Key Account Manager, Corporate Accounts
 Ceva Animal Health, LLC | ||||||||
 United States, New Jersey, Bridgewater | ||||||||
 Nov 07, 2024 | ||||||||
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Key Account Manager, Corporate Accounts The success of a company depends on the passionate people we partner with. Together, let's share our talents. Your Location: Field
Location: Remote - must reside near major city/airport The Key Accounts Manager, Corporate Accounts is responsible for managing and growing assigned corporate accounts and group purchasing organizations (GPOs) in the U.S. Companion Animal business unit. This includes managing the full line of Ceva companion animal product sales and relationships with corporate account partners. This position is responsible for prospecting and developing new agreements with national and regional corporate accounts.
Managing Customer Needs, Relationships & Market Penetration * Take the Ceva lead role in managing the relationship with Corporate Account and GPO leadership. The relationships included are with the corresponding CEO, CMO, CFO, purchasing, marketing, technical support, and field management. Preparing & executing the KAM Plan * Develop a robust sales and marketing plan for designated accounts to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity. Track and measure progress against that plan, adapting as needed to ensure success. * Contract negotiations and execution of new and amended agreements, including business case development and analysis to evaluate the impact on Ceva's P&L. * Prospect calls on potential new corporate account partners. Sharing Market Insights * Provide consistent communication with existing partners providing updates on new business opportunities. * Facilitate improved communications and partnership between Ceva field leadership and corporate partner field leadership. Proactively schedule and facilitate field-based meetings between field leadership of companies. * Travel with Ceva TMs to help train them on corporate accounts and to drive sales at the hospital level within the different corporate account groups. Developing & Preserving Market Leadership * Work directly with designated corporate account partners to develop marketing strategies, objectives, and tactics. This may require developing a complete marketing plan for private branded products on behalf of Ceva's partners. * Develop collateral material for utilization by Ceva TMs and within corporate accounts. * Work with Ceva sales leadership to develop achievable targets and objectives for the Ceva sales department. Managing Sales Results & Outcomes * Ongoing communication with Ceva sales force to provide sales direction and support for their efforts calling on corporate/key accounts. Act as a liaison between Ceva TMs and Ceva leadership team. * Assist in delivering high impact internal sales meeting presentations on a semi-annual basis. * Manage meeting schedule between Ceva and designated corporate/key account partners. Includes coordination of sponsorships, travel arrangements, and managing the meeting itself. Attend national conventions and coordinate meeting schedules during these events. * Work with pharmacovigilance to provide AE reports for private brand products. * Create annual private brand sales forecasts for production and budget needs. * Collaborate with Ceva Veterinary Services to support corporate account medical teams. Work with pharmacovigilance to provide AE reports for private brand products. * Create annual private brand sales forecasts for production and budget needs. * Collaborate with Ceva Veterinary Services to support corporate account medical teams.
Shape solutions out of complexity * Client focus * Collaborate with empathy * Engage and develop * Drive ambition and accountability * Influence others
* Strategic Planning & Value Co-Creation * Market Knowledge & Business Acumen * Customer Knowledge * Negotiation & Closing Skills * Communication & Presentation Skills
Education: Bachelor's degree. Work Experience: 5-8 years proven track record in animal health sales strongly preferred. Experience developing and implementing marketing and sales plans. Existing relationships with U.S. corporate account partners are preferred.
Must possess the ability to read, speak, and understand English. Must be able to see, hear, and speak. Must be able to conduct the role via computer and phone a minimum of 40 hours per week. Live within a reasonable distance of an international airport and be able to commute by vehicle or plane when necessary for sales meetings, field visits, home office meetings, and conferences. Must be able to lift shipments containing products or literature to receive and ship samples.
Must be willing to travel a minimum of 50%. The majority of travel is overnight travel outside local geography. This job description is intended to convey information essential to understanding the scope of the job and general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, duties and responsibilities or working conditions associated with the job. This job description is not an employment contract. Ceva reserves the right to modify job duties and/or job descriptions at any time to meet the needs of the business. *VEVRAA Federal Contractor 685C Your Education: Bachelor's degree. Work Experience: 5-8 years proven track record in animal health sales strongly preferred. Experience developing and implementing marketing and sales plans. Existing relationships with U.S. corporate account partners are preferred. | ||||||||