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Strategic Accounts Manager, Vet - United Kingdom  

Company managed [?] Still accepting applications

Posted on : 15 April 2017

Project Description

32051
Strategic Accounts Manager, Vet
National, UK, home based
Hampshire
United Kingdom
Sales
Since our start at Eli Lilly and Company in 1954, Elanco has been working to empower our customers—from veterinarians to food producers to all those concerned with animal health—to address global challenges, and advance a vision of food and companionship enriching life. We strive to develop and deliver products safe for consumers, animals and the environment through innovation and a shared vision to enrich the life of people worldwide.
Role overview:

Strategic Account Management is one of Elanco’s core growth driver’s. Globally our focus is to grow our sales from our strategic customers. To demonstrate this intent, Elanco have invested in a global B2B team. This team is designed to drive best in class strategic account management globally. Across EMEA we have a number of strategic customers identified. Within the UK/Ireland affiliate, we have strategic customers identified which feed into our EMEA customers. Our vision is to grow our non-product value with these customers enabling us to grow our sales. Ultimately our aim is that these customers view Elanco as a business partner in which we consult together across the breadth of our businesses to drive mutual growth.

We are seeking a professional sales professional who will be responsible for maintaining and expanding relationships with strategically important large ruminant veterinary customers in the UK, achieving sales budget and strategic account objectives. You will be responsible for developing and executing strategies to maximise sales within these accounts while ensuring these customers’ needs and expectations are met. You will work closely across business units and functions to ensure as a company we are strategically aligned with these accounts. Communication will be key to this role as you will work with the sales manager, marketing manager, technical consultants and key account managers to help execute the agreed actions to drive sales in these large accounts.

Accountabilities:
  • Achieve annual sales targets linked to business and strategic account goals along with SFE metrics
  • Promote and detail Elanco products and services to all customers (includes end users, veterinarians and veterinary clinics, co-ops, distributors, wholesalers)
  • Cultivate customer relationship in order to promote and reinforce the Elanco value proposition
  • Territory planning aligned to the strategic account plans
  • Identify opportunities to grow business; plan, execute and achieves sales growth
  • Gain a full and complete knowledge of competitive products and markets
  • Maintain up-to-date record keeping and administration using Elanco Connect
  • Identify customer needs and opportunities with key stakeholders to connect the right Elanco resources to capture both product & non product value
  • Peer to peer coaching of Key Account Managers in the Vet team.
  • Align and execute SAM plans with marketing and technical to achieve success
  • Manage opex budgets in SAM accounts
  • Ensure execution of the developed sales strategies, objectives, goals and targeted revenue generation.
  • Establish productive, professional relationships with key personnel in strategic accounts
  • Lead certain strategic accounts with a multi-species focus
  • Coordinate the involvement of company personnel, including technical support, service, and management resources, in order to meet account performance objectives and customers’ expectations
  • Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts
  • Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones both long and short term objectives
  • Proactively assess, clarify, and validate customer needs on an ongoing basis
  • Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
32051BR
Requirements:
  • Customer focused with prior experience in sales
  • Strategic thinking
  • University Bachelor degree preferred (Agricultural, Life Science & Veterinary Science)
  • Passion for the agricultural
  • A team player with infectious enthusiasm, positive attitude and ability to influence
  • Able to face up and overcome challenges
  • Demonstrated success in sales ability and negotiation skills
  • Strong commercial agility
  • Excellent communication skills
  • Strong sense of personal accountability
  • Ability to develop long-term business relationships
  • Computer literate