Key Accounts Manager - Dechra Pharmaceuticals PLC

Thanks for checking out our vacancy, we’re delighted you want to learn more about Dechra!

Dechra is a growing, global specialist within the world of veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.

Here at Dechra, our values are embedded within our culture and thrive within our family of almost 2000 colleagues globally. From manufacturing to marketing, (D)edication, (E)njoyment, (C)ourage, (H)onesty, (R)elationships and (A)mbition are at the heart of our everyday operations and the way we do business

The Opportunity 

A critical and expanding portion of our growth is with our strategic and corporate customers.  The purpose of this role is to manage an assigned list of these top customers in a way that best aligns with our company initiatives.  We are looking for an individual who can not only service this portion of our business, but can do so while being a testimony to our Dechra values internally and externally through the process.

So, what will you be doing? This role has a broad and varied scope and the successful candidate will have responsibility for duties including:

General Responsibilities

• Maintain a thorough understanding of Corporate Account needs/requirements and acquisitions and consolidation trends.
• Be comfortable communicating with executive level contacts internally and externally.
  • Negotiations, report presentations, etc.
• Develop Business Plan for each assigned group.
  • Identify opportunity product categories/products.
  • Structure a plan to align on these that aligns with overall Dechra budget/goals.
  • Develop and execute sales strategies within plan to maximize profitable revenue.
  • Manage customer discounts and rebates
    • Have a firm understanding of revenue vs. margin.
    • Be able to speak to and analyse reporting.
    • In collaboration with manager, be able to strategically identify areas where we may need to walk away from business if not fully aligned on profit goals

Corporate Group Engagement

• Present quarterly Business Reviews to each group
  • Ensure group needs are met.
  • Be able to fully understand data flow to appropriately run and speak to reports being presented to customers.
  • Provide monthly metrics to each group.
  • Identify opportunities for sponsorship.  
    • Track a budget for each group and total spend via marketing funds or outside of marketing funds.
    • Ensure the spend is aligned with business plan goals and objectives.
    • Ensure all events are within Dechra antibribery policy.
    • Communicate education needs to appropriate VPS member for execution.

Manage Corporate Account Data

• Update locations who sell as soon as possible within the system and communicate this change to appropriate internal Dechra contacts.
  • Work to regularly acquire updated lists from corporate contacts to ensure data is accurate.

Be able to work cross functionally with all Dechra teams.

Other duties as assigned.

Here at Dechra we pride ourselves on being an inclusive employer and we embrace candidates from all walks of life. We’re particularly excited to hear from those who have/are:

• Knowledge and understanding of the operational and business side of both veterinary practices and the entities that oversee them
• Strong analytical and communications skills
• Highly self-motivated
• Creative thinker with a competitive attitude and ability to adapt to change
• Must be willing to travel
• Basic financial analysis
• Tech literate
• Bachelor's Degree
• Minimum of 3-5 years industry experience
• Previous experience in Account Management (highly encouraged)
• Experience in managing large accounts at headquarter level (a plus)
• High level negotiation skills
• Understanding of basic legal terms/agreements
• Advanced excel skills
• Sales Force Analytics

As a people first values-based culture, we provide free weekly wellness sessions focused on our employee's physical and mental wellbeing, and flexible work arrangements. We offer a generous employer 401k match and other incentives for long-term financial wellness. Our full array of health, financial and voluntary benefit programs are what you would expect from a recognized Best Place to Work.