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.
Top Skills
What the Team is Saying
What We Do
We view pets and pet parents as family and are obsessed with meeting their needs and exceeding customer expectations through every interaction. Behind the scenes, our talented teams are made up of innovators, delighters, big-thinkers and of course, passionate pet people—creating a place where you'll be empowered to build, grow and unleash your fullest potential. We don’t just stand by our company mission—we’re obsessed with it. We seek to be the most trusted and convenient destination for pet parents and partners, everywhere. And we’re constantly finding new ways to do just that. At Chewy, we understand pet parenthood is full of joyful highs and anxious lows. That’s why we’re here, standing alongside pet parents, providing everything their pets need for a happy, healthy life. We’re a leading online source for pet products, supplies, and prescriptions. We offer a broad selection of high-quality products and services at competitive prices with an exceptional level of customer care and a personal touch. Since launching in 2011, we’ve combined the personalized service of your neighborhood pet store with the convenience and speed of e-commerce. We pride ourselves on being the only brand available 24/7/365 to support pet parents throughout their journey. We have a rich history of being recognized for our deep care and personalization while going above and beyond for our customers and their pets. We view pets and their people as more than just customers and look forward to meeting their needs and exceeding expectations through every interaction. With Chewy, no one pet-parents alone. Our culture is for those who thrive on delivering results and becoming your best—no matter your role or location. At Chewy, our Operating Principles serve as a common language, or framework, that connects two of Chewy's most valuable elements—our people and our culture. The Operating Principles guide our character, capabilities, imagination, and methods for execution in support of our company's mission.
Why Work With Us
We're proud to be one of the fastest growing e-commerce companies of all time. With growth comes the exciting opportunity to be a part of a world-class organization of engineering, product, and design team members, responsible for driving our latest innovations and designing "out-of-the Chewy box" experiences.
Gallery
Chewy Teams
Chewy Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
