The role of the Account Manager (AM) is to create demand and secure sales by delivering and demonstrating the value of Elanco products to veterinarians and dairy farmers. The AM manages a territory through yearly action planning, account planning, effective expense management and appropriate communications consistent with Elanco's marketing and sales objectives. Sales territory contacts consist of veterinarians, dairy farmers, nutritionists and channel partner contacts.
Account Managers are held accountable for delivering sales results and implementing agreed strategies and plans.
Functions, Duties, Tasks
Execute effective sales calls to dairy vet clinics through focusing on the customer needs & wants that will drive loyalty and maximize sales potential to achieve targets.
Transfer key messages and scientific information about Elanco products to veterinarians, farmers and key influencers within the designated sales territory through both individual calls as well as through interactive presentations.
Around 85% field time (with vets, farmers and on farm), including some overnights.
Sound technical and practical knowledge of dairy farm processes with a focus on transition and dry cow management and health.
Willing and able to support customers through on farm visits, focusing on transition and dry cow management and health. Comfortable interacting with vets, their farmers and other relevant dairy stakeholders in the territory.
Business focus: build and maintain business relationships with veterinary customers through delivering high quality customer service.
Report any Pharmacovigilance case and adhere to all Elanco/Lilly policies and procedures.
Manage and operate a territory to maximize business potential.
Deliver effective working practices, relationships, record keeping and communications within Elanco.
Disciplined reporting of all call reports, territory intelligence and customer information within designed CRM.
Work closely with the technical consultant on the on farm services and in driving solutions to customers.
Pro-actively interact with marketing manager for optimization of client segmentation, targeting and execution of marketing plans.
Minimum educational level: Bachelor in animal science/animal husbandry
A master in Animal Science or a Master in Veterinary Medicine is considered an advantage
Demonstrate interest and passion for dairy industry and its stakeholders (vets, farmers, nutritionists, others…)
Clarity in presenting to customers, managing time/prioritization, able to learn and advance, and team player who is comfortable working across functions
Strong business acumen and results driven
Excellent Interpersonal and Communication Skills
Good influence and leadership Skills
Strong learning agility
Organizational and implementation skills
Personal accountability with high initiative and sound work ethics