National Key Account Manager - Cattle Business Unit
Elanco is a global animal health company that develops products and knowledge services to prevent and treat disease in food animals and pets in more than 90 countries. With a 64-year heritage, we rigorously innovate to improve the health of animals and benefit our customers, while fostering an inclusive, cause-driven culture for more than 5,800 employees. At Elanco, we’re driven by our vision of food and companionship enriching life – all to advance the health of animals, people and the planet. Learn more at www.elanco.com
The role is responsible to grow and protect our medicated feed additive (MFA) business by developing business partnerships with identified key accounts. The account manager will lead the journey to reach and maintain mutual vision, transparency and mutual impact with assigned accounts. As a trusted business partner, he/she will be responsible for understanding the customer’s business model, needs and to facilitate the coordination of EAH activities related to the account.
Develop and drive business with targeted accounts (primarily influencers/consultants and some corporate producers) using the strategic account management (SAM) key principles. Focus on national multi-state consultant groups and independents.
Manage and influence complex customer/account decision-making process with the ability to deal well with ambiguity.
In depth understanding of the customer as demonstrated and communicated through a comprehensive strategic business plan.
Work with customers on a collaborative vision, internal and external team coordination and design of customized solutions.
Establish long-term strategic initiatives with customers; confirm pre-established value, review scorecard with decision makers and capture the value back for Elanco.
Facilitate the transfer key messages and scientific information about Elanco products to customers.
Accountable for delivering sales results and implementing agreed to strategies and plans.
Coach others of the SAM approach
Bachelor’s degree or verifiable and equivalent knowledge and experience (typically at least 15 years) within the animal health industry.
At least 5 years Sales experience in dairy industry preferably with a feed/nutritional background.
Qualified candidates must be legally authorized to be employed in the United States. Elanco does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this employment position.
Ability to work in a cross-functional team based environment; align with and influence internal and external stakeholders, and build/manage relationships at all levels of an organization.
Demonstrated ability to be part of a team and coordinate others without direct line responsibility through daily demonstration of our values and culture.
Very strong EQ (Emotional Intelligence), people and leadership skills.
Demonstrates drive for results; anticipate and remove obstacles that get in the way of progress.
Speaks with candour, and actively shares point of view. Listens openly and seeks other’s views.
Education background in Animal Science, Dairy Science, Ag Economics, Ag Marketing, or Ag Communication.
Strong analytical and business acumen skills as well as effective budget management skills.
Comprehensive knowledge of Dairy and the Animal Health Industry economics and drivers
Excellent interpersonal skills with the ability to coach others
Passion for managing complex customers
Position is in East or West USA; open to location based on talent
Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.