Head of Key Accounts

Head of Key Accounts | Animal Health Innovation

National Role | Sydney Based | High-Science Portfolio

Are you a strategic commercial leader with a reputation for winning at the highest level of Key Account Management?

We are currently representing a global leader in Animal Health that is undergoing a generational shift. Moving beyond traditional parasiticides into high-science, specialty biologicals and monoclonal antibodies, this organization is redefining the standard of care for pets across Australia.

As the Head of Key Accounts, you will be the architect of the national commercial strategy. This is a "player-coach" role where you will lead a high-caliber team of Key Account Managers while personally steering the relationship with one of the organization’s most vital national strategic partners.

The Opportunity

Reporting to the Business Director, you will bridge the gap between executive strategy and frontline execution across both Retail and Veterinary channels. You will move away from transactional selling toward deep, value-based partnerships that influence the clinical and commercial success of Australia’s largest veterinary groups and retail chains.

Your Key Responsibilities

• Strategic Leadership: Develop and own the national Key Account strategy, focusing on revenue growth, margin optimisation, and portfolio penetration for a "Big 6" innovation pipeline.
• Team Development: Lead, coach, and mentor a national team of Retail, Corporate Veterinary, and Independent Key Account Managers, fostering a culture of high-performance and commercial discipline.
• National Account Management: Personally lead the commercial negotiation and Joint Business Planning (JBP) for one of the company's largest strategic accounts.
• Cross-Functional Synergy: Partner with Marketing, Supply Chain, and Medical/Veterinary Affairs to ensure that national product launches and promotional initiatives are executed flawlessly within your accounts.
• Commercial Governance: Lead the "science of sales," including trade spend optimisation, forecasting, and contract lifecycle management.

What You Will Bring

• The Track Record: Minimum of 10 years of progressive commercial experience in Animal Health, Pharmaceuticals, or retail / FMCG. You have a proven history of managing national/strategic accounts.
• The Leadership: You aren't just a manager; you are a coach. You have a demonstrated ability to develop commercial talent and drive team accountability.
• The Business Acumen: You are comfortable with a P&L. You understand how to manage trade spend to deliver sustainable margin performance.
• The Influence: Exceptional negotiation skills with the ability to navigate complex "C-suite" relationships within corporate veterinary groups or major retail chains.
• Education: A Bachelor’s Degree is required; an MBA or advanced business qualification will give you a significant competitive edge.

Why Apply?

This is a rare opportunity to join an organization during a massive innovation cycle. You will be launching first-in-class biological therapies that have no direct competition, giving you the platform to deliver "world-leading" commercial results.

Travel: This is a national role requiring approximately 40–50% domestic travel to engage with customers and attend industry conferences.

The role is open to candidate already based in Australia and who have full working rights. No work sponsorship visa available.

Ready to lead the next era of Animal Health? Apply now for a confidential discussion by following the links, or reach out to Alicia Keenan (0416 890 346) at The Aicila Group for more information.