At Elanco (NYSE: ELAN) – it all starts with animals!
As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. At Elanco, we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People.
At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.
Making animals’ lives better makes life better – join our team today!
US Farm Animal Packaged Goods Sales – Key Account Manager
Overview:
Key Account Manager (KAM) works within the US Farm Animal Packaged Goods team to grow and drive our packaged goods portfolio with identified key strategic accounts within the larger packaged goods business. These strategic accounts will be retailers/dealers, resellers, and veterinarian customers. The KAM with ensure that ongoing customer relationships within the assigned accounts are maintained and strengthened through an understanding of the customers’ business model and meeting identified customer needs.
The KAM will work cross-functionally within the US Farm Animal Channel and Marketing teams to initiate and execute account plans and implement those plans through coordinated Elanco activities. Additionally, this role will support in creating and implementing the US Farm Animal Packaged Goods Strategy in driving sales to end users through their business understanding and customer expertise.
Key Responsibilities:
Own an in-depth understanding of each customer and their needs as demonstrated through a comprehensive customer business plan
Establish and act upon long-term initiatives with customers through a collaborative vision, internal and external team coordination, and regular progress updates
Business Ownership
Deliver and deploy in-store and in-clinic tactics to assigned customers in order drive sales – including (but not limited to) annual and seasonal programs, trade funds, product training, digital/print materials, POP materials and signage, in-store events, product support and training materials
Establish sales targets for each assigned customer and develop specific action plans to reach each specific target
Work hand-in-hand with Channel Account Managers to ensure customer inventory and logistics needs are met
Actively participate in and contributes to US Farm Animal specie brand marketing plans, when asked, to ensure packaged goods customer needs are being address through those plans
Strategy & Leadership
Assist in developing long-term US Farm Animal Packaged Goods strategy to effectively and efficiently grow the business, aggressively grow retail/dealer/reseller/veterinarian sales, and meet customer needs
Partner with marketing and the larger US Farm Animal Packaged Goods team on executing strategic initiatives designed to grow the dealer/retail/reseller/veterinarian business across the organization
Become an internal expert and leader on the packaged goods business within US Farm Animal; understand retail/veterinarian ‘language’, key drivers and motivators in customer decisions, effective in-store and online merchandising, farm animal packaged goods landscape (competitors, marketplace trends, etc.)
Establish effective partnerships across the team, business, and organization, where necessary, to identify and enroll resources to assist in meeting specific customer and US Farm Animal Packaged Goods team goals
Collaborate closely with Territory Account Managers when necessary to cultivate a robust support network, enhancing the local impact and efficacy of packaged goods programs and strategic efforts
Be a resource and leader for Territory Account Managers in assisting with retailer/dealer/reseller/veterinarian needs across their territories
Effectively represent Elanco at necessary industry meetings, buying shows, and trade shows that are relevant for the assigned accounts
Minimum Qualifications:
Bachelor’s degree, Marketing/Business and/or Animal Science preferred
3+ years of relevant experience in sales or marketing
Understanding of livestock space
Demonstrated business and financial acumen and problem-solving skills
Demonstrated track record of successful implementation of projects and delivery of outcomes
Effective at prioritizing and managing multiple simultaneous project demands
Strong written, oral, and facilitation communication skills across diversity of audience and levels of leadership
Track record of peer and cross-functional influence and leadership without reporting authority
Qualified candidates must be legally authorized to be employed in the United States. Elanco Animal Health does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this employment position.
Additional Skills and Preferences:
Experience or training in key account management/strategic account management
Understanding of channel/distribution and retail/dealer/veterinarian space
Ability to communicate at all levels within the organization (both internal and external)
Demonstrated ability in communication, conflict resolution, judgment and managing complexity
Demonstrated ability to manage complex projects and project management tools
Demonstrated learning agility
Location & Travel:
Location = Remote – focused on Key Accounts in the South Central US (Texas, Oklahoma, Kansas, etc. - other states depending upon candidate's home location)
Travel = 50-70%
Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status
