About the position
PURPOSE
Reporting to the Business Unit Manager, the Key Account Manager is responsible for:
- Being fully dedicated to managing local Key Accounts.
- Ensuring maximum market penetration for the clients solutions, via the development and implementation of the Account Business Plan and approach.
- Enabling the clients industry leadership through the development of sustainable relationships with Key Customers and Key Stakeholders.
- Challenging Customers' beliefs in order to drive behavioral changes in them.
ACCOUNTABLITIES
Managing Customer Needs, Relationships & Market Penetration:
- Develop/preserve effective relationships and communications with the Key Account Stakeholders for each Account, in order to drive alignment between the client and the customer.
- Co-develop annual Key Brand Sales Forecasts with the Customer, to meet Production and Budget needs.
- Differentiate the clients offerings, to create mutual value based on Customer needs.
- Continuously explore new opportunities for value creation with the Customer.
- Execute the clients solutions with the proper resources, listen to Customer feedback and drive Customer satisfaction.
Preparing & Executing the SAM/KAM Plan:
- Develop a robust Accounts business plan in line with Area priorities and review it on a regular basis with the local team and management.
- Provide the Management team with accurate, and timely, Sales Forecasts, in order to optimize proper resource planning.
- Analyze what is required to execute the Account Plan, deploy available resources and then track related expenses.
- Support and coordinate the Account teams’ actions (Sales, Veterinary Services and Business Unit Manager etc.) related to the Key Account in their Territory
Developing & Preserving Market Leadership:
- Proactively schedule and facilitate meetings around the clients umbrella companies to review progress on value creation.
- Investigate Customer plans and problems, in order to develop potential value-added business opportunities.
- Quantify the impact of Customer problems and share it with them, positioning the clients solutions in a way that demonstrates they can help mitigate this impact.
- Ensure a win-win outcome for both the clients and the customer.
Sharing Market Insights:
- Lead a monthly review of the Account Plan with the team (incl. Veterinary Services & Business Unit Manager etc.), to adjust the Account Plan, as needed, and promote maximum effectiveness.
- Regularly communicate progress to the local and Area Management teams in order to share the evolution of the market and Customer trends.
Managing Sales Results & Outcomes:
- Track Sales results, and other Business key performance indicators for Key Accounts.
- Have an awareness of the impact to the clients profit & loss statement, of executing specific solutions/investments for Key Accounts in the Country.
- Review progress with the team (e.g. Veterinary Services & Business Unit Manager etc.) every month.
- Develop strong collaborative relationships across the different local services (SAM/KAM, Marketing, Technical Services etc.), to build a strong Key Accounts Team.
Education / Degree
B.Sc. degree in Animal Science, Agriculture, business or a related field.
Recommended experience needed
5 years plus Key Account Management experience and previous Poultry experience.
Desired Skills:
- Key Accounts Management
- Management
- Medical
