Strategic Accounts Manager

Virbac • Westlake, OH

15h

About The Position

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 Customer and Virbac goals achieved through performance of the Strategic Account Plan Area of accountability no.4: Build Internal and External Communication Plan Create and execute a communication plan and rhythm both internally with key stakeholders and externally with Corporate customer Develop in partnership with finance, quarterly reports and reviews to be used with the Corporate customer Q and Regional Leadership and for internal updates Prepares & present reports that keep leadership informed of the Corporate customer performance and activities and competitive information Develop a communication plan for Strategic Account Champions and POD teams to update on performance of the account. Work with the Strategic Account Champions to communicate back out to their respective regions key information to help their teams be successful within their corporate accounts Maintain and update as needed the strategic account plan and share monthly updates of plan with Director Share with field teams updates on Account performance, wins and best practices Expected results: Internal and external buy and support of the contractual partnership

Requirements

• Demonstrated ability to successfully negotiate contracts
• Demonstrated ability to build business relationships both internally and externally
• Demonstrated financial acumen
• Excellent oral, written, and presentation skills
• Demonstrated ability to make quality decisions
• Demonstrated ability to execute a business plan
• Superior organizational, analytical, and time management skills
• Business Acumen, Customer Focus, Decision Quality, Drive for results, Project Management, Strategic Agility
• Ability to communicate effectively internally and externally across all levels and departments within an Organization
• Must possess ability to build and maintain strong customer relationships by driving a compelling value proposition that drives the growth of Virbac brands within the customer’s clinics
• Bachelor’s Degree (Sales, Marketing, Finance, Business Management or related field)
• Minimum of 5 years of experience managing large complex accounts.
• Experience with strategic account management.
• Financially oriented with exceptional business knowledge
• Excellent planning and organizational skills with strong analytical and problem solving acumen
• Experience building and negotiating contracts including working with Legal and finance teams
• Good interpersonal skills and the ability to work with multiple levels of management across different functional areas
• Successful track record within a dynamic growth oriented organization
• Ability to travel (approximately 20-25% of time)

Responsibilities

• 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.
• Negotiate Contracts for Corporate Account HQ
• Own the Corporate Account Customer Relationships
• Build and Execute Strategic Plans for Corporate Customers
• Build Internal and External Communication Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level