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Main purpose of the job
The Key Account Manager (KAM) is accountable for the long-term commercial performance, development, and sustainability of a defined portfolio of strategically important customer accounts.
The KAM exists to lead the enterprise relationship between Animalcare and its most important customers by:
- Setting clear account strategy and priorities aligned to UK business strategy
- Making deliberate commercial and resource trade-offs
- Orchestrating cross-functional execution
- Shifting customer relationships from transactional to value-led partnership
The KAM acts as the single point of accountability for the total Animalcare relationship with each key account, ensuring that all activity across Sales, Marketing, Supply Chain, Finance, and Customer Services is aligned to one coherent account plan.
Scope & Definition of Key Accounts
Key accounts are customers that meet one or more of the following criteria:
- Strategic importance to Animalcare (revenue, margin, growth, portfolio leverage)
- Centralised or multi-site decision-making
- Formal procurement, tender, or contracting processes
- Requirement for tailored commercial, portfolio, or service solutions
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The KAM is accountable for a clearly defined list of named accounts, each with documented:
- Revenue and margin objectives
- Strategic intent
- Growth and risk profile
Key Responsibilities and Accountabilities
- Strategic Account Leadership
- Account Prioritisation & Resource Orchestration
- Tender, Contracting & Commercial Negotiation Leadership within the UK commercial framework
- Account Profitability & Financial Ownership
- Value Creation & Growth Development
- Governance, Performance Tracking & Review
- Stakeholder & Relationship Leadership
- Insight, Risk & Continuous Improvement
Key Qualifications & Experience
Key Competencies & Capabilities
Essential Capabilities
- Strategic Account Thinking – ability to analyse complex customer organisations and set clear priorities
- Commercial & Financial Acumen – strong understanding of P&L, pricing architecture, margin drivers, and cost-to-serve
- Advanced Negotiation Skills – experience leading complex, multi-stakeholder negotiations and tenders
- Cross-Functional Leadership – proven ability to lead and influence teams without direct authority
- Data-Led Judgement – uses insight and data to inform decisions, while remaining decisive in ambiguity
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Differentiating KAM Capabilities
- Ability to prioritise and make explicit trade-offs
- Comfort operating at senior customer level as a peer and strategic partner
- Strong enterprise mindset – understands second-order impacts of commercial decisions
- Focus on value creation rather than transactional selling
Experience & Background
- Experience in Key Account Management within a complex B2B, healthcare, or veterinary environment
- Demonstrated ownership of account profitability, tenders, and contracts
- Track record of developing and executing multi-year strategic account plans
- Experience managing procurement-led or tender-driven customers preferred
Why Join Animalcare?
- Be part of a transformational phase of the UK business
- Work directly with the GM
- Join a company committed to improving animal health through innovation and partnership
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