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Key Account Manager, Petco

2 months ago

San Diego, United States Instinct Full time

**Company Description**: Instinct® is a rapidly growing, family-owned marketer and manufacturer of science-based 100% natural pet food for dogs and cats. Instinct® is the Raw Brand, with a mission to get more raw nutrition into every bowl of dogs and cats, for proven healthier and happier long lives. Our company mission is to Empower people to transform the lives of pets. We are committed to hiring and developing a team of passionate, performance-oriented professionals who live by our 4 values of championing raw, empowered to make a difference, collaborating as one team, and striving for excellence through continuous learning and improvement. Our home office is located in St. Louis, Missouri with our Center of Excellence Raw Food kitchens in Lincoln, Nebraska.

Instinct® is part of the family-owned group, Agrolimen, who owns leading pet food and human food businesses in the US, China, Europe, and Africa.

**Position Summary**: As the Petco Key Account Manager, you will play a pivotal role in nurturing and expanding Instinct’s partnership with Petco to drive revenue, contribution margin and market share growth. This role is responsible for driving sales revenue, planning and executing strategic initiatives and ensuring exceptional customer satisfaction as we work to achieve our shared goals.

**Primary Job Responsibilities**:

- Develop and own Annual Sales and Operational Plans effectively aligned with customer revenue and investment (JBP) plans and Instinct’s annual budget process
- Negotiation of annual terms that align to Instinct and customer targets
- Day-to-day management of JBP execution which includes forecasting baseline sales and impact of innovation, assessing and optimizing customer investment to achieve sales targets
- Develop and maintain strong relationships with Petco cross-functional partners, serving as the primary Instinct point-of-contact for the Petco business
- Translate market trends, competitor activity and consumer insights to identify new business opportunities and actionable strategies
- Collaborate with Retail Marketing to support and secure customer engagement toward aligned 6P brand activation strategies across all consumer touchpoints
- Partner with Finance & Accounting, managing customer budgets and P&L; track progress towards KPIs.
- Sales channel lead partner on S&OP process to ensure optimal fill rate and in-stock positions

**Required Skills and Experience**
- 5+ years related work experience (CPG sales, account, or category management experience)
- Experience managing P&L / business levers, budgets, and drive toward KPIs
- Ability to balance Customer, Consumer, and Brand perspectives at the same time
- Self-starter with ability to manage multiple projects simultaneously with a high degree of independence.
- Strong analytical skills, using data to make sound recommendations affecting business decisions and results.
- Ability to identify opportunities and connect all data points.
- A natural problem solver with an ability to anticipate risks and identify options to effectively mitigate
- Travel for customer meetings on site, HQ quarterly meetings

**Preferred Skills and Experience**
- 4-year bachelor’s degree
- Management of national retailer
- Negotiation (Customer Contracts, Annual Terms)
- Category Management (Pricing, Assortment, and Market Share Analysis)

**Compensation and Benefits**
- Highly competitive compensation package includes health and dental insurance, life and AD&D insurance, flexible spending accounts, health savings account, short and long-term disability, paid time off, Purpose Days off for company partner volunteer opportunities, and 401k with company match**.**
- Our _Instinct_ is to **CHAMPION** Diversity- At Instinct, we are as passionate about our people as we are about the pets we call family. We are committed to inclusion, empowerment, and respect. We believe that just like our pets, what sets us apart unleashes our greatest strengths. We thrive on the ability to not only empower people to transform the lives of pets through raw nutrition, but also to empower each other to inspire a culture that celebrates our differences. Our unique approach to pet food is what makes us who we are as a company, and our individual identities are what makes us a successful, innovative, authentic team.