The Key Account Manager (KAM) role will require an awareness of the business needs of their customers and the ability to develop sustainable relationships by effective use of the ‘Customer Value Selling (CVS) process which will ultimately position Elanco as a successful value-added business partner. They will be responsible for preparing Business Plans, Key Account plans and executing them by coordinating commercial and technical initiatives with our customers across the Food animal and Companion animal business. This is a developmental opportunity to manage a growing brand portfolio in a dynamic industry and it is essential to work in synergy with the Ireland team. The KAM should align to the company business strategy and manage the successful implementation of support activities and initiatives in order to maximize current and future sales of company portfolio. This position is a cross-functional role requiring the successful candidate to have the ability and flexibility to work across species units.
This will involve:
Achieve profit plan through our products with the assigned customers (Key Accounts) through full coverage of all targeted contacts.
Achieve territory sales and salesforce effectiveness targets in line with team performance
To help shape and support the growth of the team
Develop a close liaison with sales and marketing to ensure activities are aligned with strategy and correct technical messaging
Build a relationship with key customers and opinion leaders so that Company is perceived as a commercial partner of choice.
Functions, Duties, Tasks:
Accountable for the attainment of sales objectives through the execution of Account Plans with targeted Key Accounts.
Cultivate customer relationship in order to increase our customer value proposition through the effective use of ‘CVS’ including conversations, presentations, group discussions and educational programs.
Identify target accounts through different channels (vet and trade) and demonstrate a full understanding of their business needs and their customers.
Work closely with the team in a collaborative approach.
Work within local and company guidelines of compliance and ethics and due diligence in interactions with customers, sponsorship and support of external companies.
Utilize CRM system to maximize sales
Degree level qualification in Veterinary Science, Agricultural or life sciences (desired but not essential)
Customer focused with at least 3 years of experience in sales and/or veterinary industry
Demonstrated ability impart technical/scientific knowledge at appropriate levels
High energy and Grit with a “growth mindset”
Self-aware and driven to grow with a curious “yes if” mindset
Big picture - visionary thinking
Consultative curious mindset
True Team player and partnering outlook
Prepared to take on new challenges while being coached to the next level
Demonstrated business acumen and results driven
Demonstrated success in persuasion, influence and negotiation skills
Account management and consulting skills preferable
Excellent communication skills: verbal, written and interpersonal
Organizational skills and time management skills
Strong sense of personal accountability
Travel and some overnight stays
Field Based experience
At least 2-3 years experience in a animal health sales role
This would suit someone with a real passion for animal health