Swine Key Account Manager
4 weeks ago
Ceva is seeking a Swine Key Account Manager for Quebec
Ceva Animal Health Canada established itself in Canada with the acquisitions of CentaurVA Animal Health and Vetech Laboratories in October 2011. Our Canadian presence expanded during 2019 when we acquired IDT Biologika subsidiary Gallant Custom Laboratories manufacturer of autogenous vaccines.
Ceva offers an expanding range of products for companion animals, poultry, swine, and ruminants for Canadian customers.
About the Role
In this role you will be responsible for the Canada Swine sales and customer relationship management of all of Ceva’s largest Swine Key Accounts in Quebec with a focus and emphasis on the commercial vaccine & pharmaceutical business as well as autogenous vaccines. This is a highly technical sales position with sales incentives offered in addition to salary and benefits. Because of the technical emphasis on this position, this person will be engaged with both the Veterinary Services and the Sales and Marketing sides of the commercial team.
Responsibilities
Customer Needs, Relationship Management, and Market Penetration:
- Develops and maintains effective / collaborative relationships with the Quebec Swine Industry’s veterinary services, live production, and executives, through the management, oversight, and the administration of all sales and service aspects related to Ceva’s Canada swine business.
- Gathers all the information required to develop solid Strategic Account Plans.
- Co-develop, along with the Canada Swine BU Manager, annual sales forecasts for the key brands / products with the customer key decision-makers for production and budget purposes.
- Differentiates Ceva offers to contribute to Ceva’s market leadership and market penetration and to create mutual growth based on customer needs.
- Ensures communication with all key customer stakeholders involved in the decision-making process.
- Challenges customer beliefs in order to drive behavioural changes and help them grow their business.
Ambition and Plan:
- Develops the Key Accounts plan with a sales and relationship ambition over 2 to 3 years, reviews it with the Canada Swine Business Unit Manager, the Canada Country Manager, and the North America Zone Director.
- Executes Ceva solutions with appropriate resources, listens to customer feedback and drives customer satisfaction.
- Provides management with accurate and timely sales forecasts to optimize resource planning.
- Where appropriate, negotiates annual contracts / bids.
- Analyzes the expenses required to execute the Account Plan, deploys the resources and tracks the associated expenses.
Development and preservation of market leadership:
- Plan, organize, and facilitate regular business reviews with the key stakeholders at all Key Accounts.
- Develops effective collaborative relationships with various local / complex-level departments in order to build a strong account team.
- Investigate Customer problems, in order to develop potential value-added business opportunities.
- Quantify the impact of customer problems and share it with them, positioning Ceva solutions in a way that demonstrates they can help mitigate the impact.
- Ensures close collaboration among the Ceva teams supporting Quebec’s Key Accounts, to include Veterinary Services, Customer Supply Services, and Scientific Services and Investigation Unit.
Information Sharing:
- Regularly discusses the Account Plan and communicates it to the Business Unit Manager and Veterinary Services Manager to align the Total Account Team.
- Communicate progress to Canada and Zone management. As needed, prepare powerful / impactful presentations to align Ceva's organization on strategy with the Key Accounts, ensuring best-in-class execution.
Management of sales outcomes and results:
- Track daily, monthly, quarterly sales results and other key performance indicators for the Key Accounts.
- Review progress with the Business Unit Manager at least once a month.
- Ensure fulfillment of customer commitments for contracted volumes.
Other Duties:
- Completes other duties as required.
About You
- You have a minimum of education of a Bachelor's of Science in Animal Science, Nutrition/Production, Marketing, Business Management of a related field.
- You have at least 5 years of experience in a Swine related sales role where you managed relationships with Veterinarians and Nutritionists.
- You speak fluent French.
- You have excellent verbal and written communication skills and know how to connect and influence key internal and external stakeholders.
- You have a demonstrated ability to translate sales objectives into specific customer objectives to achieve sales targets.
- You have a technical understanding of biologicals.
- You are entrepreneurial and innovative and you create customer-centric solutions.
- You are willing to travel 30-50% of the time.
Ceva Animal Health - Canada is committed to accommodating any applicant with a disability, as required by law, during the recruitment, assessment and selection process. Please notify us if you require accommodation.
We are an equal opportunity employer and consider all qualified applicants equally without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability status.
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