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Account Manager, Retail
Department: U.S. Retail Team
Reports to: Director, Retail
Location: United States remote
Travel: Approximately 15-20% as required
About Zoetis
Zoetis is the world's leading animal health company, dedicated to nurturing our world and humankind by advancing care for animals. Powered by rigorous science, data-driven research and development, and deep customer insight, Zoetis discovers, develops, manufactures, and commercializes vaccines, medicines, diagnostics, biopharmaceuticals, and digital solutions for companion animals and livestock.
The Zoetis Retail Team brings these solutions to consumers and customers through important retail and omnichannel partnerships. This role will help expand access to companion animal prescription and over-the-counter solutions while building durable partnerships that support better outcomes for pets, the people who care for them, and the business.
Learn more about Zoetis and Zoetis products.
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. Zoetis is committed to a diverse, equitable, inclusive, and supportive workplace and welcomes people passionate about customers, animals, science, and meaningful impact.
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.
Full time
Regular
Colleague
Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.
Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.
Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.
Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at zoetiscolleagueservices@zoetis.com to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at www.Zoetis.com/careers site, or (2) via email to/from addresses using only the Zoetis domain of "@zoetis.com". In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis.