Director, Category Management - Vet Success

Job Description:

Chewy’s mission is to be the most trusted and convenient destination for pet parents and partners everywhere. We view pets (and pet parents) as family, and we are obsessed with meeting their needs and exceeding customer expectations through every interaction.  Within Chewy, the Chewy Health team is focused on redefining how veterinarians and pet parents care for their pets. We are on a multi-year journey to build a set of new pet parent and veterinarian facing services that make it easier to keep pets of all shapes and sizes leading healthy, happy lives.

As part of this mission, Chewy Health is hiring a Director, Category Management & Vet Success to join our growing and fast-paced Healthcare Services team. We have a unique opportunity to change the way Chewy partners with veterinarians to provide a WOW pet parent experience, and we are looking for an inspirational leader and builder who can build the strategy for and deliver results against Chewy’s clinic engagement model. Working closely with Chewy Health leadership, this leader will own the P&L, define the strategy, and drive the execution of our vet-facing healthcare services portfolio.

What You'll Do:

Category Leadership

• Own the P&L for our vet-facing B2B services and manage the key inputs to the business to ensure we are delivering on our plans.
• Develop and implement strategies and tactics for building the user base of our veterinarian facing (B2B) services, including the targeting, sales & onboarding, and pricing strategies for large, multi-clinic groups down to independently owned and operated clinics
• Develop short-term and long-term goals of the B2B Healthcare services.

Vendor and Partnership Development

• Negotiate high stakes opportunities across complex partnerships and key accounts, such as: Veterinary Corporate Groups, Buying Groups, Veterinarian Service Providers, manufacturers, etc.
• Serve as senior relationship owner for major partners, including strategic planning, joint business plans, and innovation roadmaps.

Team and Organizational Leadership

• Lead, develop and eventually expand a large team encompassing strategic account management, clinic engagement and category management
• Set a culture of accountability, analytical rigor, and bias for action.
• Collaborate across Chewy’s matrix organization—including Marketing, Finance, Tech and Customer Experience—to deliver integrated, cross-functional business outcomes.

Innovation and Growth

• Lead & develop new services and offerings to drive increased value to both veterinarians and Chewy
• Partner with Product and Tech leaders to develop a vision and roadmap for tools and automation to scale sales and support capabilities in the organization

What You'll Need:

• 12+ years of business experience in technology services/SaaS, eCommerce marketplace, CPG, consulting or related industries (B2B or B2C)
• 10+ years of leadership experience, with experience developing and scaling high-performing teams.
• Deep functional expertise in category management, vendor negotiations, sales and business development.
• Having been the sole P&L owner of an important business and/or big product unit
• Strong analytical and financial acumen; highly fluent in forecasting, pricing, and performance management.
• Strategic thinker who operates effectively at both 10,000 feet and ground level—comfortable balancing vision with detail.
• Excellent communicator and influencer across senior executive and cross-functional teams.
• Demonstrated ability to launch and rapidly scale new business ventures
• Demonstrated success in managing full-lifecycle, complex sales with large organizations
• Broad knowledge of sales/CRM technologies and best practices (Salesforce, etc.)
• Position requires some travel

Bonus:

• Experience and understanding of the veterinary profession in the US
• History of selling into or partnering with large and small veterinary OR medical practices in the US
• Experience with launching new technology products/services to veterinary clinics OR medical practices

Why You’ll Love It Here

• Opportunity to lead one of Chewy’s most innovative and strategic businesses and shape the trajectory of our Healthcare business.
• Visibility and impact at the highest levels of the company, with direct interaction across executive leadership and partner C-suites.
• A fast-paced, high-growth environment that rewards ownership, insight, and execution.

• The specific salary offered to a candidate may be influenced by a variety of factors including but not limited to the candidate’s relevant experience, education, and work location. In addition, this position is eligible for 401k and a new hire and annual equity grant. C08+ positions may also be eligible for annual bonus.

We offer different types of insurance and benefits, such as medical/Rx, vision, dental, life, disability, hospital indemnity, critical illness, and accident. We offer parental leave, family services benefits, backup dependent care, flexible spending accounts, telemedicine, pet adoption reimbursement, employee assistance program, and many discounts including 10% off pet insurance and 20% off at Chewy.com. 

Exempt salary team members have unlimited PTO, subject to manager approval. Team members will receive six paid holidays per year. Team members may be eligible for paid sick and family leave in compliance with applicable state and local regulations. 

Chewy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, national origin, gender, citizenship, marital status, religion, age, disability, gender identity, results of genetic testing, veteran status, as well as any other legally-protected characteristic. If you have a disability under the Americans with Disabilities Act or similar law, and you need an accommodation during the application process or to perform these job requirements, or if you need a religious accommodation, please contact CAAR@chewy.com.

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