Head of Key Accounts

At Elanco (NYSE: ELAN) – it all starts with animals!

As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. At Elanco, we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People.

At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.

Making animals’ lives better makes life better – join our team today!

Your Role: Head of Key Accounts

As Head of Key Accounts, you will lead the national key account strategy across retail and veterinary channels to drive sustainable commercial growth and strengthen strategic partnerships. In this role, you will oversee and develop a high-performing team of Key Account Managers while personally managing one of the organisation’s most strategic national accounts. You will play a critical role in shaping the company’s commercial approach and positioning the organisation as the partner of choice within the animal health industry.

Your Responsibilities

• Develop and execute the national Key Account strategy aligned with overall commercial objectives, driving revenue growth, margin optimisation, and portfolio penetration across key customers.

• Lead, coach, and develop a team of Retail, Corporate Veterinary, and Independent Key Account Managers while establishing strong performance metrics and a culture of accountability and collaboration.

• Personally manage one of the organisation’s largest strategic accounts, including negotiating commercial agreements, developing joint business plans, and building senior stakeholder relationships.

• Partner cross-functionally with Sales, Marketing, Supply Chain, Finance, Regulatory, and Medical Affairs to ensure strong execution of promotions, launches, and customer initiatives.

• Lead commercial governance across key accounts including forecasting, trade spend optimisation, contract negotiations, and performance reporting.

What You Need to Succeed (minimum qualifications)

• Education: Bachelor’s Degree in Business, Marketing, Life Sciences, or related discipline

• Experience: Minimum of 10 years of progressive commercial experience within animal health, pharmaceuticals, FMCG, healthcare, or related industries, including experience managing national or strategic key accounts

• Top Skills: Strategic account management and commercial negotiation with strong leadership and stakeholder management capability

What Will Give You a Competitive Edge (preferred qualifications)

• Experience managing corporate veterinary groups, buying groups, or major retail chains

• Proven experience leading and developing high-performing commercial teams

• Strong financial and commercial acumen with experience managing trade spend and margin performance

• Experience delivering successful national product launches within large customer accounts

• MBA or advanced business qualification

Additional Information

• Travel: Up to 40–50% domestic travel across Australia, including industry conferences, customer visits, and internal meetings

• Location: Australia (national role)

Don’t meet every single requirement? Studies have shown underrecognized groups are less likely to apply to jobs unless they meet every single qualification. At Elanco we are dedicated to building a diverse and inclusive work environment. If you think you might be a good fit for a role but don't necessarily meet every requirement, we encourage you to apply. You may be the right candidate for this role or other roles! 

Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status