Senior Strategic Account Director, US Pet Health

Role Summary

Senior Strategic Account Director, US Pet Health. You will shape Elanco’s partnership strategy with key corporate veterinary customers, serving as the primary relationship leader at HQ and C-suite level to drive long-term alignment, contract negotiations, and joint business planning that deliver sustainable growth for both Elanco and partners. You will lead and mentor a direct report focused on tactical execution and field collaboration to ensure successful pull-through of strategies across sales, marketing, and operations.

Responsibilities

• Strategic Relationship Leadership
  • Cultivate and strengthen HQ and C-suite partnerships with corporate consolidators and large veterinary groups.
  • Serve as the strategic point of contact for executive-level discussions, business reviews, and long-term partnership development.
  • Align with customer leadership on mutual business objectives and growth priorities.
• Business Planning & Partnership Strategy
  • Co-create Joint Business Plans that align Elanco and customer goals, integrating market insights, brand priorities, and operational opportunities.
  • Identify and activate new partnership models that extend beyond product value‚Äîfocusing on category growth, compliance, and patient outcomes.
  • Influence internal and external stakeholders to align on shared KPIs and deliver measurable results.
• Contracting & Negotiation
  • Lead all aspects of contract negotiation, renewal, and value proposition alignment for assigned corporate accounts.
  • Ensure contract structure supports both financial objectives and partnership growth strategies.
  • Monitor account performance, profitability, and compliance with contract terms.
• Leadership & Collaboration
  • Lead and develop one direct report responsible for partnership execution and field enablement.
  • Partner cross-functionally with Sales, Marketing, Finance, and Operations to drive consistent execution and field alignment.
  • Champion a culture of strategic thinking, collaboration, and accountability within the Strategic Partnerships team.
• Analytics & Insights
  • Analyze market data, financial performance, and category trends to inform strategic recommendations.
  • Translate insights into actionable strategies that drive incremental growth and strengthen partnership impact.
  • Conduct and lead Quarterly Business Reviews (QBRs) with customer executive teams.

Qualifications

• Required: Experience: Minimum of 10 years of sales, sales management, or strategic account experience within the veterinary or related healthcare industry, or relevant transferable skills.
• Required: Top skills include a proven track record of strategic account management with corporate or national partners with demonstrated ability to influence and collaborate at the executive level, plus strong business acumen, analytical ability, communication skills, and strategic planning expertise.

• Preferred: Education: Bachelor‚Äôs degree (Business, Animal Science, Marketing, or related field).
• Preferred: Companion animal strategic account management experience.
• Preferred: Experience managing or coaching direct reports or cross-functional teams.
• Preferred: Advanced degree (MBA in a relevant field or related field) or equivalent practical experience with demonstrated transferable skills.
• Preferred: Ability to think strategically while driving tactical execution through teams.
• Preferred: Experience building data-driven business plans and leading complex negotiations.

Education

• Bachelor‚Äôs degree (Business, Animal Science, Marketing, or related field)
• Advanced degree (MBA in a relevant field or related field) or equivalent practical experience

Additional Requirements

• Location: Remote ‚Äì US
• Travel: Up to 50%