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National Key Account Manager, Companion Animals (All Canada)

February 14 2020
Industries Pharmaceutical, Biotechnology
Categories Sales, Business Development, Pharma, Biotech, Sciences, R&D, Pharmaceutical, Healthcare, Medical, Animal health, Sales, Business development, Sales management, Veterinary, Animal Care
Toronto, ON

Do you want to join the ranks of a company that has the well-being of its employees at heart and who continually invests in realizing the potential of its team? Vetoquinol is the employer of choice with whom you want to collaborate and innovate. Vetoquinol is a pharmaceutical company dedicated to the manufacturing, distribution and marketing of animal health products. We are looking for a National Key Account Manager for our companion animal division for all of Canada.

At Vetoquinol, our mission is to listen, understand and respond to the needs of our customers. As a National Key Account Manager, your mission will be to manage the  development of the strategy, relationships, business and services with key and major accounts. You will build and develop creative and profitable business solutions for both the Company and the major account and, in collaboration with the management team, will develop long-term objectives and meet customer goals. You will also work closely with a multifunctional team.


 Organisational Strategy

  • Responsible for developing, proposing and implementing the agreed company major account strategy in-line with the Group's strategic goals. The strategy will play a central role in the overall strategy of the subsidiary.

 Individual Key Accounts/Major Accounts Strategy

  • Responsible for segmenting, managing, creating and developing individual and tailored major account strategies. Working with all departments at subsidiary and Group level to build a detailed plan for /major accounts that maximises sales and services opportunities in the short and long term. Will execute corporate projects plans for individual key accounts.
  • Lead at Group level and subsidiary level any management of Key Accounts/Major Accounts with Group interests based locally either directly or via the KAM team.

 Managing multifunctional teams

  • Leading multifunctional teams in alignment with the strategy.
  • Contributing to the sales team targeting process (customer coverage, frequency and penetration using all available resources).

 Customer Management

  • Responsible for managing the relationship with the major accounts and the Company; optimizing relationships and partnerships with corporate chains and buying groups, retail, on-line retailers and wholesalers/distributors.
  • Maximise the opportunities for both the Company and the major accounts by implementing and developing the service offer.
  • Prepare and implement contractual agreements and ensure compliance.
  • Communication with VTQ multifunctional teams ensuring awareness of account activities.
  • Monitor the business environment to maximize all opportunities.
  • 7 P management: price, promotion, positioning, product-packaging, place, professional recommendation, people.


  • Responsible for developing the turnover and profitability of activities, contributing to the achievement of Company CR objectives by achieving net sales targets, and ensuring that consolidated gross margins are in-line with expectation.
    • Preparing and updating regular sales forecasts.
    • Liaising with all departments to continuously drive and monitor activity.
    • Responsible for budgeting the sales and expenses.


  • Responsible for producing timely and regular reports, identifying priority areas for development, net sales and profit margin by key accounts/major accounts, etc. that effectively document the KA/MA activity and plan. Develop optimal format for regular communication to Business Unit Manager and management team.


  • University degree in animal health science (agronomy, biology, veterinary medicine, animal science) and/or in Business Management
  • Functional computer knowledge in Windows environment (Word, Excel, PowerPoint, Outlook) and specific tools (CRM)
  • Minimum 2-3 year previous experience managing Key Accounts
  • Experience in the animal health industry (Companion animal)
  • Bilingual (French / English)
  • Capacity to work 60% of the time on the road


  • Ability to adapt to change
  • Negotiation skills
  • Ability to analyze and solve problems
  • Team work
  • Leadership
  • Results driven
  • Creative and innovative network