Packaged Goods Key Account Manager, US Farm Animal (South Central Territory)

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. At Elanco, we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People.

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!

US Farm Animal Packaged Goods Sales – Key Account Manager

Overview:

Key Account Manager (KAM) works within the US Farm Animal Packaged Goods team to grow and drive our packaged goods portfolio with identified key strategic accounts within the larger packaged goods business.  These strategic accounts will be retailers/dealers, resellers, and veterinarian customers.  The KAM with ensure that ongoing customer relationships within the assigned accounts are maintained and strengthened through an understanding of the customers’ business model and meeting identified customer needs.

The KAM will work cross-functionally within the US Farm Animal Channel and Marketing teams to initiate and execute account plans and implement those plans through coordinated Elanco activities.  Additionally, this role will support in creating and implementing the US Farm Animal Packaged Goods Strategy in driving sales to end users through their business understanding and customer expertise.

Key Responsibilities:

• Account Management & Execution

  • Utilize Strategic Account Management (SAM) principals to manage and strengthen business 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 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

• • Establish and act upon long-term initiatives with customers through a collaborative vision, internal and external team coordination, and regular progress updates

• Business Ownership

  • Deliver and deploy in-store and in-clinic tactics to assigned customers in order drive sales – including (but not limited to) 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 specific target

  • Work hand-in-hand with Channel Account Managers to ensure customer inventory and logistics needs are met

  • Actively participate in and contributes to US Farm Animal specie brand marketing plans, when asked, to ensure packaged goods customer needs are being address through those plans

• Strategy & Leadership

  • Assist in developing long-term US Farm Animal Packaged Goods strategy to effectively and efficiently grow the business, aggressively grow retail/dealer/reseller/veterinarian sales, 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 across the organization

  • 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, effective in-store and online merchandis