Key Accounts Director

About the role

This Key Accounts Director opportunity focuses on managing veterinary distribution partners, corporate hospital groups, and Group Purchasing Organizations (GPOs) while driving revenue growth, contract negotiations, business planning, and long-term commercial strategy. This role is ideal for an experienced account management or sales leadership professional who thrives in complex channel environments and enjoys building executive-level relationships that drive measurable business results.

Responsibilities

• Serve as the primary business owner for veterinary distribution partners, corporate hospitals, and Group Purchasing Organizations (GPOs)
• Develop and execute multi-year account strategies aligned with organizational growth objectives
• Lead annual business planning activities including revenue forecasting, promotional planning, and new product integration initiatives
• Develop and execute Joint Business Plans (JBPs) to maximize product adoption, market penetration, and category growth
• Build and maintain executive-level relationships with strategic account stakeholders
• Achieve assigned revenue, profitability, and distribution targets across key accounts
• Conduct monthly performance reviews and Quarterly Business Reviews (QBRs) to monitor account performance and implement corrective actions
• Utilize sales, financial, and market data to identify growth opportunities, trends, and potential risks
• Lead negotiation, renewal, and management of distributor agreements, corporate account contracts, and GPO contracts
• Partner with Finance, Legal, Marketing, Supply Chain, and Channel Management teams to support commercial objectives
• Develop account-specific promotional programs, growth initiatives, and new product proposals
• Ensure compliance with pricing policies, contract requirements, and product change communications
• Support eCommerce and digital channel initiatives to ensure accurate product representation and data integrity across partner platforms
• Collaborate cross-functionally to align sales, marketing, and operational objectives

Required Experience

• Bachelor's degree in Business, Marketing, or related field required
• 7-10 years of Account Management, Business Development, or Sales Leadership experience required
• Experience within animal health, veterinary, pharmaceutical, healthcare, medical device, or related industries required
• Proven experience managing complex distribution channels, strategic partnerships, and national account relationships required
• Strong experience negotiating contracts, pricing agreements, rebates, and multi-stakeholder commercial agreements required
• Experience developing and executing strategic account plans across cross-functional teams required
• Strong analytical skills with the ability to interpret financial, sales, and market data required
• Excellent communication, presentation, relationship-building, and executive engagement skills
• Ability to influence stakeholders across large and complex organizations
• Ability to travel up to 25%, including overnight travel

Preferred Experience

• Experience managing veterinary distributors, healthcare distributors, corporate healthcare systems, or GPO relationships preferred
• Experience supporting channel management, strategic partnerships, or commercial operations initiatives preferred
• Advanced degree in Business, Marketing, or related field preferred
• Experience leading Joint Business Planning (JBP) initiatives preferred
• Strong background in strategic account growth, category management, and commercial execution preferred

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Life insurance
• Paid Time Off
• 401(K) with company match
• Professional development opportunities

Pay

$115K-$130K