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A part of Colgate-Palmolive since 1976, Hill's Pet Nutrition offers the highest-quality pet nutrition available through product lines Prescription Diet® and Science Diet®. Veterinarians worldwide recommend and feed their own pets Hill's products more than any other brand of pet food.

Available in approximately 80 countries around the world, our extensive line of products includes more than 60 Prescription Diet brand pet foods and more than 50 Science Diet brand pet foods.

We believe all animals should be loved and cared for during their lifetimes. That is why we are proud our pet foods can make a difference in your pet's life.

A career at Hill’s Pet Nutrition or Colgate-Palmolive is an excellent opportunity if you seek a global experience, constant challenge, and development opportunities in an environment that respects work/life effectiveness.

Job Title:  Customer Development Manager - Pet Indirect

Travel Required?:  Travel - 25% of time
Date:  Sep 15, 2023

No Relocation Assistance Offered
# 155064 - Sydney, New South Wales, Australia

About Hill’s


We are Hill’s - an innovative growth company reimagining a healthier future for all people, their pets, and our planet. We are part of Colgate-Palmolive a leading global consumer products company with a portfolio in Oral Care, Personal Care, Home Care and Pet Nutrition.

At Hill's we have a purpose! Every day around the world, we transform the lives of millions of pets through groundbreaking innovation, outstanding nutrition, and committed people.

Our strong culture of diversity, sustainability and inclusion is rooted in our core values of Caring, Global Collaboration and Continuous Improvement. Employees are rewarded by rich career development and experiences.

We pride ourselves on our work life balance, our focus on delivering high ethical standards and our dedication to developing our employees. With many local benefits such as Summer Hours, Live Better activities, Product Parcels and Health Checks.


Job Summary (Purpose):


As a Hill’s Customer Development Manager, you are key to building & growing our Brand in the Pet, Vet & ecommerce market. You are passionate about elevating Hill’s business by translating brand strategies into sales & marketing plans to drive category, share & sales for Hill’s & our retail partners.  


You are someone who is passionate about delivering results for the team & will be seen by our partners as great to do business with. Ideally, you are currently working within the Pet or FMCG industry, and leading the day to day. You’re comfortable developing strategic plans that will elevate your engagement & with your customers and are a clear and concise communicator.


You know how to work with your buyers to deliver a best in class partnership to ensure mutual growth is being delivered & you know what buttons to push to get the best return on investment or ROO. You are organised, efficient & passionate about results, and constantly curious on new and innovative ways to work with customers.


Never worked in the Pet Industry? That’s okay! We love to share the love about what we know as a global pet nutrition leader.


Roles & responsibilities include, but are not limited to:


  • Own all elements of the Customer P&L, handle 5Ps, forecasting and planning from beginning to end internally & externally
  • Directly managing customer accounts, fostering strong relationships, strategically planning business to grow/drive sales and ensuring profit goals are met
  • Deliver sales targets within investment guidelines and alignment with global & regional brand strategy by strategising & recommending promotional plans
  • Collaborate with cross functional teams such as the broader Customer Development Team, Marketing, Digital and Supply Chain functions to build business opportunities and ensure planning accuracy.
  • Collaborate with Global colleagues to continue to learn & develop


This role is an introduction to account management, and is a stepping stone to larger customers. It’s also a great role to learn about Hill’s and the Pet Channel.


This CDM role manages Pet Wholesalers including Easterns, Western Pet,  Natures Best and guides TM's with Animal Health Solutions (AHS) and Agline to ensure service levels, inventory & sku management is up to date.


This role is responsible for implementing plans to deliver category, financial & brand objectives in Pet Channel customers that are serviced by our wholesaler partners & are  across 3 key REs; traditional, omni & ecom.


These include;

  • large Independent Groups (including  JFP & Indepet) 
  • large Independent Customers (with territory manager support)
  • Pet Omni Customer (PetO)
  • Indirect eComm customers (including Vet supply and Jumbo Pets) 


The key to success is to partner with customers and our field team/FSM’s to deliver great engagement and best in class 6P execution to ensure all objectives & plans are executed & delivered.


Skills you will develop in this roles are;

  • Communicate persuasively the technical superiority, practical application and commercial benefits of Hill’s products in key accounts to enable Hill’s Pet Nutrition to be the strategic partner of choice in super premium nutrition
  • Build financial acumen through P&L management, financial spend calculations, trading term compliance, promotional & ROI analysis
  • Use ATLAS (internal tool) for forecasting your customer’s volume & performance
  • Analytical thinking, story telling & how to build compelling selling stories
  • Understanding of the different REs that Hill’s plays in, and how different levers affect different REs.



Main Responsibilities : 


Customer Engagement (30%)

  • Completing and submitting all customer paperwork for new lines, promotions etc on time & accurately
  • Own the demand planning process with the customer & CS&L team to hit DPA goals
  • Provide analysis on category & promotional activities in Pet Channel. (work closely with FSM’s)
  • Negotiate trading terms/investment with larger Pet indirect customers.
  • Accounts category review analysis, monthly health checks
  • Proactively supervise online activity, including availability & content
  • Input at key meetings 
  • Actively create analysis, content & stories for external presentations,  range reviews & JBP meetings
  • Clearly communicate field priorities to all FSMs
  • Communication of Out Of Stock and transitional sku’s to wholesalers and major pet indirect customers.
  • Processing loyalty claims and invoices monthly
  • Managing online content standards to pet indirect customers.


Commercial Engagement (30%)

  • Pet Indirect ATLAS forecasting and promo planning and SKU transitions . Update baselines in ATLAS . Actively be part of COGIM
  • Tracking A&P and GTN spend in line with budget, contracts
  • Drive the JVP for Pet Channel and large indirect Pet customers
  • Key analytical interpretation and highlighting opportunities 
  • Responsive action to make changes driven from Commercial decisions 
  • Communicating key account/ channel activity including pricing and competitor activity
  • Collating competitive intelligence insights to assist sales analysis
  • Work in field with TMs monthly to understand opportunities for improvement
  • Ensure all rebates & financial accruals are reviewed & completed
  • Ensure promotional execution is best in class, and follow on any issues with FSM/ Field Team.


Analytics and Insights sharing (30%)

  • Analyse and interpret customer data to improve return on investment and promotional activity . Manage the return on investment margin calculator to ensure correct funding levels
  • Identify and understand key market challenges/opportunities, as well as establish a robust understanding of the competitive landscape in Pet Channel.
  • Utilise tools such as Tableau to gather and analyse data and opportunities.
  • Understand distribution gaps / opportunities and share with FST.
  • Track new line performance vs target & provide recommendations


Meetings / Presentations (10%)

  • Preparing and participating in account meetings
  • Prepare and present at Field Meetings
  • Present at internal forecasting collaboration meetings
  • Prepare JVP plans and present to commercial team



Required (Education, Knowledge required, Language skills, etc)

  • Relevant degree qualification
  • 3+ years sales experience
  • Experience collaborating with diverse teams 
  • Intermediate G-Suite Skills - Sheets, Docs, Slides & Data Studio


Preferred Requirement : 

  • Strong analytical skills
  • Pet Speciality industry background highly regarded
  • Ability to work in a team environment, collaborating with others to meet customer needs



#colgateemployee, #teamcolgate, #wearecolgate, #buildafuture, #CPValues


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

Are you interested in working for Colgate-Palmolive? You can apply online and 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.

Colgate-Palmolive is a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition. Colgate sells its products in over 200 countries and territories around the world under such internationally recognized brand names as Colgate, Palmolive, elmex, Tom’s of Maine, Sorriso, Speed Stick, Lady Speed Stick, Softsoap, Irish Spring, Protex, Sanex, Elta MD, PCA Skin, Ajax, Axion, Fabuloso, Soupline and Suavitel, as well as Hill’s Science Diet and Hill’s Prescription Diet. 

For more information about Colgate’s global business, visit the Company’s web site at To learn more about Colgate Bright Smiles, Bright Futures® oral health education program, please visit To learn more about Hill's and the Hill’s Food, Shelter & Love program please visit To learn more about Tom’s of Maine  please visit

Reasonable accommodation during the application process is available for persons with disabilities. Please contact with the subject "Accommodation Request" should you require accommodation.

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