The Position

The Senior Key Account Manager, Companion Animal is responsible for delivering sustainable, profitable growth across a portfolio of the most strategically significant, complex and multi-channel accounts within the Australian Animal Health market.

Combining senior strategic account leadership, strong commercial judgement and data-driven decision-making, you will develop and execute customer account strategies and Joint Business Plans across key channels including veterinary, e-commerce, retail, wholesalers, buying groups and corporate networks. You will identify and model growth opportunities, lead significant customer investment decisions and complex negotiations, and translate agreed priorities into effective commercial plans. You will also lead selected cross-account or channel initiatives and help strengthen commercial capability across the KAM team.

This is a senior, commercially accountable customer field-based role where success is measured through customer value creation, market share growth, profitable sales and responsible Gross to Net investment. You will partner closely with senior internal and external stakeholders to deliver strong business outcomes across assigned national and/or multi-site accounts, while acting as a commercial thought partner to the Head of Channel & Key Account Management.

Task & Responsibilities

- Senior strategic customer partnership and executive stakeholder leadership

- Leadership of FMCG-style account planning and multi-year Joint Business Planning

- Ownership of customer growth modelling, scenario planning and performance recovery

- Strategic and tactical promotional planning, optimisation and post-investment learning

- Gross to Net leadership and customer investment accountability

- Leadership of complex commercial negotiations, tenders and contract management

- Omnichannel activation and execution excellence across complex customer environments





- Cross-functional leadership, senior decision support and voice of the customer

- Advanced digital, analytical and CRM capability

- Compliance, governance, ethical promotion and commercial risk leadership

- Convert learning from priority accounts into scalable tools, playbooks and ways of working for the broader KAM team

- Provide senior support for complex customer escalations, recovery plans and major commercial opportunities

- Mentor and coach KAM colleagues, share best practice and raise standards in account planning, negotiation preparation, GTN discipline and performance evaluation

- Act as a senior commercial thought partner to the Head of Channel & Key Account Management on channel priorities, investment choices and customer risks

- Lead selected cross-account and channel growth initiatives requiring coordination across customers and functions

About Our Future Employee
- 8+ years' experience in Key Account Management, Category Management or an equivalent commercial role within Animal Health, FMCG, Consumer Healthcare, Retail or a related industry, including responsibility for complex or strategically important national accounts

- Proven capability in account planning, customer growth modelling, negotiation, profitability management, GTN discipline and performance reporting

- Strong analytical capability with the ability to convert customer, market and financial data into decisions and executable commercial plans





- Experience developing strategic and tactical promotional plans and evaluating their incremental impact and return

- Proven ability to lead cross-functional plans and deliver execution excellence across multiple stakeholders

- High-quality communication, presentation and influencing skills with senior internal and customer stakeholders

- Proficiency with CRM systems and digital communication or virtual engagement tools

- Proven ability to frame risks, trade-offs and recommendations clearly for senior decision-makers

- Ability to lead through influence, coach peers and improve commercial standards without formal people-management authority

- Demonstrated success leading complex negotiations, tenders or material customer investment decisions with senior stakeholders

- Willingness and ability to travel across Australia as required for customer engagement

JOB ID

38493

Job function

Marketing, Sales

Career level

Experienced professionals

Organization

Boehringer Ingelheim -Animal Health Pty Ltd

Working time

Full-Time

Job flexibility

Field

Boehringer Ingelheim is an equal opportunity global employer who takes pride in maintaining a diverse and inclusive culture. We embrace diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients, and communities. All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law

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📌 Senior Key Account Manager (Sydney)
🏢 Boehringer Ingelheim
📍 Sydney