Strategic Account Manager

Antech Diagnostics; California; On-site; USD 118,000 - 146,000; Full time

Benefits offered by this job

Paid Time Off & Holidays

Medical, Dental, Vision

401(k) with company match

Tuition/Continuing Education Reimburse

Life Insurance

Pet Care Discounts

Job summary

Antech Diagnostics seeks a Strategic Account Manager to identify, win, and grow relationships with strategically important large customers. You will lead the customer account planning cycle, coordinate cross-functional teams, and ensure customer needs are met while driving sales and profitability.

Based in the United States with up to 50% travel, you will manage assigned strategic accounts, negotiate contracts, and expand our presence with veterinary groups.

Qualifications

• Minimum 4 years’ experience in animal health sales, pharmaceutical sales, marketing, or biotechnology experience.
• University Degree in Science or Management, post-graduate degree an asset.
• Proven ability to network and develop new business relationships.
• Proven track record with corporate veterinary practice groups, channel management or equivalent.
• Experience with contract negotiations.

Responsibilities

• Establish productive, professional relationships with key personnel in assigned customer accounts.
• Coordinate cross-functional support to meet account objectives and customer expectations.
• Meet targets for profitable sales volume and strategic objectives in assigned accounts.
• Lead strategic account planning and ensure customer needs are met by the company.
• Maintain high customer satisfaction and complete required training within time frames.

Skills

Networking

Sales experience

Communication skills

Education

University degree in Science or Management

Tools

Practice management systems

Job description

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

Current Associates will need to apply through the internal career site. Please log into Workday and click on Menu or View All Apps, select the Jobs Hub app, then click the magnifying glass to Browse Jobs.

The Target Base Pay Range for this position is $117,500 - $146,000 annually. This position is also eligible for a quarterly sales incentive plan.

At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget.

This role is field-based with up to 50% travel. Preference for candidates living near a major airport.

Job Purpose/Overview

The Strategic Account Manager identifies, wins, maintains and expands relationships with strategically important large customers. Assigned to several specific named customers, the Strategic Account Manager is responsible for winning new Antech customers, achieving sales quota and assigned strategic account objectives. The Strategic Account Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

Essential Duties And Responsibilities

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Ability to develop organic opportunities with existing customers and develop new business relationships with emerging customers
• Coordinates the involvement of cross-functional support across the company in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Achieves assigned sales quota in designated strategic accounts.
• Meets assigned expectations for profitability.
• Achieves strategic customer objectives defined by company management.
• Completes strategic customer account plans that meet company standards.
• Maintains high customer satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Ongoing monitoring of current market landscape for new business development related opportunities and challenges
• Coordination of proposal process including document templates, standard text, quality assurance and document management
• Management of broad Antech representation at select industry events.
• The Strategic Account Manager will also be assigned other duties and tasks as required from time to time.
• Work with internal functional teams by attending zone and regional meetings to facilitate the understanding of national account opportunities for growth and standardization of offerings by field team.
• We share a collaborative obligation to ensure that we conduct ourselves in the utmost ethical manner and that we hold each other accountable to the values and standards of the organization. Every associate has the responsibility to ask questions, seek guidance, and report concerns and/or violations of company policy or ethical standards. Antech Diagnostics has several processes in place to communicate with leadership and expects that associates will have a commitment to integrity and uncompromising values.

Education and Experience

• Minimum 4 years’ experience in animal health sales, pharmaceutical sales, marketing, or biotechnology experience
• University Degree in Science or Management, post-graduate degree an asset
• Proven ability to network and develop new business relationships
• Proven track record with corporate veterinary practice groups, channel management or equivalent
• Experience with contract negotiations

Knowledge, Skills And Abilities

• Advanced knowledge of the veterinary pharmaceutical industry
• Strong business and financial acumen
• Strong analytical and mathematical skills
• Ability to communicate effectively both orally and in writing
• Effective interpersonal and leadership skills
• Effective organizational skills; attention to detail
• Ability to consistently meet deadlines
• Excellent problem-solving skills: ability to resolve issues effectively and efficiently
• Excellent presentation skills
• Knowledge of Microsoft Word, Excel, PowerPoint, Outlook and other Office Programs
• Experience with veterinary practice management systems

Travel

Will there be notable travel in this position? Yes, approximately 50% of time

About Antech

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.

Benefits

Benefits eligibility is based on employment status.

• Paid Time Off & Holidays
• Medical, Dental, Vision (Multiple Plans Available)
• Basic Life (Company Paid) & Supplemental Life
• Short and Long Term Disability (Company Paid)
• Flexible Spending Accounts/Health Savings Accounts
• Paid Parental Leave
• 401(k) with company match
• Tuition/Continuing Education Reimbursement
• Life Assistance Program
• Pet Care Discounts

Commitment to Equal Employer Opportunities

We are proud to be an Equal Opportunity Employer. For a complete EEO statement, please see our Career page at Antech Careers.

Note to Search Firms/Agencies

Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.