Job Description

This role sits as part of a dynamic team within Chanelle Pharma's Key Accounts division. The individual will support Chanelle Pharma's vision to be the most valued global provider of high quality, competitively priced pharmaceutical products and provide excellent services and support to our customers. In this role you will report to the National Sales Manager and be responsible for the management of a number of buying group customers. The Key Account Manager will develop relationships with leaders of these key partner businesses and be fully accountable for the management of tenders, contract negotiations and driving conversion to the Chanelle Pharma portfolio. The ideal candidate will be a dynamic, self-starter who can bring new ideas to facilitate the significant growth that these accounts have the potential to deliver. The Key Account Manager will be responsible for a significant revenue stream and account allocation is flexible dependent on experience. The successful candidate will demonstrate an exceptional level of business and financial acumen.

Location:

Combination of remote work and frequent field-based travel.

As our Key Account Manager, your key responsibilities will be as follows:



Achieve key account sales, profit and growth objectives, in line with company targets

Grow Chanelle Pharma's reputation and profile through the development of mutually beneficial partnerships with key customers

Strategically plan each negotiation, identify the interests of both parties and strive to win concessions while maintaining a strong and positive relationship with key accounts

Establish connections with a broad range of contacts across the designated accounts, not only procurement teams

Develop key account business plans to include identification of expansion opportunities and tactics for successful implementation

Manage account performance against planned budgets and provide accurate forecasting to support contracted business, ensuring consistent supply

Produce net sales and profit margin reports that effectively document current activity and future strategy

Work closely with the Technical Support Manager to ensure technical resources are utilised effectively within key accounts and deliver positive ROI

Utilize the internal margin workbook to design commercial proposals suitable for current tender opportunities, ensuring the Chanelle Pharma offering is competitive but also aligned to margin expectations

Collaborate effectively with both internal stakeholders and wholesalers to ensure customer expectations can be met or managed

Collaborate effectively with the National Sales Manager to ensure tender outcomes and promotions are maximised at practice level

Identify products which are not achieving desired compliance and communicate practice level improvement strategies to the National Sales Manager

Work closely with the Data Manager to support monthly rebate processing

Maintain current and accurate records of all customer interactions within the CRM system

Maintain current and accurate records of agreed rebate terms for all designated accounts

Work closely with the Business Operations team to maintain current and accurate records of National Account member changes

Use Salesforce data to interpret buying trends and monitor account sales

Maintain a good level of technical product knowledge

Develop new relationships with potential partners to establish Chanelle as a partner of choice for new and future business opportunities

Education & Experience:

Previous experience of managing large accounts is essential (within last 3 years)

Previous experience within Key Accounts in the Small Animal Veterinary Industry

Proven track record in establishing, growing and maintaining profitable long-term relationships with large customer accounts

Commercially minded individual with exceptional negotiation skills and sales ability

Expert level skills on Microsoft Office, including Excel, PowerPoint and Word

Exceptional business acumen and commercial judgement

Exceptional planning and time management skills with a strong focus on delivering strategic goals

Highly credible with exceptional communication and interpersonal skills, able to interface effectively with both the customer and internal personnel

A strong team player with the ability to work on their own initiative

Willingness to travel throughout the UK regularly and make infrequent visits to our Head Office in Loughrea

AMTRA/NOAH Qualified (desirable but not essential)

Degree qualified (desirable but not essential)

Over five years of Key Account experience in a senior role, ideally in the veterinary pharmaceutical industry

Skills & Competencies:

Problem solving, critical thinking skills, decision-making skills

Ability to effectively communicate and influence key stakeholders to support proposed strategies, process improvements and operational decisions

Critical thinking skills and an analytical mindset

Take a strategic approach to process, data and systems to consider the broader ecosystem impacts guarding against siloed processes and activities

Attention to detail

Ability to work on your own initiative

Ability to work in a dynamic environment with cross functional teams

Growth mindset and willingness to learn

Ability to communicate complex, technical concepts in a simplified, plain language manner to keep stakeholders engaged

Process flow mapping skills (using Microsoft Visio or other tools)

Ability to lead initiatives, meetings and discussions

An ability to find simple, effective solutions and drive alignment with key stakeholders

Curiosity and a drive to make a positive difference

Native or excellent English (spoken and written)

Ability to explain change impact to key Finance partners



Applicants from diverse backgrounds, including those returning after a career break or with transferable skills from non-traditional career paths, are encouraged to apply. We value varied experiences and are committed to fostering an inclusive environment that supports individuals with disabilities.