National Account Manager - PetSmart

Elanco

8d • $133,500 - $190,000 • Remote

About The Position

The National Account Manager — PetSmart is a strategic customer leadership role responsible for the end-to-end commercial relationship and business performance with one of Elanco's largest and most important retail partners. You will own the customer strategy across PetSmart's brick-and-mortar business while accelerating growth across ecommerce, digital and retail media — translating PetSmart's priorities into a differentiated Elanco growth plan that drives consumer sales, net sales, share, distribution and mutual profitability.
As the primary “One Elanco” point of contact for PetSmart, you will lead the internal account team across OTC and Rx Brand, Category Management, Shopper Marketing, Finance, Supply Chain and Sales Operations, partnering with Rx and Home Delivery teams so PetSmart receives one coordinated Elanco strategy.

Requirements

• Bachelor's degree or an equivalent combination of education and relevant experience.
• Seven or more years of progressive commercial, sales, account or category management experience, including meaningful ownership of complex customer relationships.
• Proven success delivering sales growth, leading customer strategy, managing significant trade investment, and leading JBP’s and complex negotiations with senior stakeholders.
• Strong forecasting, business-case and analytical skills, with proficiency in Excel and PowerPoint and the ability to translate complex information into clear recommendations.

Nice To Haves

• Managing a large national or strategic retail account in CPG, consumer health, animal health or a related industry — pet specialty or mass retail preferred.
• Retailer POS and syndicated data, category management, digital shelf and retail media measurement, and retailer vendor portals (new item setup, deduction management, compliance).
• Retail math, Gross-to-Net, trade promotion, customer profitability and supply-chain fundamentals; experience building and executing Joint Business Plans and leading line reviews.
• Knowledge of pet health, veterinary or pharmacy/home delivery ecosystems is beneficial but not required.

Responsibilities

• Own the multi-year PetSmart strategy and annual Joint Business Plan, connecting their strategic priorities to Elanco's portfolio, innovation and investment choices. Translate customer, category, competitive and shopper trends into clear growth strategies, risks and actions.
• Protect and grow the core in-store business while accelerating PetSmart.com, digital shelf, retail media and autoship — building channel-appropriate strategies that recognize the different growth levers and economics of stores and ecommerce.
• Own net sales, share and profitability delivery. Strategically manage Gross-to-Net, trade and OPEX using a pay-for-performance mindset, build business cases that recommend where Elanco places its bets, and partner with Finance on checkbooks, accruals, deductions and contractual commitments.
• Lead line reviews, assortment and distribution expansion. Maximize price, promotion, placement and pack architecture against competitive and value-tier dynamics, and lead commercialization of innovation from sell-in through post-launch assessment.
• Own an accurate short- and long-range customer forecast. Use PetSmart POS, syndicated data, digital metrics and internal financials to diagnose performance, and lead business reviews that make performance drivers, decisions required and next actions clear.
• Build strategic relationships across PetSmart merchandising, marketing, digital, operations and senior leadership. Lead complex negotiations — annual contracts, JBP commitments, promotions, displays, innovation and assortment — with executive presence and commercial judgment.
• Own PetSmart's in-stock and service results alongside Customer Service, Supply Chain and Sales Operations. Anticipate supply, forecast and compliance risk ahead of major programs, and resolve order, deduction and execution issues before they reach the customer.
• Lead through influence across a broad cross-functional team, share customer insights across the Retail and US Pet Health organization, and model Elanco's behavioral pillars — Involve, Innovate, Own and Deliver.

Benefits

• Multiple relocation packages
• Two weeklong shutdowns (mid-summer and year-end) in the US (in addition to PTO)
• 8-week parental leave
• 9 Employee Resource Groups
• Annual bonus offering
• Flexible work arrangements
• Up to 6% 401K matching
• Company-matching 401(k)
• Vacation benefits
• Eligibility for medical, dental, vision, and prescription drug benefits
• Flexible benefits (e.g., healthcare and/or dependent day care flexible spending accounts)
• Life insurance and death benefits
• Certain time off and leave of absence benefits
• Well-being benefits (e.g., employee assistance program, fitness benefits, and employee clubs and activities)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior