About the Role
Title: Sr Account Manager – Eastern WI
Location: WI United States
Job Description:
Phibro Animal Health Corporation is a publicly traded organization with a rich history spanning nearly 100 years of service. The Company is a global manufacturer of medicated feed additives, feed ingredients, advanced nutrition solutions, vaccines and specialty chemicals for various industrial markets. Phibro’s revenues are in excess of $820 million, and are supported by over 1500 employees worldwide.
The Sr Account Manager – Eastern WI is an integral part of our Sales team based out of our US – Quincy, IL – Remote site.
Position Purpose
A senior account manager will create demand and add value through consultative and technical selling with key influencers and decision-makers in the dairy industry. Parties would include dairy owners and managers, independent and/or feed company salespeople and/or nutritionists, veterinarians, and other influencers from current customers or distributors. In addition, a senior account manager will be involved with specific projects related to delivering current year budget and/or achieving desired longer-term culture and vision.
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 dairy NSP portfolio within assigned territory by:
o Prospecting for and developing new customers.
o Supporting and retaining current customers.
o Seeking out opportunities to grow and expand existing business.
o 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 dairy NSP sales within assigned territory per regional budget.
- Expected to understand the science behind each Phibro dairy NSP and be able to communicate the benefits to each customer segment.
- Must be able to effectively communicate the benefits of each Phibro dairy NSP 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.
- Be present at trade shows and industry events to build Phibro brand and grow in professional knowledge, experience, and relationships.
- Participate in the business planning and budgeting processes for the region he/she supports.
- Leads by example with introduction of new Phibro dairy products and strategies, while managing all available resources for business growth and retention.
- Serves as a mentor to a Phibro team member.
- Provide input to dairy business leader, regional director, and product director(s) for:
o Pricing of products and services to maximize customer value and margin contribution.
o Input on sales support materials needed in the field.
o Novel ideas, processes, and opportunities to capture value for the customer and Phibro.
o Report on industry, customer, and competitive trends within assigned area.
- Proactive and consistent use of Phibro’s CRM system.
o Functions as a regional enthusiast to maximize quality and consistency of information.
o Routinely update while keeping customer and competitor information current.
o Proactively use to execute sales and marketing strategies for territory growth.
- Perform other duties as assigned.
Qualifications
- B.S. in Dairy Science (preferred), Animal Science/Animal Nutrition with dairy experience, or other agriculture related discipline.
- Minimum of 5 years industry experience in sales position requiring portfolio and value selling, product support, and collaborative approach with preferred experience in dairy or feed industry.
- 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 dairy feed and nutrition industry.
- Demonstrated proficiency in farm expertise focused on dairy cow health and nutrition and viewed as a trusted advisor within the industry.
- Mastery of customer relation management (CRM) software.
- Must reside in assigned territory and be willing to travel up to 50%.
Technical Competencies
- Proficiency in dairy cattle management
- Working understanding of dairy farm data software (Dairy Comp 305, PC Dart)
- Comfort with dairy ration formulation programs
- Working understanding of nutrition and physiology of dairy cattle
- Maintains competence in dairy industry trends, as well as conversant in trends of other species
- Competency required with Microsoft Office products
Business Competencies
- Financials: understands an income statement and balance sheet, as well as the relationships between business functions (sales, marketing, operations, finance, etc)
- Demonstrated ability to contribute to and execute a sales and marketing strategy necessary to achieve annual financial and growth objectives
- Customer orientation – knows customer’s business model, it’s competitive implications, and how decisions are made and influenced through:
o Distribution
o Feed Manufacturers
o Nutritionists
o Veterinarians
- Demonstrated ability to capitalize on industry trends, opportunities, and evolutions
- Strong analytical skills
- Demonstrated ability to address difficult and complex situations with respect, poise and speed
Personal Competencies
- Motivation and drive
- Organization and planning
- Integrity
- Independence
- Resourcefulness
- Seeks opportunities for growth: knowledge and expertise
- Personality: accessible, open minded, visionary, collaborative
Sales Skills
- Disciplined work habits
- Relationship building
- Time management
- Questioning, listening, presenting
- Handling objections
- Negotiations
Intellectual Competencies
- Problem solving – moves beyond immediate information to develop realistic and resourceful solutions
- Analysis and quantitative skills
- Sound judgment
- Strong and proficient communicator in both written and oral form