Customer Development Manager- Vet IVO

Job Description:

Customer Development Manager- Vet IVO

New York, NY

Franklin, TN

Creve Coeur, MO

Hybrid

As the RCUS Vet IVO Customer Development Manager, you will be a pivotal sales and operational leader in a high-visibility role, taking ownership of a priority channel poised for significant growth and outperformance. This role is responsible for executing the strategic vision set by the IVO Customer Lead and Sr. Director of Vet E-commerce, while consistently delivering against defined KPIs for the Vet BU. You will serve as the primary point of contact for select Independent Vet Online (IVO) pharmacy partners, responsible for driving these crucial relationships to deliver on financial targets, profitability, and market share. In this highly strategic and fluid environment, your responsibilities will be broad, ranging from managing assortment, promotions, and cutting-edge retail media to overseeing all aspects of the digital catalog and promotional budgets.

By leveraging operational data and collaborating closely with cross-functional partners, you will lead planning calls and business reviews to conceptualize and execute initiatives that accelerate online nutrition conversion and subscription growth. This is a high-impact position for a results-driven professional passionate about advancing Vet E-commerce strategy and executing plans with absolute excellence in a dynamic landscape.

What are we looking for?

• Bachelor’s degree required

• 4+ years of relevant experience in CPG with either Account Management /Sales experience, or direct experience at an ecommerce retailer in manufacturer management or similar capacity.

• Financial acumen (ex. Forecasting)

• Strong sales and negotiation skills with the ability to influence and build trust.

• Strong experience with Microsoft Suite specifically in Excel, including pivot tables, VLOOKUP, and XLOOKUP, to analyze sales and inventory data, Word, PowerPoint, AI-NEO

• Strong communication and presentation skills.

• Previous stakeholder management experience

• Analytical mindset with a focus on data-driven decision-making.

• Strategic account/ or pure play experience, veterinary or pet food industry a plus.

• Travel: Must be able to travel up to 20% of the time

What would be your key responsibilities?

• Strategic Account Leadership & Growth:

Own and cultivate multi-level relationships with key Independent Vet Online (IVO) partners, serving as their primary strategic liaison. You will lead the development and negotiation of annual Joint Business Plans (JBPs), conduct quarterly business reviews, and identify white-space opportunities to position Royal Canin as an indispensable growth partner.

• Sales Execution & Revenue Generation:

Drive the execution of the annual sales plan to achieve all performance targets (GSV, NSV, Metric Tons), with a sharp focus on maximizing market share, therapeutic diet sales, and online nutrition conversion to increase customer lifetime value (LTV).

• Digital Commerce & Operational Excellence: 

Command the digital shelf strategy by managing retail media activations, promotional calendars, and search/media optimization. You will oversee the end-to-end product catalog—ensuring accuracy for all launches and updates—while analyzing performance data to enhance product visibility, conversion rates, and overall operational excellence.

• Forecasting, Budgeting & Demand Planning: 

Own the volume forecasting process for your accounts, providing critical inputs into the Sales & Operations Planning (S&OP) cycle to ensure exceptional customer service levels. You will manage all assigned budgets, marketing trade funds, and fixed costs with rigorous fiscal discipline

• Cross-Functional Collaboration: 

Act as a central hub for collaboration, navigating a complex matrix of internal stakeholders (Marketing, Supply, Finance, Sales Planning) and external partners to drive alignment, ensure smooth operational execution, and deliver on all shared KPIs.

What can you expect from Mars?

• Work with over 130,000 with diverse and talented Associates, all guided by The Five Principles.

• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.

• Best-in-class learning and development support from day one, including access to our in-house Mars University.

• An industry competitive salary and benefits package, including company bonus.

The base pay range for this position at commencement of employment is between the range listed below, however, base pay offered may vary depending on multiple individualized factors, including but not limited to job-related knowledge, skills, and experience. The total compensation package for this position will include variable pay, medical and dental benefits, participation in 401k plan, and paid time off benefits. Details of participation in these benefit plans will be provided if an applicant receives an offer of employment.