Account Manager, Retail
Department: U.S. Retail Team
Reports to: Director, Retail
Location: United States remote
Travel: Approximately 15-20% as required
Role summary
The Account Manager, Retail is a highly visible role within the U.S. Retail Team and serves as the commercial owner for a portfolio of strategically important omnichannel retail relationships. The portfolio will include a combination of retail accounts and channels including, but not limited to ecommerce, club, mass, convenience and distribution --accounts that are critical to the current performance and future growth of the Zoetis Retail business.
The successful candidate will build and execute customer strategies that deliver profitable net sales growth, strengthen strategic partnerships, improve execution, and expand the reach of priority Zoetis companion animal products. This role requires a balance of strategic thinking and disciplined execution: setting a clear direction with customers, translating business priorities into joint plans, and mobilizing internal teams to deliver results.
The Account Manager will lead Joint Business Planning engagements, manage day-to-day customer relationships across multiple stakeholder groups, and collaborate closely with Marketing, Finance, Operations, Supply, Sales, and other cross-functional partners. The role will work across companion animal prescription and OTC/consumer portfolios, with priorities evolving in line with business needs and product opportunities.
Key responsibilities
●         Own customer strategy and growth: Build and execute 12 -18 month customer business plans and Joint Business Plans for assigned Drive and Develop Accounts. Deliver profitable growth through distribution, assortment, product placement, promotions, and new opportunities aligned to Zoetis priorities.
●         Lead customer relationships: Develop trusted relationships with senior and cross-functional customer contacts; lead customer meetings, business reviews, negotiations, and planning sessions; and serve as the primary link between customers and Zoetis.
●         Drive commercial execution: Lead or support complex negotiations, annual terms, promotional and go-to-market plans, and activation of customer commitments. Use customer POS, market and category data to identify opportunities and make effective recommendations.
●         Manage financial performance: Manage customer budgets and trade spending with a focus on profitable growth and ROI. Apply financial and net revenue management principles, contribute to account-level P&L decisions, and maintain accurate sales forecasts.
●         Mobilize the organization: Coordinate Marketing, Finance, Operations, Supply, Sales, and other partners to deliver plans, resolve issues, and improve customer execution. Communicate risks and opportunities clearly and escalate issues early.
●         Protect the business: Ensure account plans and customer activity align with Zoetis strategy, contract requirements, pricing policies, and MAP compliance expectations. Establish and monitor KPIs, including net sales growth, profitability, partnership strength, and execution quality.
Required qualifications and experience
Bachelor's degree in business, marketing, or a related field, plus 5+ years of experience in account management, sales, marketing, customer development, or commercial operations. Experience in animal health, consumer packaged goods, retail, e-commerce, home delivery, or a related customer-facing industry is required. The successful candidate will have a demonstrated record of developing and activating customer business plans, managing senior relationships, navigating complex negotiations, and using commercial data to drive decisions. Strong financial acumen, including customer P&L concepts, net revenue management, trade spending, budget management, and ROI, is expected, along with advanced proficiency in Excel and PowerPoint and excellent communication, presentation, influencing, and organizational skills.
Experience with omnichannel retail, companion animal health, veterinary products, pet care, pharmacy, or consumer health is preferred. An MBA or other relevant advanced degree is a plus.
Working environment and employment information
This is a remote U.S. position in a fast-paced, collaborative environment with regular interaction across customers, senior leaders, and cross-functional teams. The role requires periodic travel of approximately 15 -20%. The description reflects the general nature and level of work and is not a comprehensive inventory of all duties or qualifications.
The U.S. base salary range for this full-time position is $95,000 - $170,000. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the base pay target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
This position is also eligible for short-term incentive compensation.
This position is also eligible for long-term incentives.
In addition to compensation, Zoetis offers a comprehensive benefits package that supports the physical, emotional and financial wellbeing of our colleagues and their families including healthcare and insurance benefits beginning on day one, a 401K plan with a match and profit-sharing contribution from Zoetis, and 4 weeks of vacation.
Visit zoetisbenefits.com to learn more.