Key Account Manager - Animal Health Avian (Western Canada)

Burlington, ON

The Position

The Key Account Manager (KAM) participates in a team selling environment, providing selected key customers with a primary point of contact within the Animal Health division. In this capacity, the KAM is responsible for their assigned key accounts. This role involves extensive collaboration and communication with other team members, including: Technical Service Veterinarians, Business Unit Director, Coordinators, Marketing, and other team members. The KAM is responsible for driving sales, market-share, profitabilit, and growth and will draft, defend, and execute Customer Business Plans.

This position is field-based in Western Canada. 

Field-based roles require employees to be located in the area/region where their role is based to be close to our customers.

Responsibilities

Customer Orientation:

• Develops and shares a long-term vision for the customer’s organization to help make their business successful
• Identifies the customer’s pressures, plans and problems and determines the most promising opportunities for mutual value
• Co-creates solutions that address the customer’s needs and communicates the value for the customer and for the Animal Health division
• Engages the customer, utilizes effective questioning to deeply understand their needs and drives the relationship towards a trusted advisor position
  
  

Business Acumen:

• Exhibits a thorough understanding of industry and market landscape dynamics, customer imperatives and the customer’s competitive position
• Comprehends business management principles the Animal Health division and customer operating models and incorporates into strategic and tactical planning and decision making
• Gathers extensive information and conducts comprehensive business analysis, scenario planning and risk assessment to generate and evaluate mutual opportunities
• Quantifies and communicates Animal Health division and customer investment requirements, ROI, and the value of mutual opportunities, and conducts regular business reviews
  
  

Strategic Focus:

• Determines current and future customer potential, defines strategic importance for development/long-term growth and applies appropriate growth strategies
• Develops and communicates the Animal Health division vision, mission, strategy and goals for the customer that differentiates us from the competition and leads to a trusted advisor position
• Co-creates solutions that best align with the strategic imperatives of the customer and Animal Health
• Regularly reviews performance and adjusts plans to ensure strategic alignment
  
  

Effective Execution:

• Generates and continually evolves individualized customer business plans and defines relevant and differentiated mutual opportunity plans
• Determines SMART goals, KPI’s and milestones to achieve defined customer and Animal Health goals
• Specifies action plans, tactics and outcomes to implement the MOP and prioritizes and translates plans and tactics into action
• Leads and aligns cross-functional team members and coordinates efforts and communication to achieve results
• Proven communication, negotiation and presentation skills (verbal and written)
• Tracks performance metrics and KPIs, regularly reviews performance and updates and adjusts customer business plans as needed
  
  

Relationship Management:

• Evaluates customer openness and willingness to partner and develops customer relationship goals
• Connects with the customer and builds rapport through active listening and empathy
• Builds supportive networks and relationships with key individuals and groups outside of Animal Health to facilitate the achievement of goals
• Leads joint customer business reviews and evaluates and communicates the voice of the customer internally
  
  

Vaccination Technology and Services:

• Responsible for the implementation of VTS to target customers, supporting customers with information, equipment/parts support, and through regular vaccination monitoring as aligned with the accounts’ needs/wishes
  
  

Compliance:

• Preforms all company business in accordance with all regulations and company guidelines and procedures.
• Demonstrates high ethical and professional standards with all business contracts in order to maintain the company's reputation within the industry.

Requirements

• University Degree
• Preferred areas if study include Agriculture, Science, Business MBA, MSc, &/or DVM considered an asset
• Experience in production economics an asset
• 5+ years of sales experience, or relevant marketing and business experience within the avian industry.
• Ability to adapt quickly with resilience in a rapidly changing environment.
• Strong computer skills and literacy essential
• Ability to analyze data and transform it into relevant insights to create value
• Proven high proficiency in problem solving and solution creation
• Strong written and verbal communication capabilities to be effective in customer interactions and presentations.
• Exceptional listening skills
• Ability to travel within Canada, to the USA, and globally 50% of the time
  
  

Other required skills and behaviors:

• Strong customer orientation
• Established business acumen
• Strategic focus capability
• Track record of effective execution of initiatives
• Exceptional relationship management and value co-creation
• Strong technical capabilities with respect to use of CRM tools, analysis of data to drive decisions.
  
  

Total Rewards

We offer a competitive salary, generous paid time off (vacation, personal days, contingency paid time off days for Long Term Contract Employees), comprehensive and flexible benefits plan, Defined Contribution Pension Plan with company matching of RRSPs, Employee and Family Assistance Plan, employee and leadership development programs, and programs to support overall health and wellness for employees.

Our total rewards program reflects and recognizes employee contributions to the company. The salary range for this position is from $91,000 to $120,000. Performance, relevant experience and competency in the role is a key factor in driving compensation decisions.