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Business Account Manager - Vet Channel

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Date: Oct 3, 2018

Location: Montreal, QC, CA

Work that matters, fueled by passion for pets!  At Hill’s we have a purpose.  Every day around the world, we transform the lives of millions of pet families through pioneering innovation, amazing nutrition, and the best and brightest people. Founded more than 75 years ago with an unwavering commitment to pet nutrition, Hills' mission is to help enrich and lengthen the special relationships between people and their pets.

HILL'S® Prescription Diet® therapeutic pet foods, HILL'S® Science Diet® and HILL'S® Ideal Balance™ wellness pet foods are sold worldwide. Hill’s is a division of Colgate-Palmolive, a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition, with sales of products in more than 200 countries.  To learn more about Hill's and Colgate, please visit and, or find us on LinkedIn, Facebook, Twitter and YouTube.

Accommodation during the recruitment and selection process is available for persons with disabilities upon request. Please contact the Human Resources department at (416) 422 - 7986 should you require accommodation.

Location: Montreal, Quebec, Canada
No Relocation Assistance Offered
# 69662

Job Summary

Responsible for developing and implementing the corporate account strategy in the Veterinary Channel for Hill’s Canada to grow market share and brand recommendation within this customer group. Develops and executes customer specific plans to achieve the Hill’s commercial goals of net sales, share, margin, while spending within guidelines.

Apply current business trends, Hill’s corporate strategies, customer strategies, Category/shopper insights, and post analysis of executed activities for plan development. Engage customers at the highest level with strategic plans. Building relationships at all levels with corporate vet account customers via direct communication, business presentations and frequent interaction with the customer key contacts, as well as with the support of Territory Managers, Regional Sales Managers, Professional Consulting Veterinarians and the National Sales Manager. Attribute proportional focus to larger, more complex customers based on higher net sales, higher hospital counts, larger geographical footprint, stronger marketplace influence, higher customer sophistication, and other customer complexities.


 Principal Duties and Responsibilities:

  • Develop, execute and monitor the plans versus goals for key Hill’s customers at varying levels of Revenue and complexity with a focus on key vet corporate account opportunities
  • Develop and maintain process/plan to analyze each customer’s business. Evaluates business trends, shopper insights, and learning’s from post analysis of executed activities, which includes high utilization of customer consumption data.
  • Develop and executes customer meetings to influence support of Hill’s Go-to-Market plans with each key vet channel corporate customer
  • Develop and execute annual strategic plans and initiatives to achieve the commercial goals. Engage customer on category growth expectations. Present strategic plans at key business reviews and annual budget review meetings.
  • Customize specific programs with Hill’s Vet Channel commercial execution team, leveraging brand strategies to drive incremental product sales.
  • Execute sales plans and resolve issues through both the customer and internal commercial teams, including customer home office, regional directors, practice managers and the veterinary healthcare team as well as Sales Organization, Professional Veterinary Affairs and Marketing. 
  • Build and maintains Business Planner to reflect baseline sales and promotion plans.  Manage customer payments.
  • Develop category and brand solutions for each customer that will drive the Hill’s business.
  • Collaborates with Hill’s Veterinary Commercial Team to execute the Vet Channel corporate account and brand strategies within investment guidelines.
  • Drives forward actions in monthly customer planning meetings/ business planning meetings to review actuals plus plan-to-go with National Sales Manager, Business Development Manager & Finance. 


Basic qualifications:       

  • BS/BA degree or equivalent
  • 5+ years of Sales experience
  • 5+ years Key Account management calling on the Head Offices of strategic customers
  • General Field Sales experience as Territory Manager or Regional/District Sales Manager
  • Fluently communicates in English and French     


Preferred qualifications:                  

  • Field Sales experience calling on veterinary hospital accounts
  • DVM or RVT     


Expected Areas of Skills:

  • Strong commercial experience developing and executing strategic customer joint business plans at a HeadQuarter level
  • Excellent interpersonal and communication skills (written and verbal)
  • Excellent business presentation skills
  • Strong influence and negotiations skills to drive win-win solutions with persistence and respect
  • Adept at finding common ground, identifying vital interests and understanding the customer’s underlying priorities
  • Strong computer skills in Excel, PowerPoint, Tableau and Word
  • Strong analytical skills to develop actionable insights and recommendations that result in profitable volume consumption growth
  • Manages ambiguity and strategizes solutions for the customer’s business and quickly develops alternative plans as needed with minimal supervision.
  • A self-starter who works effectively across functions, channels, and categories to align priorities, solve problems, optimize resources, and drive effective execution




Are you interested in working for Hill's Pet Nutrition? You can apply to work with us using this online application. Attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process.

Become part of our team. We look forward to your application.

Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, or any other characteristic protected by law.

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