Director, Category Management & Strategic Partnerships

Job Description:
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].
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