Retail Key Account Manager at Elanco

• As Retail Key Account Manager, you will manage Elanco’s priority retail accounts, buying groups and national banner groups across mass retail, pet specialty, veterinary retail and agricultural retail. You will translate the Retail Channel strategy into account-level commercial growth by strengthening customer partnerships, delivering profitable sales and expanding product distribution. This hands-on role combines account management, negotiation, commercial planning and in-store execution in close partnership with Territory Managers and Trade Marketing.

Your Responsibilities:

• Own the day-to-day commercial relationship with priority retail accounts, buying groups and national banner groups, serving as the primary contact for buying, category management and merchandising stakeholders.
• Lead Joint Business Planning, trading terms negotiations, listing expansion and account-specific sales plans in line with the Retail Channel strategy and approved commercial parameters.
• Monitor account performance, profitability, promotional return on investment, sales trends and stock availability, working with Supply Chain and escalating risks and opportunities to the Retail Business Manager.
• Partner with Trade Marketing and contractor Territory Managers to deliver product launches, shopper marketing campaigns, seasonal promotions, Point of Sale and Point of Purchase materials, merchandising compliance and in-store execution.
• Collaborate with Marketing, Finance, Regulatory and Supply Chain, providing structured reporting on account performance, market trends, competitive activity and retail execution while ensuring compliant and ethical commercial practices.

What You Need to Succeed (minimum qualifications):

• Bachelor’s degree in Business, Commerce, Marketing, Life Sciences or a related field.
• 3–5+ years of experience in commercial sales or account management.
• Demonstrated success managing national or regional key accounts, buying groups or banner groups, including trading terms negotiation and Joint Business Planning.
• Strong understanding of retail economics, distributor dynamics, margin structures, promotional return on investment, gross-to-net management and net revenue management, supported by proficiency in sales performance analysis and CRM or sales force automation tools.
• Valid driver’s license and willingness to travel regionally to support key accounts and in-store execution.

What will give you a competitive edge (preferred qualifications):

• Background in fast-moving consumer goods, animal health, pet care, over-the-counter or healthcare retail.
• Experience working with third-party distributors and retail field sales teams.
• Proficiency in analysing market trends, Nielsen or retail audit data and sell-out performance.
• Experience coordinating trade marketing initiatives, product launches, planograms or merchandising programmes across multiple retail locations.
• Experience managing promotional funding, rebates, listing agreements or customer profitability.