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Strategic Account Manager - Roanoke, United States - Virbac
Description
Experiencing together a unique human adventureAnimal health is key to the health of the planet.Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution.
Encouraging internal mobility between positions and countries, offering individual development plans and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams.
We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives.Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business.
Create and execute a strategic account plan for each assigned Corporate Account that drives growth of Virbac brands while optimizing the Gross to Net within the budget.
Area of accountability no.1 Negotiate Contracts for Corporate Account HQ:
Identify specific customer needs through face-to-face meetings and marketplace intelIdentify brand opportunities combined with pricing knowledge to develop the financial framework for a contractPartnering with marketing & finance to develop financial proposals optimizing brand margin for purposes of contracting with a corporate customerDevelop contracts with Legal that protect Virbac while driving commitments from the corporate customer that benefit brand growthNegotiate a contract with the corporate customer Executive Team to a successful outcome for both partiesFollow implementation and track performance as well as KPIs aligned with finance and marketing
Expected results:
Delivery of fully executed Corporate Account contracts that drive the growth of Virbac brands within the customerArea of accountability no.
2:
Own the Corporate Account Customer RelationshipsOwn the relationship with the Corporate customer from the Executive C-Suite level through to the Regional Operations and Regional Medical Teams of the customerDrive approval and use of Virbac brands with the Corporate HQ and its clinics as stipulated in the contractFacilitate meetings between customers and Virbac team to build out a comprehensive relationship from top to bottomCoordinate with Corporate HQ and their Enterprise Software Manager to ensure Virbac products are featured properly within the software to the Corporate customer clinics as well as tracked within the business reporting featuresOrganize, plan, and execute agreed-upon meetings to ensure effective collaboration between both companies and execute appropriate follow-up to drive results for agreed-upon objectivesMitigate risk by identifying potential issues with account(s) and work with appropriate personnel to effectively communicate and resolve matters
Expected results:
Develop strong relationships that make the Corporate customer view Virbac as a strategic resource partnerArea of accountability no.
3:
Build and Execute Strategic Plans for Corporate CustomersCreate a compelling Corporate account value proposition that is built into the overall strategic plan for the Corporate customer that moves Virbac from a Vendor relationship to a Strategic Resource PartnerCreate a strategic plan for each Corporate customer that drives Virbac brand growth and brand expansion while also delivering on value-added needs for the customerCollaborate with the Corporate Customer HQ on a joint business plan that drives accountability for the performance for both partiesCollaborate with Marketing in the development of strategic account plan to build out an appropriate toolkit for customer with a focus on key brands and or the value-added programsCreate Virbac POD teams, as needed, to ensure an enterprise-wide effort for value-added program development and or other key Corporate customer-focused programs.
Facilitate the POD team project meetings and deliverablesMeet with Marketing quarterly to review key brand growth trends and build forecasts as needed for demand planning to ensure supply needs are incorporated into overall supply planningExpected results:
Corporate Customer and Virbac goals achieved through the performance of the Strategic Account PlanArea of accountability no.
4:
Build Internal and External Communication PlanCreate and execute a communication plan and rhythm both internally with key stakeholders and externally with Corporate CustomerDevelop in partnership with finance, quarterly reports and reviews to be used with the Corporate customers and Regional Leadership and for internal updatesPrepares and presents reports that keep leadership informed of the Corporate customer performance and activities and competitive informationDevelop a communication plan for Strategic Account Champions and POD teams to update on the performance of the account.
Work with the Strategic Account Champions to communicate back out to their respective regions key information to help their teams be successful within their corporate accountsMaintain and update as needed the strategic account plan and share monthly updates of plan with DirectorShare with field teams updates on Account performance, wins and best practicesExpected results:
Internal and external buy and support of the contractural partnershipCareer pre-requisites:Experience with strategic account management.
Financially oriented with exceptional business knowledgeExcellent planning and organizational skills with strong analytical and problem-solving acumenExperience building and negotiating contracts including working with Legal and finance teams areasGood interpersonal skills and the ability to work with multiple levels of management across different functional Successful track record within a dynamic growth-oriented organizationAbility to travel (approximately 20-25% of time)Virbac provides numerous career opportunities, thanks to the diversity of its jobs and their international dimension.
Joining Virbac means joining dynamic teams ambitious for success.Add Your Talent to Ours
