Veterinary Imaging Key Account Manager

The Veterinary Imaging Key Account Manager (VIKAM) will be responsible for growing and managing our Corporate Accounts and other strategic customers that may be assigned.  This will be achieved through strengthening IDEXX relationships with Corporate Account C-suite officers, strong collaboration with IDEXX Corporate Account Directors, and communicating the value of our end-to-end diagnostic imaging solution including, diagnostic imaging equipment, Web PACS software, PIMS integration, Telemedicine and CardioPet services.

Responsibilities include strategic planning, contract pricing and term negotiations, revenue, profitability and relationship management.  In this role you will maintain a high level of collaboration with IDEXX cross functional senior and executive sales management, Corporate Accounts team and Line of Business (LOB) senior leaders.

In the role of Veterinary Imaging Key Account Manager:

Your day-to-day responsibilities will include activities outlined below, and any additional tasks that may be assigned to support the business needs:  

• Identify and prioritize IDEXX Corporate Accounts that will drive new Diagnostic Imaging placements, Web PACS, Telemedicine and CardioPet business as well as grow Telemedicine case utilization within existing customer base.

• Deliver on quarterly and annual sales goals, maximizing profit margin through strategic contract negotiations. 

• Provide accurate sales forecast and account level reporting to senior sales, finance and LOB leadership.

• Create and maintain strategic partnerships to gain loyalty, develop a strong understanding of accounts core business objectives and needs.  Deliver account enablement tools to best support change management and growth objectives of the practice.  

• Act as an internal thought partner and decision influencer to develop, support, strengthen and expand Telemedicine sales and utilization.  Work closely with the Veterinary Imaging Account manager (VIAM) to ensure sales are expanded at a regional level.    

• Lead the identification of new marketing programs and strategies for account acquisition and ongoing utilization.  Help develop and implement strategic business plans and tactical execution plans.

• Conduct quarterly business reviews with external Corporate Account senior leadership, manage customer expectations and monitor performance against collectively established goals.

• Align strategically with IDEXX Corporate Account Directors (AD’s) to create symbiotic customer approach and cross pollination of opportunities between teams to accomplish customer goals and increased portfolio revenue growth.

• Work in close partnership with Marketing to create and implement short and long-term strategies to meet sales goals and revenue objectives.

• Prepare reports and other information summarizing work activities and results to peer groups as well as senior management. Prepare various analyses as needed to highlight issues and resolve questions.

• Engage and play an active role in working with the LOB to further develop best practices in how we sell, market, onboard and support our Corporate Account customers.

• Attend tradeshows and Corporate Account customer meetings, workshops, and general account review sessions with IDEXX eco-system.

• Address customer specific requests and specifications and ensure delivery of customer expectations.

What you need to succeed:

• 5+ years of documented history of success as a senior sales professional, preferably within the animal health/veterinary industry or if in human healthcare, you are already familiar with selling services and capital equipment.

• Financial Acumen.

• Excellent customer service and business relationship-building skills required.

• Communication skills, both verbal and written.

• A positive, can-do attitude and with a track record of exceeding goals, expectations and sales targets is required.

• Must be able to skillfully communicate and negotiate at C-Suite level.

• You can work well with others in a highly team oriented, collaborative, sales environment.

• Must be able to conduct high level negotiations and deliver impactful presentations.

• Ability to organize, prioritize and direct work activities.

• Strong knowledge and understanding of business needs, with the ability to establish and maintain a high level of customer trust and confidence.

• Strong interpersonal skills, ability to build strong relationships with customers & colleagues and to work with all levels internally and externally.

• Solid analytical skills, ability to analyze probl