Account Manager

Position Details

An account manager will create demand and add value through consultative and technical selling with key influencers and decision-makers in the poultry industry.  Parties would include production managers, veterinarians, nutritionists, senior level leaders up to and including owners, and other individuals influencing the region.  In addition, the account manager will be involved with specific projects related to delivering current year budget and/or achieving desired longer-term culture and vision.  Must reside within a reasonable driving distance of a southeast regional airport, i.e., Jackson, MS, Birmingham, AL, et al, and be willing to travel up to 50%.

Key Responsibilities

• Achieve sales, gross margin, and expense budgets in assigned geography, while coordinating planning and activities with peers.


• Lead the sales efforts for Phibro poultry portfolio within assigned territory by:
  
  
  
  • Prospecting for and developing new customers.
  
  
  • Supporting and retaining current customers.
  
  
  • Seeking out opportunities to grow and expand existing business.
  
  
  • Involvement in specific projects and initiatives coupled with demonstrated leadership with peers on those projects for business growth.  
  
  
  
  


• Effectively manage risk, uncertainty, and conflicting priorities to develop objectives and grow poultry sales within assigned territory per regional budget.


• Expected to understand the science behind each Phibro poultry solution and be able to communicate the benefits to each customer segment.


• Must be able to effectively communicate the benefits of each Phibro solution against competitive products and company services.


• Focus on demand creation, through training and product/sales support, while adjusting to the changing internal and external environments necessary to deliver territory budget and expectations.


• Participate in forecasting processes for the region he/she supports.


• Leads by example with introduction of new Phibro products and strategies, while managing all available resources for business growth and retention.


• Provide input to poultry unit business lead for:
  
  
  
  • Pricing of products and services to maximize customer value and margin contribution.
  
  
  • Input on sales support materials needed in the field.
  
  
  • Novel ideas, processes, and opportunities to capture value for the customer and Phibro.
  
  
  • Report on industry, customer, and competitive trends within assigned area.
  
  
  
  

• Proactive and consistent use of Phibro’s CRM system.
  
  
  
  • Functions as a regional enthusiast to maximize quality and consistency of information.
  
  
  • Routinely update while keeping customer and competitor information current.
  
  
  • Proactively use to execute sales and marketing strategies to align with opportunities for territory growth.
  
  
  
  


• Collaborate with Phibro technical service team to support sales efforts, trials as well as routine services such as bird health surveys and helping customers solve problems.

Key Competencies

Skills

Education & Experience

• B.S. in Poultry Science (preferred), Animal Science/Animal Nutrition with poultry experience, or other agriculture related discipline.


• 2-3 years’ experience preferred in sales position requiring portfolio and value selling, product support, and collaborative approach to the poultry industry &/or similar relevant poultry production experience.


• Models the collaborative behavior required for a team-oriented and performance-driven environment.


• Proven track record of managing a territory while achieving and exceeding annual sales targets, building, and advancing strategic customer relationships, handling multiple priorities, and working in a collaborative manner.

• Sales proficiency at all levels of influence in the poultry animal health and nutrition industry.


• Demonstrated proficiency in farm expertise focused on poultry health and nutrition and viewed as a trusted advisor within the industry.


• Mastery of customer relation management (CRM) software.