Senior Key Account Manager (Sydney, AU, Australia, NSW)
About this opportunity
The Position
The Senior Key Account Manager, Companion Animal is responsible for delivering sustainable, profitable growth across a portfolio of the most strategically important, complex and multi-channel accounts within the Australian Animal Health market.
Combining senior strategic account leadership, strong commercial judgement and data-driven decision-making, you will develop and execute customer account strategies and Joint Business Plans across key channels including veterinary, e-commerce, retail, wholesalers, buying groups and corporate networks. You will identify and model growth opportunities, lead significant customer investment decisions and complex negotiations, and translate agreed priorities into effective commercial plans. You will also lead selected cross-account or channel initiatives and help strengthen commercial capability across the KAM team.
This is a senior, commercially accountable customer field-based role where success is measured through customer value creation, market share growth, profitable sales and responsible Gross to Net investment. You will partner closely with senior internal and external stakeholders to deliver strong business outcomes across assigned national and/or multi-site accounts, while acting as a commercial thought partner to the Head of Channel & Key Account Management.
Task & Responsibilities
Senior strategic customer partnership and executive stakeholder leadership
Leadership of FMCG-style account planning and multi-year Joint Business Planning
Ownership of customer growth modelling, scenario planning and performance recovery
Strategic and tactical promotional planning, optimisation and post-investment learning
Gross to Net leadership and customer investment accountability
Leadership of complex commercial negotiations, tenders and contract management
Omnichannel activation and execution excellence across complex customer environments
Cross-functional leadership, senior decision support and voice of the customer
Advanced digital, analytical and CRM capability
Compliance, governance, ethical promotion and commercial risk leadership
Convert learning from priority accounts into scalable tools, playbooks and ways of working for the broader KAM team
Provide senior support for complex customer escalations, recovery plans and major commercial opportunities
Mentor and coach KAM colleagues, share best practice and raise standards in account planning, negotiation preparation, GTN discipline and performance evaluation
Act as a senior commercial thought partner to the Head of Channel & Key Account Management on channel priorities, investment choices and customer risks
Lead selected cross-account and channel growth initiatives requiring coordination across customers and functions
About Our Future Employee
8+ years' experience in Key Account Management, Category Management or an equivalent commercial role within Animal Health, FMCG, Consumer Healthcare, Retail or a related industry, including responsibility for complex or strategically important national accounts
Proven capability in account planning, customer growth modelling, negotiation, profitability management, GTN discipline and performance reporting
Strong analytical capability with the ability to convert customer, market and financial data into decisions and executable commercial plans
Experience developing strategic and tactical promotional plans and evaluating their incremental impact and return
Proven ability to lead cross-functional plans and deliver execution excellence across multiple stakeholders
High-quality communication, presentation and influencing skills with senior internal and customer stakeholders
Proficiency with CRM systems and digital communication or virtual engagement tools
Proven ability to frame risks, trade-offs and recommendations clearly for senior decision-makers
Ability to lead through influence, coach peers and improve commercial standards without formal people-management authority
Demonstrated success leading complex negotiations, tenders or material customer investment decisions with senior stakeholders
Willingness and ability to travel across Australia as required for customer engagement
Job details
How this role compares
Computed from every other active Sales role in our database, not just this employer's listings.
We currently track 1308 comparable Manager Sales roles across 120 biopharma companies.
Salary context
274 of 1308 peers report a salary range (USD, annualized)
Peers share this role's job function and a matching or adjacent seniority level -- not necessarily the same therapeutic area or country.
Where these roles are based
Top locations among the 1308 comparable roles
+ 50 more countries
Seniority mix
1308 of 1308 peers have a known seniority level
Therapeutic area mix
393 of 1308 peers have a known therapeutic area; the rest are genuinely unlabeled, not hidden
Similar opportunities
The closest matches from our peer group, ranked by how similar they are, not how well you'd qualify for them -- treat this as market context, not a guaranteed shortlist; a weak match is labeled as one below.
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How we calculate "similar"
No black box, no LLM guesswork: a deterministic score built from four normalized attributes. Here's this role's own peer group at different match levels, so you can see the mechanism, not just the result.
Every comparison starts from the same 100-point budget: 25 for working in the same function, 40 for the same therapeutic area, 20 for the same or adjacent seniority, 15 for the same country. A dimension we can't confirm on both sides contributes nothing, never a guess, never a free pass.
0 points, never a partial guess. A role we know almost nothing about beyond its function bottoms out at 25%; it never inflates to 100% just because there's little to compare against. Seniority uses a defined ladder (Associate → Manager → Associate Director → Senior → Principal → Director → Senior Director → Executive/VP) so "Director" and "Senior Director" count as adjacent, but "Director" and "Executive/VP" do not.