National Account Manager - PetSmart

At Elanco (NYSE: ELAN) – it all starts with animals!

As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. At Elanco, we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People.

At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.

Making animals’ lives better makes life better – join our team today!

Position Summary

The National Account Manager — PetSmart is a strategic customer leadership role responsible for the end-to-end commercial relationship and business performance with one of Elanco's largest and most important retail partners. You will own the customer strategy across PetSmart's brick-and-mortar business while accelerating growth across ecommerce, digital and retail media — translating PetSmart's priorities into a differentiated Elanco growth plan that drives consumer sales, net sales, share, distribution and mutual profitability.

As the primary “One Elanco” point of contact for PetSmart, you will lead the internal account team across OTC and Rx Brand, Category Management, Shopper Marketing, Finance, Supply Chain and Sales Operations, partnering with Rx and Home Delivery teams so PetSmart receives one coordinated Elanco strategy.

Your Responsibilities

• Strategic Account Leadership: Own the multi-year PetSmart strategy and annual Joint Business Plan, connecting their strategic priorities to Elanco's portfolio, innovation and investment choices. Translate customer, category, competitive and shopper trends into clear growth strategies, risks and actions.

• Omnichannel Growth: Protect and grow the core in-store business while accelerating PetSmart.com, digital shelf, retail media and autoship — building channel-appropriate strategies that recognize the different growth levers and economics of stores and ecommerce.

• Financial Stewardship: Own net sales, share and profitability delivery. Strategically manage Gross-to-Net, trade and OPEX using a pay-for-performance mindset, build business cases that recommend where Elanco places its bets, and partner with Finance on checkbooks, accruals, deductions and contractual commitments.

• Category & Commercial Execution: Lead line reviews, assortment and distribution expansion. Maximize price, promotion, placement and pack architecture against competitive and value-tier dynamics, and lead commercialization of innovation from sell-in through post-launch assessment.

• Analytics & Forecasting: Own an accurate short- and long-range customer forecast. Use PetSmart POS, syndicated data, digital metrics and internal financials to diagnose performance, and lead business reviews that make performance drivers, decisions required and next actions clear.

• Relationship & Negotiation: Build strategic relationships across PetSmart merchandising, marketing, digital, operations and senior leadership. Lead complex negotiations — annual contracts, JBP commitments, promotions, displays, innovation and assortment — with executive presence and commercial judgment.

• Supply Chain & Service Performance: Own PetSmart's in-stock and service results alongside Customer Service, Supply Chain and Sales Operations. Anticipate supply, forecast and compliance risk ahead of major programs, and resolve order, deduction and execution issues before they reach the customer.

• Enterprise Leadership: Lead through influence across a broad cross-functional team, share customer insights across the Retail and US Pet Health organization, and model Elanco's behavioral pillars — Involve, Innovate, Own and Deliver.

How Success Will Be Measured

• Net sales, consumer sales and share performance versus plan

• Profitable growth and return on customer investment

• Distribution, assortment and placement gains

• Forecast accuracy and inventory/service performance

• Effectiveness of the JBP, promotions, retail media and major programs

• Strength and breadth of strategic PetSmart relationships

• At Elanco, how you deliver matters as much as what you deliver — results achieved through collaboration, integrity and our values

What You Need to Succeed (Minimum Qualifications)

• Education: Bachelor's degree or an equivalent combination of education and relevant experience.

• Experience: Seven or more years of progressive commercial, sales, account or category management experience, including meaningful ownership of complex customer relationships.

• Commercial Track Record: Proven success delivering sales growth, leading customer strategy, managing significant trade investment, and leading JBP’s and complex negotiations with senior stakeholders.

• Core Skills: Strong forecasting, business-case and analytical skills, with proficiency in Excel and PowerPoint and the ability to translate complex information into clear recommendations.

What Will Give You a Competitive Edge (Preferred Qualifications)

• Strategic Account Experience: Managing a large national or strategic retail account in CPG, consumer health, animal health or a related industry — pet specialty or mass retail preferred.

• Data & Analytics: Retailer POS and syndicated data, category management, digital shelf and retail media measurement, and retailer vendor portals (new item setup, deduction management, compliance).

• Retail Math & Trade: Retail math, Gross-to-Net, trade promotion, customer profitability and supply-chain fundamentals; experience building and executing Joint Business Plans and leading line reviews.

• Pet Health Ecosystem: Knowledge of pet health, veterinary or pharmacy/home delivery ecosystems is beneficial but not required.

How You'll Operate

• Business Expertise: Recognized expertise in strategic account management, using deep customer and industry knowledge to shape business direction.

• Decision Making & Problem Solving: Makes decisions with significant financial and strategic impact, balancing customer needs with enterprise priorities; anticipates complex issues and mobilizes the right teams to solve them.

• Influence & Strategic Leadership: Influences senior customer and Elanco leaders through data, commercial judgment and relationships; thinks beyond the annual plan to create a path to sustainable, mutually profitable growth.

Additional Information:

Travel: 25%

Location: Remote – Phoenix, AZ

Don't meet every single requirement? Studies have shown underrecognized groups are less likely to apply to jobs unless they meet every single qualification. At Elanco we are dedicated to building a diverse and inclusive work environment. If you think you might be a good fit for a role but don't necessarily meet every requirement, we encourage you to apply. You may be the right candidate for this role or other roles!

Elanco Benefits and Perks:

We offer a comprehensive benefits package focusing on financial, physical, and mental well-being while encouraging our employees to pursue our purpose! Some highlights include:

• Multiple relocation packages

• Two weeklong shutdowns (mid-summer and year-end) in the US (in addition to PTO)

• 8-week parental leave

• 9 Employee Resource Groups

• Annual bonus offering

• Flexible work arrangements

• Up to 6% 401K matching

Elanco currently anticipates that the base salary for this position could range from $133,500 to $190,000 depending partly on the successful candidate’s qualifications, including education and experience. Full-time equivalent employees also will be eligible for a company bonus (depending partly on company and individual performance). Additionally, Elanco offers a comprehensive benefit program to eligible employees that includes a company-matching 401(k); vacation benefits; eligibility for medical, dental, vision, and prescription drug benefits; flexible benefits (e.g., healthcare and/or dependent day care flexible spending accounts); life insurance and death ­benefits; certain time off and leave of absence benefits; and well-being benefits (e.g., employee assistance program, fitness benefits, and employee clubs and activities). Of course, the compensation is subject to change and could be higher or lower than the range described above. Elanco reserves the right to amend, modify, or terminate its compensation and benefit programs in its sole discretion, and Elanco’s compensation practices and guidelines will apply regarding the details of any promotion or transfer of Elanco employees.

Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status

Elanco may use automated tools, including AI, to support parts of our recruitment process, such as reviewing applications against job‑related criteria and/or transferrable skills. These tools help ensure a consistent, structured evaluation, but they do not make hiring decisions. All decisions involve a human reviewer. For more information on how we handle personal data, please see our Elanco Workforce Privacy Notice.