Strategic Accounts Manager

Experiencing together a unique human adventure

Animal 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 market place intel

• Identify brand opportunities combined with pricing knowledge to develop the financial framework for a contract

• Partnering with marketing & finance develop financial proposals optimizing brand margin for purposes of contracting with a corporate customer

• Develop contracts with Legal that protect Virbac while driving commitments from the corporate customer that benefit brand growth

• Negotiate contract with the corporate customer Executive Team to a successful outcome for both parties

• Follow implementation and track performance as well as KPI’s aligned with finance and marketing.

Expected results: Delivery of fully executed Corporate Account contracts that drive growth of Virbac brands within customer

Area of accountability  no.2: Own the Corporate Account Customer Relationships

• Own the relationship with the Corporate customer from the Executive C-Suite level through to the Regional Operations & Regional Medical Teams of the customer

• Drive approval and use of Virbac brands with the Corporate HQ and its clinics as stipulated in the contract

• Facilitate meetings between customer and Virbac team to build out a comprehensive relationship from top to bottom

• Coordinate 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 features

• Organize, plan, and execute agreed upon meetings to ensure effective collaboration between both companies and execute appropriate follow up to drive results for agreed upon objectives

• Mitigate 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 partner 

Area of accountability  no.3: Build and Execute Strategic Plans for Corporate Customers

• Create 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 Partner

• Create a strategic plan for each Corporate customer that drives Virbac brand growth and brand expansion while also delivering on value added needs for the customer

• Collaborate with the Corporate Customer HQ on a joint business plan that drives accountability for the  performance for both parties

• Collaborate with Marketing in the development of strategic account plan to build out appropriate toolkit for customer with focus on key brands and or the value added programs

• Create Virbac POD teams, as needed, to ensure an enterprise wide effort for value add program development and or other key Corporate customer focused programs.  Facilitate the POD team project meetings and deliverables

• Meet 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 planning

Expected results: Corporate Cus