Commercial Lead - Retail and E-commerce

The success of a company depends on the passionate people we partner with.

Together, let's share our talents.

As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing, producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet.

We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife.

Indeed, Our “Together, Beyond Animal Health” vision emphasizes that the health and wellbeing of people, animals and our planet are totally interlinked. More than ever, Ceva is committed to a "One Health" approach.

As part of our “Diversity, Equity and Inclusion” policy, Ceva Animal Heath is committed to the employment of people with disabilities and will make reasonable accommodations throughout the interview process to ensure an inclusive and accessible experience for all applicants. To request an accommodation, please contact a member of the Ceva Talent Acquisition team.

Your Missions

The Commercial Lead - Retail & Ecommerce owns and executes the multi-channel commercial sales strategy for our Consumer Health portfolio within the Companion Animals Business Unit.

Core Responsibilities

Commercial Leadership & Team Management

• Lead, mentor, and develop the Retail Key Account and ecommerce teams (setting qualitative/quantitative KPIs, performance management, coaching, and talent development).
• Form an integral part of the CABU Commercial Leadership team, aligning retail and ecommerce expansion plans with the wider business unit goals.
• Build strong internal workflows and systems across sales operations and support functions to drive commercial efficiency.

Retail Key Account Management (Specialist Pet & Grocery)

• Define and execute the overarching retail strategy across ecommerce, Specialist Pet Retail and Grocery/General Retail channels.
• Lead the Key Account Management team in planning, negotiating, and executing Strategic Account Business Plans (SABPs) with key retail partners.
• Unlock new distribution opportunities and white-space channels to maximize customer reach and market penetration across the UK & Ireland.
• Lead commercial negotiations, joint business planning (JBPs), trading terms, and promotional calendars.

Ecommerce & Marketplace Acceleration

• Define and deliver the local ecommerce commercial strategy in alignment with Global ecommerce frameworks.
• Own commercial performance, terms negotiations, and trade execution across major online pureplay accounts (Amazon, Zooplus, etc.) and online pharmacy/e-tailer platforms (not associated with Vet Key Accounts).
• Manage and optimize retail media and platform advertising investments (e.g., Amazon Ads, sponsored search) to drive conversion, ROI, and sales velocity.
• Share commercial best practices and omnichannel insights with the Veterinary Channel team.

Commercial Execution, NPD & P&L Management

• Full commercial P&L accountability across Retail and ecommerce channels.
• Conduct continuous sales, category, and margin analysis to optimize trade promotional spend, discounts, and return on investment by customer.
• Drive commercial launch excellence for all New Product Development (NPD), ensuring strong physical and digital shelf presence.
• Monitor channel compliance and distribution integrity to protect commercial pricing across platforms.

Your Profile

The ideal candidate will bring:

• Commercial Experience: 7+ years of progressive commercial experience combining Retail Key Account Management and ecommerce / Pureplay Management (ideally within FMCG, Consumer Health, Pet Care, or OTC).
• People Leadership: 3–5 years of direct people management experience with a proven track record of coaching and leading high-performing sales teams.
• Account Mastery: Demonstrated success managing major UK/IE retail accounts (Specialist Pet or Grocery) and pureplay platforms (Amazon, Zooplus).
• Commercial Acumen: Strong P&L ownership, contract negotiation skills, joint business planning (JBP) expertise, and promotional ROI analysis.
• Education: Degree in Business, economics, or a related commercial discipline preferred (MBA is an advantage).

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