Head of Key Accounts
Job Introduction
Why Dechra?
Thank you for checking out our vacancy, we’re delighted you want to learn more about joining Dechra.
A career at Dechra is different. Sure, we’re a growing global company with a presence in 27 countries but our purpose is simple – to achieve the sustainable improvement of animal health and welfare globally.
If you want to be part of a team that invests in your future and ensures you have the support to reach your full potential and thrive, please read on.
The Opportunity
To drive net revenue and profit growth through leadership of Key Accounts in both United Kingdom and Ireland. Accountable for delivering against commercial targets by managing, coaching, and empowering a high-performing Key Account Management team, and optimising execution of customer growth and go-to-market strategies, revenue management, contract performance and trade marketing.
Role Responsibility
So, what will you be doing? This role has a broad and varied remit and the successful candidate will have responsibility for duties including:
Commercial Leadership & Strategy Execution
- Own the delivery of annual sales, margin, and profitability targets across key accounts and select Buying Groups across all channels
- Translate company-wide commercial goals into executional strategies and measurable KPIs by taking go-to-market strategies and translate into customer executions
- Own exceptional Customer experiences that place Dechra as a partner of choice
- Manage mix across customers, species, products and channels to move EBIT forward YOY
Team Leadership & Performance Management
- Lead, coach and develop a high-performing team of Key Account Managers, embedding a results-driven culture aligned to company values
- Lead improvement planning because of Dechra’s annual InPulse survey
Customer & Channel Management
- Define where to play and how to win across Dechra’s customers
- Lead and define strategic relationships and plans to deliver sustainable long-term growth
- Establish and oversee the delivery of growth and execution, with full P&L ownership
- Be the voice of the customer in the business, ensuring feedback is captured and actions iterated
- Act as the escalation point for negotiation and resolution of commercial agreements, tenders and pricing strategies
Data-Driven Decision Making & Insights
- Analyse data and build insights into actionable so-what’s
- Monitor competitor activity and market trends to inform strategy and identify opportunities
Trade Marketing
- Develop, execute and own the trade marketing strategy and activities that drive visibility, availability and growth across all channels
- Collaborate with XFN teams to design customer-first materials that align with brand objectives
- Build UKI playbook repositories and share best in class practices that build a local success model across Dechra’s commercial excellence levers
- Own sales rebates and ROI, including ‘added value’ spend, ensuring Dechra investments are deployed with systematic reviews to inform future actions
Operational Excellence
- Drive continuous improvement of operational processes – including tender management, contracting, compliance, governance, forecasting and more
- Ensure operational alignment with stock management, product launches and service level agreements (SLAs) to meet customer expectations
- Own team budget and resource allocation, ensuring cost control and optimal ROI
The Candidate
Here at Dechra we pride ourselves on being an inclusive employer. We know that individuals’ unique background and experience can bring a wealth of variety and expertise to our global workforce. For this role, we’re particularly keen to hear from those who have/are:
- Minimum 10+ years in Commercial or Sales Leadership within FMCG, CPG or Animal Health with at least 3 years in a leadership/management role with large corporate accounts
- Experience leading and managing high-performing teams of at least 5 years’ experience, plus experience managing large cross-functional teams on projects
- Tenure of at least 2 years within a Category Management, Trade Marketing or Revenue Growth Management role
- Experience managing omni-channel sales, connecting consumer journey’s to optimised targeting, conversion, and retention
- Proven track record of delivering sustained growth with B2B partners from building and translating go-to-market strategies
- Trained background in contract negotiation, tenders, and commercial agreements
- Increased revenue through category insights programs and can define outputs against quant and qual needs
- Strong presentation and communication skills; ability to influence stakeholders at all levels
Additional Information:
- Travel required for key account meetings, team coaching, and internal leadership meetings, as necessary
- National Certificate of Animal Health (NCAH) must be obtained within 2 years
- Adherence to Dechra values and commercial compliance standards is mandatory
What we can offer you:
- 33 days annual (inclusive of Bank Holidays)
- Holiday purchase scheme
- Healthcare
- Employee Assistance Program
- Life Assurance
- 8% Employer Pension Contribution
- Enhanced Family Leave
- Car / Car Allowance (discretionary)
- Bonus (discretionary)
- Discounted Pet Food
About the Company
If a career at Dechra has piqued your interest, find out more at Dechra Careers.
Dechra is a growing, global specialist in veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.
All applications received are reviewed by our internal talent acquisition team and we will get in touch if your skills and experience match what we're looking for. Should you not hear back from us within 28 days please don't be too disappointed - we may keep your CV on our database for any future vacancies which could be suitable, and we encourage you to keep an eye on our careers site. We value diversity within our global workforce and encourage an inclusive culture. Any questions or queries, please contact us at recruituk@dechra.com