Key Account Manager

Summary

Thanks for checking out our vacancy, we're delighted you want to learn more about Dechra!

Dechra are a growing, global specialist within the world of veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.

Here at Dechra, our values are embedded within our culture and thrive within our family of almost 2000 colleagues globally. From manufacturing to marketing, (D)edication, (E)njoyment, (C)ourage, (H)onesty, (R)elationships and (A)mbition are at the heart of our everyday operations and the way we do business.

The Opportunity

Working within the Key Account team and with the larger sales team, manage and deliver Dechra's key account management strategy and objectives within the defined group of Corporate / Commercial Groups. Contribute to the achievement of sales plan through effective Account management strategies, defined net revenue and sales growth expectations

Main Responsibilities

So, what will you be doing? This role has a broad and varied remit and the successful candidate will have responsibility for duties including:

• Develop and build strategic business relationships within defined Key Account stakeholders, across Companion Animal, Nutrition, Farm & Equine portfolios
• Deliver Key Account commercial business plans and drive profitable business outcomes in line with Dechra's overall strategy maximising margin across the business, aligned with sales, marketing and technical plan and expectations
• Manage Customer 'Influencing Matrix', in order to identify, implement and maximise alignment of key Sales, Marketing and Technical strategies for all key internal and external stakeholders, leveraging CRM (Salesforce)
• Negotiate with Key Account stakeholders to deliver profitable business outcomes, commercial contracts / tenders aligned with Key Account business processes
• Deliver Quarterly Business Review meetings with Key Account (Corporate / Commercial / Clinical) stakeholders to deliver Key Account strategy, review performance aligned with and defined in Key Account business plan and strategy
• Manage communication channels - including product launches, stock management, managing day-to-day contact via phone, email, e-meetings and business meetings
• Implement Compliance and Practice / Product penetration strategies, maintain effective monitoring strategies in order to achieve defined objectives
• Work closely and collaboratively with Dechra's Management Teams: Country Manager, National Sales Manager, Sales Managers, Key Accounts, Marketing & Technical Services Teams to ensure alignment and effective communication and delivery of sales strategies and activity / campaign plans across all species, as defined by Key Account Business plan
• Implement Key Performance Indicators to support effective compliance, practice penetration, contact metrics, and profitability objectives
• Understand competitor commercial activity to maximise and support key commercial opportunities
• Manage budget costs and achieve annual sales plan through effective delivery of well-planned sales activity and marketing support programmes
• Maintain internal Customer Relationship Management (CRM) system to update accurate Customer records and manage business meeting outcomes

Ideal Candidate

Here at Dechra we pride ourselves on being an inclusive employer and we embrace candidates from all walks of life. We're particularly keen to hear from those who have/are:

• Relevant degree or equivalent
• Proven experience as a Key Account Manager with sound negotiation and problem solving skills
• Experience in sales and providing solutions based on customer needs
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all levels
• Excellent organisational skills
• Knowledge of Animal Health industry desirable
• This may involve activities to include (but not exclusive to) working in alternative sites or territories, attending company meetings and congresses and managing "remote" sales and/or marketing projects.
• NOAH Certificate of Animal Health is highly desirable