(Archived) Key Accounts Manager - Remote (US)

As a people first values-based culture, we provide free weekly wellness sessions focused on our employee's physical and mental wellbeing, and flexible work arrangements. We offer a generous employer 401k match and an employee stock purchase plan for long-term financial wellness. Our full array of health, financial and voluntary benefit programs are what you would expect from a recognized Best Place to Work.

Job Requirements

• Previous experience in Account Management (highly encouraged)
• Experience in managing large accounts at headquarter level (a plus)
• Knowledge and understanding of the operational and business side of both veterinary practices
• Strong analytical and communications skills
• Highly self-motivated
• Creative thinker with a competitive attitude and ability to adapt to change
• Must be willing to travel

Job Description

• Manage assigned Corporate Veterinary Groups
  • Acquire a thorough understanding of Corporate Account needs/requirements.
  • Acquire a thorough understanding of the landscape of corporate acquisitions and consolidation trends.
  • Develop Business Plan for each assigned Group.
    • Identify opportunity product categories.
      • Structure a plan to align on these.
      • Ensure business plan aligns with overall Dechra budget.
    • Develop and execute sales strategies to maximize profitable revenue, and identify new business opportunities.
    • In collaboration with manager, be able to strategically identify areas where we may need to walk away from business if not fully aligned on profit goals.
  • Present quarterly Business Reviews to each group
    • Ensure group needs are met through quarterly reviews.
    • Be able to fully understand data flow to appropriately run and speak to reports being presented to customers.
  • Provide monthly metrics to each group.
    • Performance
    • On track to rebate estimates
    • Specifics on how to align to achieve rebate
    • Educational areas of opportunity
    • Marketing fund tracking/sponsorship updates
  • Identify education opportunities for sponsorship.
    • Track a budget for each group and total spend via marketing funds or outside of marketing funds.
      • Ensure the spend is align with business plan goals and objectives.
      • Track spend to report back on ROI.
    • Ensure all events are within Dechra antibribery policy.
      • Complete all needed paperwork to align on this.
    • Communicate education needs to appropriate VPS member for execution.
    • Manage customer discounts and rebates
    • Have a firm understanding of revenue vs. margin.
      • Be able to speak to and analyse reporting specific to this
      • Communicate monthly sales with leadership and accruals with Dechra finance.
    • Ensure all corporate accounts have proper paperwork set up for rebate/sponsorship payment.
    • Manage Corporate Account Data
      • Update locations who sell as soon as possible within the system and communicate this change to appropriate internal Dechra contacts.
      • Work to regularly acquire updated lists from corporate contacts to ensure data is accurate.
    • Communicate as needed with Dechra field sales and leadership.
    • Be comfortable communicating with executive level contacts internally and externally.
      • Negotiations, report presentations, etc.
    • Be able to work strongly cross functionally with all Dechra teams.
    • Develop a complete list of marketing needs and requests and ensure they are provided to Corporate Accounts Marketing representative in a timely manner for execution.
  • Other duties as requested