CAP Strategic Account Manager – North / Central / West

Introducción del empleo

At Dechra, we are passionate about advancing veterinary medicine through science, innovation, and meaningful partnerships.

We are looking for a CAP Strategic Account Manager to lead the development of our most important veterinary hospital and specialty accounts across the North, Central, and West regions of Mexico.

This is not a traditional sales role.

This is a role for someone who wants to:

✔ Build strategic partnerships
✔ Identify growth opportunities inside complex accounts
✔ Influence business decisions beyond product selling
✔ Create long-term value for customers and for Dechra

If you enjoy combining commercial strategy with customer leadership, this role offers a unique opportunity to make a significant impact.

Job Purpose

The CAP Strategic Account Manager is responsible for developing and executing strategic growth plans for Dechra’s most important Companion Animal Portfolio (CAP) accounts, including specialty hospitals, referral centers, and high-value veterinary groups.

The role focuses on:

• Expanding clinical and commercial adoption
• Strengthening executive customer relationships
• Identifying unmet customer needs
• Coordinating cross-functional support
• Delivering sustainable business growth

This role works in close partnership with:

• Veterinary Clinical Regional Leaders
• Regional Sales teams
• Marketing
• Technical teams
• Business Intelligence

to ensure each strategic account receives a tailored growth approach.

Key Responsibilities

Strategic Account Development

• Build and execute account-specific growth plans
• Identify business opportunities within assigned accounts
• Understand customer business models and priorities
• Develop long-term partnership strategies
• Expand product utilization across specialties

Customer Relationship Management

• Build trustedrelationships with:
  • Hospital owners
  • Medical directors
  • Specialists
  • Procurement stakeholders
• Position Dechra as a strategic partner
• Maintain senior-level customer engagement

Commercial Execution

• Drive sales growth within strategic accounts
• Negotiate commercial agreements aligned with company policies
• Monitor account performance against targets
• Ensure execution of agreed action plans
• Identify barriers to growth and propose solutions

Cross-Functional Collaboration

• Partner with the Veterinary Clinical Regional Leader to support clinical adoption
• Coordinate internal resources to support account priorities
• Align with marketing on campaigns and launches
• Share market insights with leadership teams

Business Intelligence & Reporting

• Maintain accurate CRM data in Salesforce
• Monitor account trends and performance
• Provide forecasting for assigned strategic accounts
• Deliver actionable account insights to leadership

Success Measures

Commercial KPIs

• Sales growth in assigned strategic accounts
• Portfolio expansion within key hospitals
• Account retention rate
• Forecast accuracy
• Strategic plan execution

Strategic KPIs

• New product adoption
• Share of wallet growth
• Cross-functional collaboration quality
• Customer relationship strength
• Account development progress

Candidate Profile

Education

• Bachelor’s degree required
• Veterinary Medicine degree strongly preferred
• Business or commercial education considered valuable

Experience

• Minimum 4–7 years in commercial roles within:
  • Animal Health
  • Companion Animal / Small Animal segment
• Proven experience managing:
  • Veterinary hospitals
  • Specialty centers
  • Strategic accounts
• Strong experience in consultative selling
• Experience in matrix organizations preferred

Industry Requirement

Candidates must have previous experience in the:

✔ Companion Animal / Small Animal Animal Health commercial market

Candidates without this industry experience will not be considered.

What Makes You Successful in This Role

Strategic Thinking

You understand the difference between selling products and growing partnerships.

Commercial Influence

You can influence customer decisions beyond price.

Relationship Building

You develop trust at multiple levels within the account.

Business Acumen

You understand customer needs and turn them into business opportunities.

Execution Discipline

You can translate strategy into measurable action.

Competencies

• Strategic account management
• Commercial negotiation
• Customer focus
• Relationship building
• Analytical thinking
• Planning and organization
• Cross-functional collaboration
• Results orientation

Why Join Dechra

At Dechra, this role offers the opportunity to:

✔ Lead high-value strategic accounts
✔ Work with respected veterinary organizations
✔ Influence the future of specialty medicine
✔ Join an ambitious and collaborative team
✔ Create visible business impact

This is a role for someone who wants to grow beyond territory sales and become a true strategic business partner.

Important Application Criteria

To be considered for this opportunity, candidates must:

• Be located in Mexico City, Guadalajara or Montrrey only.
• Have experience in the Companion Animal Animal Health commercial market
• Have experience managing strategic customer relationships

Apply Now

If you are ready to combine commercial leadership, customer strategy, and business impact, we would love to hear from you. You can find this job in OCC too.