. Use customer POS, market and category data to identify opportunities and make effective recommendations.
• Manage financial performance:
  Manage customer budgets and trade spending with a focus on profitable growth and ROI. Apply financial and net revenue management principles, contribute to account‑level P&L decisions, and maintain accurate sales forecasts.
• Mobilize the organization:
  Coordinate Marketing, Finance, Operations, Supply, Sales, and other partners to deliver plans, resolve issues, and improve customer execution. Communicate risks and opportunities clearly and elevate issues early.
• Protect the business:
  Ensure account plans and customer activity align with Zoetis strategy, contract requirements, pricing policies, and MAP compliance expectations. Establish and monitor KPIs, including net sales growth, profitability, partnership strength, and execution quality.

Bachelor's degree in business, marketing, or a related field, plus 5+ years of experience in account management, sales, marketing, customer development, or commercial operations. Experience in animal health, consumer packaged goods, retail,…