Account Executive (Strategic Account Manager)

Job Description

The Account Executive (Strategic Account Manager) is responsible for driving revenue through strategic sales execution and key account planning. The Strategic Account Manager (SAM) will provide an understanding of customer goals, pain points, and needs to develop joint business plans while building long-term trusted relationships with customer leadership, managing strategic accounts with the greatest complexity, and engaging with customers before, during, and after the contracting process.

The SAM will execute strategic pricing plans for contracts, collaborate on approaches for key customers, and ensure compliance and performance to agreements. The position also involves coordinating the involvement of company personnel to meet key account performance objectives and aligning with go-to-market strategies from all areas responsible for demand creation.

Responsibilities Includes:

• Execute strategic pricing plan for contracts, incentive packages and other agreement elements
• Collaborate on the approach for major customers and execute the defined process
• Use financial tools and ensure compliance/performance to the agreements
• Communicate and action the sales opportunity created by the contracts at the centralized level, as well as to our field sales team
• Increase share of wallet, revenue and profitability
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives
• Align with go-to-market strategies from all category/functional areas responsible for demand creation
• Serve as resident expert for key value-generators for customer groups
• Work with strategic account activation leads (SAALs) to rollout initiatives at the regional and hospital level
• Share best practices and client trends with internal and field based team members
• Maintain an understanding of external factors and emerging trends impacting customers
• Design and collaborate on a marketing plans to drive growth
• Lead presentations, project kickoff meetings and execute promotions 

Background & Education:

• Bachelor’s Degree (technical or business degree)
• MBA preferred

Required Skills/Abilities:

• Minimum 5 years of both sales and marketing experience; preferably within the Animal Health landscape
• Must have at least 5 years of account management experience at the national and/or global level
• Managed a customer generating $10M of annual revenue
• Demonstrated negotiation abilities and share of wallet outcomes with key accounts
• Excellent communication skills both verbal and written, including highly effective presentation skills
• Must have knowledge of companion animal markets
• Business minded acumen with science and technical balance
• Strong veterinary medical acumen
• Strong communication, influence, and collaboration skills 
• Strategic capability to successfully plan, source and manage portfolio of products at various lifecycle phases
• Balanced ability to collaborate and influence across multiple internal and external stakeholders
• Demonstrated technology proficiency including Customer Relationship Management software and web applications
• Skilled at developing strong networks and relationships across functions and other organizational boundaries
• Proficiency in Microsoft Office Suite

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NOTICE FOR INTERNAL APPLICANTS

In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.

If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.

Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with polic