National Account Manager - PetSmart

At Elanco (NYSE: ELAN) – it all starts with animals! As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. At Elanco , we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People. At Elanco , we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights. Making animals’ lives better makes life better – join our team today! Position Summary The National Account Manager — PetSmart is a strategic customer leadership role responsible for the end-to-end commercial relationship and business performance with one of Elanco 's largest and most important retail partners. You will own the customer strategy across PetSmart's brick-and-mortar business while accelerating growth across ecommerce, digital and retail media — translating PetSmart's priorities into a differentiated Elanco growth plan that drives consumer sales, net sales, share, distribution and mutual profitability. As the primary “One Elanco ” point of contact for PetSmart, you will lead the internal account team across OTC and Rx Brand, Category Management, Shopper Marketing, Finance, Supply Chain and Sales Operations, partnering with Rx and Home Delivery teams so PetSmart receives one coordinated Elanco strategy. Your Responsibilities - Strategic Account Leadership: Own the multi-year PetSmart strategy and annual Joint Business Plan, connecting their strategic priorities to Elanco 's portfolio, innovation and investment choices. Translate customer, category, competitive and shopper trends into clear growth strategies, risks and actions. - Omnichannel Growth: Protect and grow the core in-store business while accelerating PetSmart.com, digital shelf, retail media and autoship — building channel-appropriate strategies that recognize the different growth levers and economics of stores and ecommerce. - Financial Stewardship: Own net sales, share and profitability delivery. Strategically manage Gross-to-Net, trade and OPEX using a pay-for-performance mindset, build business cases that recommend where Elanco places its bets, and partner with Finance on checkbooks, accruals, deductions and contractual commitments. - Category & Commercial Execution: Lead line reviews, assortment and distribution expansion. Maximize price, promotion, placement and pack architecture against competitive and value-tier dynamics, and lead commercialization of innovation from sell-in through post-launch assessment. - Analytics & Forecasting: Own an accurate short- and long-range customer forecast. Use PetSmart POS, syndicated data, digital metrics and internal financials to diagnose performance, and lead business reviews that make performance drivers, decisions required and next actions clear. - Relationship & Negotiation: Build strategic relationships across PetSmart merchandising, marketing, digital, operations and senior leadership. Lead complex negotiations — annual contracts, JBP commitments, promotions, displays, innovation and assortment — with executive presence and commercial judgment. - Supply Chain & Service Performance: Own PetSmart's in-stock and service results alongside Customer Service, Supply Chain and Sales Operations. Anticipate supply, forecast and compliance risk ahead of major programs, and resolve order, deduction and execution issues before they reach the customer. - Enterprise Leadership: Lead through influence across a broad cross-functional team, share customer insights across the Retail and US Pet Health organization, and model Ela