Key Accounts Director

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Description

Nutramax desires to provide a drug-free, healthful, and safe workplace. We hold a zero-tolerance policy for drug use. Employment is contingent upon successfully passing a preemployment background check and drug screen (subject to applicable law).

Summary of the Position:

The Key Accounts Director serves as a strategic commercial leader responsible for managing Nutramax's relationships across veterinary distribution, corporate hospitals, and group purchasing organizations (GPOs). This role drives commercial execution through strategic planning, business development, contract negotiation, and operational alignment across the channel ecosystem.

The Key Accounts Director will collaborate cross-functionally with Channel Management, Marketing, Finance, and Supply Chain to steward account strategy, deliver revenue objectives, and elevate Nutramax's positioning within key partner organizations.

The ideal candidate brings 7-10 years of experience in account management within animal health or human health, with a strong record of influencing complex organizations and delivering measurable commercial results.

Roles and Responsibilities:

• Serve as the primary business owner for veterinary distribution, corporate hospitals, and GPOs, developing multi-year account strategies aligned with organizational goals.
• Evaluate resource requirements to ensure adequate support of key accounts, leveraging expanded field sales leadership responsibilities and assessing financial justification for incremental headcount.
• Lead annual business planning, including revenue targets, promotional calendars, and new product integration in partnership with the Channel Management and Field Sales
• Develop and execute joint business plans (JBPs) with key accounts to maximize market penetration, product adoption, and category growth.
• Build and maintain trust-based, executive-level account relationships to ensure long-term strategic alignment.
• Achieve assigned revenue, distribution, and profitability targets across all assigned accounts.
• Conduct regular sales performance reviews, including monthly performance check-ins and Quarterly Business Reviews (QBRs), to assess progress and implement corrective actions as needed.
• Utilize data analytics to identify trends, risks, and growth opportunities.
• Lead the negotiation, renewal, and ongoing management of distributor contracts, corporate hospital agreements, and GPO membership/contract frameworks.
• Partner with Legal, Finance, and Channel Management to structure agreements, pricing, and incentive programs that support strategic commercial objectives.
• Ensure compliance with policies related to pricing, product changes, discontinued SKUs, and product updates.
• Partner with Channel Management to align marketing, promotional, and merchandising strategies across distribution, corporate, and independent hospital segments.
• Develop new item proposals, promotional strategies, and growth programs tailored to individual account needs.
• Coordinate with eCommerce and Channel Management to ensure accurate product representation and data integrity across partner digital platforms.
• Perform other assigned duties as may be required in meeting company objectives.
• Communicate effectively with other departments within the organization and function within a team environment.
• Regular in-office attendance is required.

Requirements

Minimum Requirements:

• 7-10 years of account management or sales leadership experience in animal or human health industries.
• Bachelor's degree in business, marketing, or a related field required; advanced degree preferred.
• Demonstrated success managing complex channels dynamics with measurable commercial results.
• Experience negotiating and managing contracts, pricing, rebates, and multi-stakeholder agreements.
• Experience developing and executing strategic account plans across cross-functional teams.
• Strong analytical skills with the ability to interpret financial, sales, and market data to make strategic decisions.
• Exceptional communication, presentation, and relationship-building skills, with comfort interacting at the executive level.
• On-site role preferred. Travel requirements are approximately 25% for on-site employees and up to 50% for remote employees with travel to the home office.