Key Account Director

Are you looking to lead strategic national account initiatives within the animal health and healthcare distribution industries? 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

Paid time off

401(k) with company match

Professional development opportunities

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