Chewy Health is redefining how veterinarians and pet parents care for pets through a rapidly expanding ecosystem of services. As part of this journey, we are hiring a Director, Category Management & Strategic Partnerships to lead the growth of our vet-facing business through enterprise partnerships, business development, and ecosystem expansion.
This role sits at the intersection of P&L ownership, business development, and strategic partnerships, and will be responsible for building and scaling relationships across the veterinary industry including corporate groups, buying groups, service providers, and key ecosystem players.
You will act as a general manager and external-facing leader, shaping how Chewy partners with the veterinary industry while driving measurable growth in adoption, revenue, and long-term strategic value.
What You'll Do:
Business Development & Partnerships
- Own and drive the business development strategy for Chewy's vet-facing services, with a focus on creating, scaling, and deepening relationships with large veterinary corporate groups and strategic partners.
- Lead end-to-end deal lifecycle including sourcing, structuring, negotiating, and closing complex, high-value partnerships.
- Establish and own executive-level relationships with partner organizations, including C-suite stakeholders, to drive long-term joint value creation.
- Develop joint business plans and partnership roadmaps that unlock growth for both Chewy and partners.
- Identify and unlock new partnership models (distribution, integration, co-branded services, etc.) that expand Chewy's presence in the veterinary ecosystem
P&L Ownership & Growth Strategy
- Own the P&L for vet-facing B2B services, ensuring delivery against revenue, margin, and growth targets.
- Define and execute go-to-market strategies including segmentation, pricing, sales approach, and onboarding for enterprise and mid-market partners.
- Translate partnership opportunities into scalable revenue streams, ensuring operational and financial rigor.
Team and Organizational Leadership
- Build and lead a high-performing team across business development, account management, and category management.
- Partner with Product, Tech, Marketing, CX, and Operations to translate partnership needs into scalable solutions, including tools, integrations, and service models.
- Influence product and platform roadmaps to support enterprise partner requirements and long-term ecosystem strategy.
Innovation and Growth
- Identify and incubate new growth vectors within the veterinary ecosystem, including adjacent services, partnerships, and capabilities.
- Stay ahead of industry trends and competitive dynamics to inform long-term strategic positioning.
What You'll Need:
- • 12+ years of experience across business development, strategic partnerships, category management, or general management roles.
- 8+ years of leadership experience, with experience developing and scaling high-performing teams.
- Deep functional expertise in category management, vendor negotiations, and business development.
- Experience owning or materially influencing a P&L with clear revenue accountability.
- Strong negotiation skills with demonstrated success in high-stakes, multi-party deals.
- Ability to operate as an external-facing leader, influencing senior stakeholders both internally and externally.
- Strong analytical and financial acumen; highly fluent in forecasting, pricing, and performance management.
- Excellent communicator and influencer across senior executive and cross-functional teams.
- Demonstrated ability to launch and rapidly scale new business ventures
- Position requires some travel
Bonus:
- Experience in the veterinary or broader healthcare ecosystem, especially with corporate vet groups.
- Background in enterprise sales, partnerships, or platform ecosystems.
- Experience launching new B2B products or services at scale.
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 base salary range for this role is $170,500 - $297,500.00.
- 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 [email protected].
To access Chewy's California CPRA Job Applicant Privacy Policy, please click here.
Skills Required
- 12+ years in technology services/SaaS or eCommerce marketplace with relevant experience
- 10+ years of leadership experience
- P&L ownership experience
- Demonstrated success in managing full-lifecycle complex sales
- Broad knowledge of sales/CRM technologies and best practices
- Experience with financial analysis and modeling
- Entrepreneurial mindset
What the Team is Saying
What We Do
Who We Are Chewy is where pet parents find everything they need for life with pets, from food to fun to pharmacy. We make pet care easier, more informed, and more joyful through fast, reliable delivery and award-winning 24/7 Customer Care, including access to pet health support when it’s needed. Founded in 2011, Chewy combines the convenience of online shopping with a high-touch, personalized experience built around the real moments of pet parenthood. Our Mission Chewy’s mission is to be the most trusted and convenient destination for pet parents and partners, everywhere. What We Do We support pet parents through the highs, lows, and everyday moments of the pet parenting journey with: • Pet food, treats, and daily essentials • Supplies for dogs, cats, fish, birds, reptiles, equine, and small pets • Pharmacy and veterinary services, including prescriptions and medications • Pet wellness and health products • Autoship for convenient recurring deliveries • Chewy+, our premium membership offering exclusive savings, faster delivery, and personalized pet care benefits • 24/7/365 customer support from knowledgeable, pet-loving experts What Makes Chewy Different Chewy is known for industry-leading service, deep personalization, and our customer-obsessed culture. We combine trust, convenience, and care, and pet parents come to us for: • Exceptional customer care • Human- and pet-centered product and experience design • Fast, dependable fulfillment across a nationwide operations network • A mission-driven culture built on empathy, trust, and passion for pets Our Culture Chewy’s culture is built for people who thrive on ownership, innovation, and impact. We value curiosity, creativity, and continuous improvement across all our teams. We empower Team Members—our Chewtopians—to learn, grow, and unleash their full potential in a collaborative, supportive, mission-driven environment. How We Work Chewy’s Operating Principles guide how we think, innovate, collaborate, and execute. These principles shape our character, decision-making, and approach to delivering results while connecting our people and culture in support of our mission. Where We Work Chewy headquarters: Plantation, FL, and Boston, MA Additional hubs: Bellevue, WA, and Minneapolis, MN
Why Work With Us
Why You Should Work at Chewy Chewy is a unique, fast-growing e-commerce and tech leader where builders, creators, and problem-solvers shape the future of pet care. Our teams drive innovation in a mission-driven culture that creates real impact for pets and the people who love them.
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