Strategic Account Manager (Swine)

At Elanco (NYSE: ELAN) – it all starts with animals!

As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. We’re driven by our vision of ‘Food and Companionship Enriching Life’ and our approach to sustainability – the Elanco Healthy Purpose™ – to advance the health of animals, people, the planet and our enterprise.

At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.

Making animals’ lives better makes life better – join our team today!

Your Role:

The purpose of the Swine Strategic Account Manager role in Elanco is to create demand and secure sales by professionally promoting, differentiating, delivering and demonstrating the value of Elanco products and services to customers and the people who influence their product use decisions.  Sales representatives are held accountable for delivering sales results, creating/managing territory business plans that align Elanco initiatives with account needs.  This role in particular places high priority on the ability to embrace the principles of ONE ELANCO and organize and lead an account team that brings the best of Elanco to our key customers. 

Your Responsibilities:

Frontline business management

• Manage Customer Income Statement - topline sales and Elanco margin management
• Manage Customer Purchase Agreement Process including pricing and rebates
• Utilize and maintain Elanco Connect - Customer Resource Management
• Track sales relative to customer/PA commitments and communicate progress with customers.
• Maintain internal resource network ensure Ease of Doing Business with key customers. 
• Collaborate effectively across Elanco business units
• Conduct Quarterly Business Reviews with Key Accounts.
• Bring customer needs and opportunities into Elanco innovation targets.

Strategic Account Management Process

• Long Term Vision and Planning - Develop Strategy and Execute Account Plans
• Lead Cross Functional Account Teams - Sales, Technical, Marketing, EKS, Value Team, Elanco Leadership
• Barns to Boardrooms - influence and engage at all appropriate levels of the organization.
• Internal and External Communication on customer initiatives. 
• Continuous Improvement - seek feedback from the customer, analyze performance of account team, routinely adapt strategy to stay ahead of changing environment from industry trends to specific customer needs.  (health, productivity, influence, etc)

Customer Value Selling

• Create/Maintain a Collaborative Relationship with Production Systems and their Key Influencers
• Proactive Problem Solving with the Customer
• Value Creation - ID Opportunities, Uncover Needs and Opportunities.
• Sell Value and the Elanco Portfolio - position products, value resources and ask for the business. 
• Long term business mind set that appropriately balances Elanco and the customer.  Win-Win.   

What You Need to Succeed (Minimum Requirements):

• Education: Bachelors Degree or HS Diploma/GED with relevant experience.
• Required Experience: Minimum of 3 years selling or production experience
• Sales and influence experience
• Passion for selling and animal agriculture
• Demonstrated ability to develop goals, key milestones and action plans for key accounts
• Ability to influence across multiple disciplines: veterinary, nutritional, processing, feed milling, sales and marketing, and senior management.
• Savvy ability to develop, advance and maintain strong relationships
• Self starter with high initiative and sound work ethic

What Will Give You the Competitive Edge (Preferred Qualifications):

• Demonstrated business acumen
• Demonstrated ability to learn, apply and communicate technical/scientific knowledge
• Flexible to learning new products and disease states over time
• Strong team member with ability to interact and coordinate resources across a diverse set of resources
• Ability to relocate if necessary

Additional Information: