Key Account Manager – Companion Animals

About the position

The Key Account Manager will be responsible for growing and managing business relationships with our key customers by cultivating strong and collaborative relationships with key wholesalers and accounts and understanding their business needs, challenges, and objectives to provide effective solutions and support. Key tasks would include analysing data and market trends, providing timely and accurate reporting on key account performance and offering insights, recommendations, and solutions to help achieve business objectives.

Wholesaler Relations:
Cultivate strong and collaborative relationships with key wholesalers and accounts through regular communication, meetings, and visits and understand their business needs, challenges, and objectives to provide tailored solutions and support and serve as the main point of contact for any issues or inquiries, ensuring prompt resolution and customer satisfaction
Collaborate with internal teams, including sales, marketing, product development, and logistics, to ensure seamless execution of key account initiatives and programs
Analyze sales data and market trends to identify opportunities for growth and develop action plans to capitalize on them
Negotiate pricing, contracts, and terms with key accounts to maximize profitability while maintaining positive relationships
Conduct regular business reviews with key accounts to evaluate performance, address concerns, and identify opportunities for improvement
Provide timely and accurate reporting on key account performance, including sales forecasts, market share analysis, and other relevant metrics

Landing Projections:
Develop and maintain accurate landing projections per week for key wholesalers and accounts, based on historical data, market trends, and input from internal stakeholders.
Ensure alignment with sales targets and inventory levels to meet demand effectively.

Stock on Hand and order cycle per Wholesaler Management:
Monitor and manage stock on hand levels for each wholesaler, ensuring optimal inventory levels to support sales demand while minimizing excess stock and avoiding stock outs
Coordinate with logistics and warehouse teams to facilitate timely replenishment and allocation of inventory

Order Management:
Oversee order management processes for key accounts, including order placement, processing, fulfilment, and delivery
Ensure accuracy and timeliness of orders to meet customer expectations and minimize disruptions to supply chain operations

Rebate Calculations and Negotiations:
Manage rebate programs for key wholesalers, including calculating rebate amounts, validating eligibility criteria, and negotiating terms and agreements
Collaborate with finance and sales teams to ensure accurate tracking, reporting, and timely payment of rebates

Commercial Deal Negotiations Discussion and Execution:
Lead discussions and negotiations with key wholesalers and retail accounts on commercial deals, pricing agreements, and promotional campaigns
Analyze market dynamics, competitor activities, and business objectives to develop mutually beneficial arrangements that drive sales and Profitability

Forecast Management:
Collaborate with sales, marketing, and operations teams to develop and maintain accurate demand forecasts for key accounts
Incorporate input from key stakeholders, to optimize forecasting accuracy and reliability
Identify and address any discrepancies or variances to ensure alignment with business goals and objectives
3PL management and relationship building


Requirements
Bachelors degree in Business Management
Masters degree in Business Administration
A minimum of 5 years of experience in key account management
Knowledge of the Animal Health industry is preferred
Advanced skill and experience in Excel and other Microsoft office programs
Analytical and critical thinking skills with ability to make decisions, solve problems and evaluate results to choose the best solutions
Excellent communicator with strong orientation towards understanding customer needs
Capable of organizing, planning, and prioritizing workload
Entrepreneurial, agile and creative
Minimum Meets Expectations in the last performance appraisal

Desired Skills:

• Customer Relations
• Customer Retention
• Excel
• Forecasting
• Key Accounts Management
• Management
• Negotiation

About The Employer:

Large Pharma and Animal Health Multinational with strong global and local presence, seeks a strong and well experienced KAM for their Animal Health – Companion Animal Division, calling on large retail independents and wholesalers, as well as larger Vet Practices.