Director, Category Management & Strategic Partnerships

About the role

The Director, Category Management & Strategic Partnerships role is pivotal in leading the growth of Chewy’s vet-facing business through enterprise partnerships, business development, and ecosystem expansion. This role sits at the intersection of P&L ownership, business development, and strategic partnerships, and will be responsible for building and scaling relationships across the veterinary industry.

Responsibilities

• Own and drive the business development strategy for Chewy’s vet-facing services, focusing on creating, scaling, and deepening relationships with large veterinary corporate groups and strategic partners.

• Lead the end-to-end deal lifecycle including sourcing, structuring, negotiating, and closing complex, high-value partnerships.

• Establish and own executive-level relationships with partner organizations, including C-suite stakeholders, to drive long-term joint value creation.

• Develop joint business plans and partnership roadmaps that unlock growth for both Chewy and partners.

• Identify and unlock new partnership models (distribution, integration, co-branded services, etc.) that expand Chewy’s presence in the veterinary ecosystem.

• Own the P&L for vet-facing B2B services, ensuring delivery against revenue, margin, and growth targets.

• Define and execute go-to-market strategies including segmentation, pricing, sales approach, and onboarding for enterprise and mid-market partners.

• Translate partnership opportunities into scalable revenue streams, ensuring operational and financial rigor.

• Build and lead a high-performing team across business development, account management, and category management.

• Partner with Product, Tech, Marketing, CX, and Operations to translate partnership needs into scalable solutions, including tools, integrations, and service models.

• Influence product and platform roadmaps to support enterprise partner requirements and long-term ecosystem strategy.

• Identify and incubate new growth vectors within the veterinary ecosystem, including adjacent services, partnerships, and capabilities.

• Stay ahead of industry trends and competitive dynamics to inform long-term strategic positioning.

Requirements

• 12+ years of experience across business development, strategic partnerships, category management, or general management roles.

• 8+ years of leadership experience, with experience developing and scaling high-performing teams.

• Deep functional expertise in category management, vendor negotiations, and business development.

• Experience owning or materially influencing a P&L with clear revenue accountability.

• Strong negotiation skills with demonstrated success in high-stakes, multi-party deals.

• Ability to operate as an external-facing leader, influencing senior stakeholders both internally and externally.

• Strong analytical and financial acumen; highly fluent in forecasting, pricing, and performance management.

• Excellent communicator and influencer across senior executive and cross-functional teams.

• Demonstrated ability to launch and rapidly scale new business ventures.

QualificationsPosition requires some travel.

Skills

• Leadership and strategic thinking.

• Business development and partnership management.

• Category management and vendor negotiation.

• Financial analysis and forecasting.

• Team management and collaboration.

• Industry knowledge and trends.

Benefits

Chewy offers a comprehensive benefits package including health, dental, vision, disability, life insurance, and a 401(k) plan. Additional perks include parental leave, family services benefits, backup dependent care, flexible spending accounts, telemedicine, pet adoption reimbursement, employee assistance program, and discounts at Chewy.com. Exempt salary team members have unlimited PTO, subject to manager approval. Team members may be eligible for paid sick and family leave in compliance with applicable state and local regulations.

Pay

The base salary range for this role is $170,500 - $297,500.00. The specific salary offered to a candidate may be influenced by a variety of factors including but not limited to the candidate’s relevant experience, education, and work location.

Schedule

This role is exempt and eligible for a new hire and annual equity grant. The specific schedule will be discussed during the interview process.