Strategic Accounts Manager

Create and execute a strategic account plan for each assigned Corporate Account that drives growth of Virbac brands  while optimizing the Gross to Net within the budget.

Area of accountability  no.1 Negotiate Contracts for Corporate Account HQ:

• Identify specific customer needs through face to face meetings and market place intel

• Identify brand opportunities combined with pricing knowledge to develop the financial framework for a contract

• Partnering with marketing & finance develop financial proposals optimizing brand margin for purposes of contracting with a corporate customer

• Develop contracts with Legal that protect Virbac while driving commitments from the corporate customer that benefit brand growth

• Negotiate contract with the corporate customer Executive Team to a successful outcome for both parties

• Follow implementation and track performance as well as KPI’s aligned with finance and marketing.

Expected results: Delivery of fully executed Corporate Account contracts that drive growth of Virbac brands within customer

Area of accountability  no.2: Own the Corporate Account Customer Relationships

• Own the relationship with the Corporate customer from the Executive C-Suite level through to the Regional Operations & Regional Medical Teams of the customer

• Drive approval and use of Virbac brands with the Corporate HQ and its clinics as stipulated in the contract

• Facilitate meetings between customer and Virbac team to build out a comprehensive relationship from top to bottom

• Coordinate with Corporate HQ  and their Enterprise Software Manager to ensure Virbac products are featured properly within the software to the Corporate customer clinics as well as tracked within the business reporting features

• Organize, plan, and execute agreed upon meetings to ensure effective collaboration between both companies and execute appropriate follow up to drive results for agreed upon objectives

• Mitigate risk by identifying potential  issues with account(s) and work with appropriate personnel  to effectively communicate and resolve matters

Expected results: Develop strong relationships that make the Corporate customer view Virbac as a strategic resource partner 

Area of accountability  no.3: Build and Execute Strategic Plans for Corporate Customers

• Create a compelling Corporate account value proposition that is built into the overall strategic plan for the Corporate customer that moves Virbac from a Vendor relationship to a Strategic Resource Partner

• Create a strategic plan for each Corporate customer that drives Virbac brand growth and brand expansion while also delivering on value added needs for the customer

• Collaborate with the Corporate Customer HQ on a joint business plan that drives accountability for the  performance for both parties

• Collaborate with Marketing in the development of strategic account plan to build out appropriate toolkit for customer with focus on key brands and or the value added programs

• Create Virbac POD teams, as needed, to ensure an enterprise wide effort for value add program development and or other key Corporate customer focused programs.  Facilitate the POD team project meetings and deliverables

• Meet with Marketing quarterly to review key brand growth trends and build forecasts as needed for demand planning to ensure supply needs are incorporated into overall supply planning

Expected results: Corporate Customer and Virbac goals achieved through performance of the Strategic Account Plan

Area of accountability  no.4: Build Internal and External Communication Plan

• Create and execute a communication plan and rhythm both internally with key stakeholders and externally with Corporate customer

• Develop in partnership with finance, quarterly reports and reviews to be used with the  Corporate customer Q and Regional Leadership and for internal updates

• Prepares & present reports that keep leadership informed of the Corporate customer performance and activities and competitive information

• Develop a communication plan for Strategic Account Champions and POD teams to update on performance of the account.  Work with the Strategic Account Champions to communicate back out to their respective regions key information to help their teams be successful within their corporate  accounts

• Maintain and update as needed the strategic account plan and share monthly updates of plan with Director

• Share with field teams updates on Account performance, wins and best practices

Expected results: Internal and external buy and support of the contractual partnership

Job-related skills required to complete activities

• Demonstrated ability to successfully negotiate contracts

• Demonstrated ability to build business relationships both internally and externally

• Demonstrated financial acumen

• Excellent oral, written, and presentation skills

• Demonstrated ability to make quality decisions

• Demonstrated ability to execute a business plan

• Superior organizational, analytical, and time management skills

Essential skills for the position: 

Business Acumen, Customer Focus, Decision Quality, Drive for results, Project Management, Strategic Agility

Cross-Functional  Relationships :

• Ability to communicate effectively internally and externally across all levels and departments within an Organization

• Must possess ability to build and maintain strong customer relationships by driving a compelling value proposition that drives the growth of Virbac brands within the customer’s clinics

Training / Experience necessary to fulfil the job

• Bachelor’s Degree (Sales, Marketing, Finance, Business Management or related field)

• Minimum of 5 years of experience managing large complex accounts.

Career pre-requisites:

• Experience with strategic account management.

• Financially oriented with exceptional business knowledge

• Excellent planning and organizational skills with strong analytical and problem solving acumen

• Experience building and negotiating contracts including working with Legal and finance teams

• Good interpersonal skills and the ability to work with multiple levels of management across different functional areas

• Successful track record within a dynamic growth oriented organization

• Ability to travel (approximately 20-25% of time)