Packaged Goods Key Account Manager, US Farm Animal (South Central Territory)
Scorpion Therapeutics, Minneapolis, Minnesota, United States, 55400
Role Summary
US Farm Animal Packaged Goods Sales – Key Account Manager (KAM) drives growth of the packaged goods portfolio with identified key strategic accounts, including retailers, dealers, resellers, and veterinarian customers. The KAM maintains and strengthens ongoing relationships by understanding customers’ business models and meeting their needs, and leads cross-functional account planning with the US Farm Animal Channel and Marketing teams. This role also supports the development and execution of 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 that fosters 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 collaboration, 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. 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, 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 brand marketing plans to ensure packaged goods customer needs are addressed through those plans. Assist in developing long-term US Farm Animal Packaged Goods strategy to grow the business and meet customer needs. Partner with marketing and the broader US Farm Animal Packaged Goods team on executing strategic initiatives designed to grow dealer/retail/reseller/veterinarian business. Collaborate with Territory Account Managers to cultivate a robust support network and enhance the local impact of packaged goods programs. Represent Elanco at necessary industry meetings, buying shows, and trade shows relevant to the assigned accounts. Qualifications
Required: 3+ years of relevant experience in sales or marketing Preferred: Bachelor’s degree in Marketing/Business and/or Animal Science 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 diverse audiences and leadership levels Required: Track record of peer and cross-functional influence and leadership without direct reporting authority Required: Legally authorized to work in the United States; sponsorship not provided for employment visa status Skills
Experience or training in key account management/strategic account management Understanding of channel/distribution and retail/dealer/veterinarian space Ability to communicate at all levels within the organization (internal and external) Demonstrated ability in communication, conflict resolution, judgment and managing complexity Demonstrated ability to manage complex projects and project management tools Demonstrated learning agility Additional Requirements
Location: Remote – focused on Key Accounts in the South Central US (Texas, Oklahoma, Kansas, etc.; other states depending upon candidate's home location) Travel: 50-70%
#J-18808-Ljbffr
US Farm Animal Packaged Goods Sales – Key Account Manager (KAM) drives growth of the packaged goods portfolio with identified key strategic accounts, including retailers, dealers, resellers, and veterinarian customers. The KAM maintains and strengthens ongoing relationships by understanding customers’ business models and meeting their needs, and leads cross-functional account planning with the US Farm Animal Channel and Marketing teams. This role also supports the development and execution of 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 that fosters 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 collaboration, 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. 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, 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 brand marketing plans to ensure packaged goods customer needs are addressed through those plans. Assist in developing long-term US Farm Animal Packaged Goods strategy to grow the business and meet customer needs. Partner with marketing and the broader US Farm Animal Packaged Goods team on executing strategic initiatives designed to grow dealer/retail/reseller/veterinarian business. Collaborate with Territory Account Managers to cultivate a robust support network and enhance the local impact of packaged goods programs. Represent Elanco at necessary industry meetings, buying shows, and trade shows relevant to the assigned accounts. Qualifications
Required: 3+ years of relevant experience in sales or marketing Preferred: Bachelor’s degree in Marketing/Business and/or Animal Science 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 diverse audiences and leadership levels Required: Track record of peer and cross-functional influence and leadership without direct reporting authority Required: Legally authorized to work in the United States; sponsorship not provided for employment visa status Skills
Experience or training in key account management/strategic account management Understanding of channel/distribution and retail/dealer/veterinarian space Ability to communicate at all levels within the organization (internal and external) Demonstrated ability in communication, conflict resolution, judgment and managing complexity Demonstrated ability to manage complex projects and project management tools Demonstrated learning agility Additional Requirements
Location: Remote – focused on Key Accounts in the South Central US (Texas, Oklahoma, Kansas, etc.; other states depending upon candidate's home location) Travel: 50-70%
#J-18808-Ljbffr