Strategic Account Manager at Elanco

Your role:

• The Strategic Account Manager (SAM) will play a crucial role in driving sales growth and developing trusted long-term relationships with strategic accounts within the Sub-Saharan Africa export territory.
• The SAM will be responsible for developing and implementing strategic account plans, managing a portfolio of key distributors and producers, offering value added solutions whilst maximizing profitable sales opportunities across our portfolio of leading animal health products. 
• This opportunity is ideal for a highly-motivated commercial professional with outstanding interpersonal skills, who can navigate diverse markets and cultures, and consistently deliver commercial results.

Your responsibilities:

Strategic Account Management

• Develop, execute, and monitor strategic account plans to achieve/exceed agreed sales and distribution goals within assigned territories, including but not limited to (specify territories).
• Prepare robust territory business plans mapped to commercial objectives and execute strategic account plans for key distributors and veterinary clinics within the assigned territory, focusing on achieving sales targets and growing market share.
• Identify emerging business opportunities, market trends, and potential sales risks in export markets.

Relationship Building

• Build and nurture strong, long-term relationships with key decision-makers at assigned accounts, establishing trust and credibility.
• Action and present business reviews with accounts/distributors to demonstrate Elanco’s value, address needs, and identify new opportunities.

Sales Growth and Account Management:

• Drive sales of the company's animal health products within the territory, achieving or exceeding assigned sales targets focusing on market share gains and new product launches.
• Negotiate and manage commercial agreements, pricing, and contract terms with key accounts.
• Coordinate internal resources (technical, supply chain, regulatory) to deliver on customer commitments.

Market Analysis:

• Conduct regular market analysis to identify opportunities and threats, and adapt sales strategies accordingly. Stay informed about competitor activities, market trends, and customer needs.

Collaboration:

• Act as the “voice of the customer” within Elanco, championing their requirements across internal teams e.g. Marketing, Technical, Regulatory, and Supply Chain teams.
• Work with Technical Services and local teams to support customer training, technical adoption, and differentiated service.

Forecasting:

• Ensure accurate 12 month rolling forecasts are provided for key/identified distributors/customers with an emphasis on continued improvement on Forecast Accuracy.

Reporting:

• Provide regular reports/communication on account performance, market conditions, competitor activities, threats & opportunities, with solutions on identified issues/challenges

In Country Sales:

• Minimize Over Stocks/Expired Stock and/or Out of Stocks by sourcing In Country Sales Out Data, with relevant analysis & action to ensure stock levels are maintained within Months Cover Targets

Travel: 

• Travel regularly within the assigned Sub-Saharan Africa territory to visit clients and attend industry events, as required.

Compliance:

• Adhere to all company policies, procedures, and ethical guidelines, including those related to sales practices and interactions with healthcare professionals.

What You Need to Succeed (minimum qualifications):

• Bachelor's degree in Veterinary Science, Animal Science, Business Administration, or a related field. 
• Proven track record of success in key account management or sales within the animal health industry, ideally with experience in the Sub-Saharan Africa region.  A demonstrable network of contacts in the region would be highly beneficial.
• Strong commercial acumen, with the ability to develop and implement effective sales strategies.
• Excellent communication, interpersonal, and presentation skills, with the ability to build rapport with diverse stakeholders.
• Fluency in English (and French,  proficiency in Portuguese would be a significant advantage).
• Strong analytical and problem-solving skills, with the ability to interpret market data and make informed decisions.
• Ability to work independently and as part of a team, with a proactive and results-oriented approach.
• Proficiency in Microsoft Office Suite and CRM software.
• Willingness to travel extensively within the assigned territory.