Packaged Goods Key Account Manager, US Farm Animal (Midwest)
Scorpion Therapeutics, New Bremen, Ohio, United States
Role Summary
Packaged Goods Key Account Manager (KAM) for US Farm Animal (Midwest) grows and drives Elanco's packaged goods portfolio with identified strategic accounts, including retailers, dealers, resellers, and veterinarian customers. The role maintains and strengthens ongoing customer relationships by understanding each account's business model and meeting identified needs. It partners with the US Farm Animal Channel and Marketing teams to develop and execute account plans and to implement the US Farm Animal Packaged Goods strategy to drive sales to end users. Responsibilities
Account Management & Execution
Utilize Strategic Account Management (SAM) principles to manage and strengthen partnerships with identified retail/dealer/reseller/veterinarian customers within a specific geographic territory Identify and act upon customer needs by coordinating and deploying Elanco resources and portfolio solutions, working across the organization to meet those needs Develop relationships with key decision makers within identified accounts to foster a long-term, trusted relationship to strategically grow both organizations Own an in-depth understanding of each customer and their needs as demonstrated through a comprehensive customer business plan Establish and act upon long-term initiatives with customers through a collaborative vision, internal and external team coordination, and regular progress updates
Manage and influence complex customer and account decision-making processes, with the ability to deal well with ambiguity Business Ownership
Deliver and deploy in-store and in-clinic tactics to assigned customers to drive sales – including annual and seasonal programs, trade funds, product training, digital/print materials, POP materials and signage, in-store events, product support and training materials Establish sales targets for each assigned customer and develop specific action plans to reach each target Work hand-in-hand with Channel Account Managers to ensure customer inventory and logistics needs are met Actively participate in and contribute to US Farm Animal specie brand marketing plans, when asked, to ensure packaged goods customer needs are addressed through those plans
Strategy & Leadership
Assist in developing long-term US Farm Animal Packaged Goods strategy to grow the business and meet customer needs Partner with marketing and the larger US Farm Animal Packaged Goods team on executing strategic initiatives designed to grow the dealer/retail/reseller/veterinarian business Become an internal expert and leader on the packaged goods business within US Farm Animal; understand retail/veterinarian language, key drivers and motivators in customer decisions, in-store and online merchandising, farm animal packaged goods landscape (competitors, marketplace trends, etc.) Establish effective partnerships across the team, business, and organization, where necessary, to identify and enroll resources to assist in meeting specific customer and US Farm Animal Packaged Goods team goals
Collaboration with Territory Account Managers
Be a resource and leader for Territory Account Managers in assisting with retailer/dealer/reseller/veterinarian needs across their territories Represent Elanco at necessary industry meetings, buying shows, and trade shows relevant for the assigned accounts
Qualifications
Required: Bachelor’s degree, Marketing/Business and/or Animal Science preferred Required: 3+ years of relevant experience in sales or marketing Required: Understanding of livestock space Required: Demonstrated business and financial acumen and problem-solving skills Required: Demonstrated track record of successful implementation of projects and delivery of outcomes Required: Effective at prioritizing and managing multiple simultaneous project demands Required: Strong written, oral, and facilitation communication skills across diversity of audience and levels of leadership Required: Track record of peer and cross-functional influence and leadership without reporting authority Required: Legally authorized to work in the United States; sponsorship not anticipated Preferred: Experience or training in key account management/strategic account management Preferred: Understanding of channel/distribution and retail/dealer/veterinarian space Preferred: Ability to communicate at all levels within the organization (internal and external) Preferred: Demonstrated ability in communication, conflict resolution, judgment and managing complexity Preferred: Demonstrated ability to manage complex projects and project management tools Preferred: Demonstrated learning agility Skills
Strategic account management Channel/retail/dealer/veterinarian relationship management Cross-functional collaboration Communication and negotiation Project management Analytical/financial acumen Additional Requirements
Location = Remote – focused on Key Accounts in the Midwest (Illinois, North/South Dakota, Iowa, Missouri, Minnesota - potential additional locations depending on candidate) Travel = 50-70%
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Packaged Goods Key Account Manager (KAM) for US Farm Animal (Midwest) grows and drives Elanco's packaged goods portfolio with identified strategic accounts, including retailers, dealers, resellers, and veterinarian customers. The role maintains and strengthens ongoing customer relationships by understanding each account's business model and meeting identified needs. It partners with the US Farm Animal Channel and Marketing teams to develop and execute account plans and to implement the US Farm Animal Packaged Goods strategy to drive sales to end users. Responsibilities
Account Management & Execution
Utilize Strategic Account Management (SAM) principles to manage and strengthen partnerships with identified retail/dealer/reseller/veterinarian customers within a specific geographic territory Identify and act upon customer needs by coordinating and deploying Elanco resources and portfolio solutions, working across the organization to meet those needs Develop relationships with key decision makers within identified accounts to foster a long-term, trusted relationship to strategically grow both organizations Own an in-depth understanding of each customer and their needs as demonstrated through a comprehensive customer business plan Establish and act upon long-term initiatives with customers through a collaborative vision, internal and external team coordination, and regular progress updates
Manage and influence complex customer and account decision-making processes, with the ability to deal well with ambiguity Business Ownership
Deliver and deploy in-store and in-clinic tactics to assigned customers to drive sales – including annual and seasonal programs, trade funds, product training, digital/print materials, POP materials and signage, in-store events, product support and training materials Establish sales targets for each assigned customer and develop specific action plans to reach each target Work hand-in-hand with Channel Account Managers to ensure customer inventory and logistics needs are met Actively participate in and contribute to US Farm Animal specie brand marketing plans, when asked, to ensure packaged goods customer needs are addressed through those plans
Strategy & Leadership
Assist in developing long-term US Farm Animal Packaged Goods strategy to grow the business and meet customer needs Partner with marketing and the larger US Farm Animal Packaged Goods team on executing strategic initiatives designed to grow the dealer/retail/reseller/veterinarian business Become an internal expert and leader on the packaged goods business within US Farm Animal; understand retail/veterinarian language, key drivers and motivators in customer decisions, in-store and online merchandising, farm animal packaged goods landscape (competitors, marketplace trends, etc.) Establish effective partnerships across the team, business, and organization, where necessary, to identify and enroll resources to assist in meeting specific customer and US Farm Animal Packaged Goods team goals
Collaboration with Territory Account Managers
Be a resource and leader for Territory Account Managers in assisting with retailer/dealer/reseller/veterinarian needs across their territories Represent Elanco at necessary industry meetings, buying shows, and trade shows relevant for the assigned accounts
Qualifications
Required: Bachelor’s degree, Marketing/Business and/or Animal Science preferred Required: 3+ years of relevant experience in sales or marketing Required: Understanding of livestock space Required: Demonstrated business and financial acumen and problem-solving skills Required: Demonstrated track record of successful implementation of projects and delivery of outcomes Required: Effective at prioritizing and managing multiple simultaneous project demands Required: Strong written, oral, and facilitation communication skills across diversity of audience and levels of leadership Required: Track record of peer and cross-functional influence and leadership without reporting authority Required: Legally authorized to work in the United States; sponsorship not anticipated Preferred: Experience or training in key account management/strategic account management Preferred: Understanding of channel/distribution and retail/dealer/veterinarian space Preferred: Ability to communicate at all levels within the organization (internal and external) Preferred: Demonstrated ability in communication, conflict resolution, judgment and managing complexity Preferred: Demonstrated ability to manage complex projects and project management tools Preferred: Demonstrated learning agility Skills
Strategic account management Channel/retail/dealer/veterinarian relationship management Cross-functional collaboration Communication and negotiation Project management Analytical/financial acumen Additional Requirements
Location = Remote – focused on Key Accounts in the Midwest (Illinois, North/South Dakota, Iowa, Missouri, Minnesota - potential additional locations depending on candidate) Travel = 50-70%
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