Senior Director, US Channel and Retail

Job Introduction

Thanks for checking out our vacancy, we’re delighted you want to learn more about Dechra!

Dechra is a growing, global specialist within the world of veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.

Here at Dechra, our values are embedded within our culture and thrive within our family of almost 2000 colleagues globally. From manufacturing to marketing, (D)edication, (E)njoyment, (C)ourage, (H)onesty, (R)elationships and (A)mbition are at the heart of our everyday operations and the way we do business

The Opportunity 

As part of the Commercial Sales Leadership Team, the Sr Director, US Channel & Retail will be responsible for spearheading the development and implementation of strategies that drive growth and fortify relationships with key strategic partners including distribution and retail. This position demands an individual with extensive animal health industry expertise; particularly within the veterinary retail sectors, exceptional leadership skills, and a proven history of managing high-level client relationships while achieving business goals. The Sr Director, US Channel & Retail will lead initiatives to transform commercial performance, penetrate new channels, and oversee the sales of Dechra’s portfolio across all North American channels, including distribution, e-commerce, and B&M retail. This leadership role will play a collaborative and cross-functional role working closely with Sales, Marketing, Product/Portfolio Management, Supply Chain, and Operations/Distribution.

So, what will you be doing? This role has a broad and varied scope and the successful candidate will have responsibility for duties including:

• Strategic Account Management
  1. Formulate and implement long-term strategic plans that include partnership strategies with distribution, wholesaler and retail partners, emphasizing shared goals and mutual growth opportunities within large veterinary clinics, hospitals, and pharmaceutical distributors. 
  2. Drive customer base expansion through identifying growth opportunities and cultivate relationships with top-tier customers, leveraging data to enhance account penetration and reinforce loyalty.
  3. Strategically negotiate and manage key contracts to ensure alignment with Dechra’s objectives while creating value for both parties, thereby reinforcing win-win partnerships.
  4. Optimize the management of Dechra’s client portfolio, provising oversight of high-value client relationships to elevate satisfaction and retention metrics, ensuring that performance outcomes exceed set targets. 
  5. Foster Sustainable Growth Initiatives by developing and implementing strategies designed to deliver lasting top- and bottom-line growth, focusing on long-term value creation.
• Retail Partnerships
  1. Develop strategic channel growth plans by formulating and executing strategies that expand retail channels in the animal health sector, focusing on veterinary clinics, pet care stores, and e-commerce.
  2. Strengthen retail partner relationships by cultivating meaningful partnerships with key retailers to promote Dechra’s product lines, driving both sales and profitability through collaborative initiatives.
  3. Enhance retail distribution strategies through the creation of targeted strategies to improve distribution, ensuring effective market penetration and building customer loyalty within retail environments.
  4. Continuously evaluate the competitive landscape within retail channels to identify opportunities for differentiation and innovation in promotional practices.
• Market Expansion and Business Development
  1. Identify market opportunities through the pursuit of new business development avenues and market expansion opportunities in both distribution and retail channels, focusing on high-potential areas.
  2. Collaborate across functions and work closely with marketing and sales teams to ensure alignment in strategies, facilitating the development of offerings that meet evolving market demands.
  3. Monitor industry trends and stay informed about developments in the sector, competitive activities, and regulatory changes to effectively anticipate market shifts and adapt strategies promptly.
  4. Develop long-term plans that consider the future needs of veterinary professionals and pet owners, including emerging product opportunities.
  5. Engage stakeholders in market insights by establishing feedback mechanisms with clients and partners to gather insights that drive product innovation and strategic adjustments. 

• Cross-functional Collaboration & Leadership 
  1. Serve as the voice of US Channel & Retail Partnerships in executive planning forums and cross-functional initiatives. 
  2. Partner cross-functionally across the business to support go-to-market objectives and a unified approach that aligns with the customer experience and Dechra’s values.
  3. Leads a high-performing team by setting clear expectations and coaching people leaders to drive a high-performance culture of accountability, inclusion and continuous development across all levels of the team.  
• Financial Oversight and Budget Management
  1. Set strategic financial objectives with clear financial goals that align with Dechra’s overall strategic vision, focusing on sustainable growth and market expansion.
  2. Utilize financial forecasting tools and employ comprehensive forecasting techniques to inform strategic resource allocation and programming efforts aimed at achieving budgetary targets.
  3. Implement strategic budget reviews to evaluate performance against financial targets, ensuring adaptability based on market dynamics.
  4. Manage competitive pricing strategies that align with the company’s broader strategic goals, encouraging revenue growth while maximizing customer value perception.
  5. Provide senior leadership with in-depth financial analysis and strategic recommendations, facilitating informed decision-making and future planning.

Here at Dechra we pride ourselves on being an inclusive employer and we embrace candidates from all walks of life. We’re particularly excited to hear from those who have/are:

• Bachelor’s Degree in Business, Marketing, Finance or related field
• Minimum of 10 years of experience in the Animal Health and/or Veterinary Retail sector, with at least 5 years in a senior role managing and developing people leaders
• Experience navigating market dynamics, regulatory environments and competitive landscapes
• Proven track record of success building and sustaining relationships with key stakeholders, including veterinary clinic owners and purchasing groups, resulting in long-term partnerships. Expert in identifying client pain points and delivering customized solutions that enhance satisfaction and loyalty, consistently exceeding sales targets. 
• Extensive knowledge of Retail Operations within the animal health sector, including veterinary clinics, e-commerce platforms, and traditional pet retail environments. Proven track record in developing and executing promotional strategies for diverse retail settings, including in-store merchandising and supporting marketing campaigns that drive customer engagement and sales growth. 
• Proven experience implementing strategic account plans that drive market share and profitable revenue growth in fast-paced, entrepreneurial settings. 
• Excellent negotiation, communication and relationship building skills
• Proven business and financial acumen with a data-driven mindset and decision making
• Customer focused professional demeanour and presentation style 
• Computer Skills (MS Office and ability to learn Dechra systems)
• Valid Driver’s License and able to drive a vehicle

Travel: 30%

As a people first values-based culture, we provide free weekly wellness sessions focused on our employee's physical and mental wellbeing, and flexible work arrangements. We offer a generous employer 401k match and an other incentives for long-term financial wellness. Our full array of health, financial and voluntary benefit programs are what you would expect from a recognized Best Place to Work.