Strategic Account Manager, Diagnostics

Locations considered: Dallas, Seattle, Southeast US, Northeast US

Role Description

The Strategic Account Manager will have primary responsibility for the customer experience journey of newly acquired Strategic Accounts.  This responsibility will entail running point on contract updates, expansion implementation plans & overall customer experience.  The role will also be responsible for building the aligned area strategic pipeline of key accounts (>5 locations in singular Areas that expect to grow to multi state >20 locations).  This role will collaborate cross-departmentally within the Diagnostic Business Unit at the leadership level as well as across areas within the U.S Diagnostics and will be critical to training and coaching field teams, Regional Business Director/Area Business Managers/Regional Field Marketing Managers/Key Account Technical Specialists, on the key accounts for both new opportunities and retention of current accounts.  A successful candidate leverages sharp competitive intelligence, deep customer and market insights to shape strategy, and unlock sustainable growth. This role will report to the Head of U.S. Corporate & Specialty.

Duties and Responsibilities

• This position is responsible for the firsthand management of full portfolio / constructing and deconstructing of new/retention sales opportunities for DX businesses.

• Increase portfolio presence within veterinary hospitals to maximize, protect and defend the total customer value while supporting the customer throughout the Staywell Journey. 

• Work cross-functionally with Regional Business Director, Area Business Managers, Strategic Growth Manager, Deal Desk & Net Revenue Management (NRM) to ensure adequate margins / profit.

• Excel on the install and workflow processes to ensure new accounts have a great customer experience.

• Be a product expert around new product launches (Imagyst, HUB, Vue+, OptiCell, etc.)

• Provide field-level intelligence on Dx competition.

• Help ABMs coach their Area Teams on Dx-related tactics and cross-selling in larger scale account.

  • Product Proficiency

  • Sales Proficiency

• Help ABM develop and refine the Area Pipeline for Emerging Corporates and help them drive current strategy/tactics in these critical accounts.

• Share best practices across regions (e.g., cross-selling success stories).

Organizational Relationship

• Close collaboration with the C&S Leads, Regional Field Marketing Managers, Key Account Technical Specialists, Area Team

• Close collaboration/partnership with Legal, Finance, NRM, Loyalty, and Pricing teams.

Education and Experience

• Bachelor’s Degree minimum or equivalent work experience.

• Minimum of 8+ years animal health industry / sales experience.

• Demonstrated exceptional proficiency at onboarding, workflow management & Pipeline Execution.

Technical Skills Requirement

• Exceptional Project Management skills.

• Demonstrated ability to organize and prioritize multiple projects in a demanding environment and deliver high performance and quality on deadline.

• Ability to effectively communicate technical information to professionals with same or greater technical knowledge/skills.

• Excellent people skills. Proven ability to think strategically and act decisively.

• Ability to collaborate with and influence cross-functional teams.

• Collaborator and motivating leader.

• Must demonstrate initiative, resourcefulness, accountability, and willingness to accept challenges and lead change.

• Demonstrate clear ability to understand and execute all aspects of lease financing, legal language, and contract administration.

• Ability to creatively defend, retain and grow business while maintaining financial rigor.

• Ability to learn and master skills to then turn around teach and coach.

• Demonstrated financial and business acumen (deliver solid ROI).

Local and Scope of Role

• Field-based

• The role will require 50%-60% travel.

The US base salary range for this full-time position is $129,000 – $160,000. Our salary ranges are

determined by role, level, and location. The range displayed on each job posting reflects the base pay target range

for new hire salaries for the position. Within the range, individual pay is determined by work location and additional

factor