Retail Sales Account Manager-Animal Health

  • 52253
  • 07 Apr 2021
  • Indianapolis, IN
  • Sales & Business Dev
  • $90,000 - $130,000
  • Jeremy Romero

Job Description

Retail Sales Account Manager-Animal Health

Sells to multiple channels, key accounts, and direct headquarter accounts. Works with all levels of distribution to create the best possible environment for Company at all accounts. Creates account objectives and presents to management, plans sales cycles, creates sales presentations, and forecasts all items by account, plans Co-Op activities and expense, reconciles all account level spending, achieves sales and spend targets to maximize company profitability. Builds relationships with account personnel including; category management, Merchandising, Accounting, Marketing, Operations, Logistics and Finance at all levels of distribution. Successful Account Managers will; collaborate with marketing teams to achieve sales objectives, share best practices with team members, overcome objections, and stay up to date on industry news.

Along with the retail sales focused responsibilities, the account manager is responsible for calling on key health care professionals with complete information pertaining to Company consumer products in a manner that will ensure the appropriate information is conveyed, and the intended use of the product line to achieve business growth.

Roles and Responsibilities:

Retail Acct Mgmt:

  • Demonstrate ability to drive sales results while providing best in class customer service
  • Analyze and update product forecast monthly, focusing on accuracy.
  • Develop new item proposals and/or promotional programs to achieve assigned plan.
  • Partner with Sales Management for approval of new item introductions and incremental promotions.
  • Create and present customer communication, presentations and business reviews.
  • Plan all account calls and business reviews with Sales Management prior to all meetings as appropriate.
  • Prepare call recap documents for Sales Management for customer meetings
  • Collaborate with functionary teams, Marketing, Accounting, Manufacturing, Planning, Shipping, Research & Development and Customer Service to provide one voice to the customer.
  • Gain customer approval for company in-store activation (Monthly specials, IRC, Displays, Signs, etc.)
  • Communicate changes to NMX policy, discontinued items, pricing actions, recalls/product quality issues to customer
  • Utilize time in market to ensure proper placement of products and gather competitive intelligence

Physician and Athletic Sales Representative:

  • Identify, establish and maintain relationships with decision makers in medical offices including Physical Therapy clinics, Chiropractors, Orthopedic Surgeons, Integrative Medicine Doctors and other health care professionals to gain support of our consumer products.
  • Must be able to create and maintain relationships with collegiate and professional healthcare providers. (i.e., team Doctors, ATC's and Strength and Conditioning Coaches)
  • Develop a list of top 100 buying medical offices, focus selling activities on this group of customers. Provide detailed information, samples (as needed), "Lunch and Learns", and the sell in of consumer products.
  • Work within a management approved yearly budget including marketing activities to launch and sustain consumer products in the medical offices.
  • Provide monthly/annual product forecast.
  • Complete sales activity tracking requirements.
  • Work collaboratively with Marketing and Technical Services departments on various materials associated with consumer products including but not limited to; brochures, sell sheets, packaging, web pages, premiums etc.
  • Attend management approved medical conferences as needed.
  • Keep current with the literature and appropriate products.

Manage Company product sales:

  • Utilize Nielsen data, product, category, customer and consumer data monthly to identify sales opportunities and to prepare selling presentations
  • Manage new product launch: item specifications and pricing levels in multiple channels
  • Expand distribution of Company products with approved customers
  • Segment business by Pet and Human to evaluate each separately
  • Review data for customer/promotional performance to help guide and plan business
  • Business Planning/Financial accountability: Conduct sales analytics using available insights (Nielsen, POS) to provide solutions to customer needs
  • Align customer strategies with Company’s strategic plan to build a collaborative business plan
  • Monitor trade activity execution and address areas of concern with each account
  • Complete ongoing general business analytics and evaluate risks, opportunities & threats
  • Evaluate customer specific reports utilizing Nielsen / IRI reports if applicable
  • Submit and reconcile up to date Co-Op and allowance expenses following related processes
  • Mange Co-Op spending to level established for annual budget and compensation plan
  • Create and update monthly forecasts for account product needs and communicate extraordinary product needs to Planning
  • Manage all accounts; promotional spending, sales growth, returns and profitability to annual budget

Relationship Management within internal matrix organization:

  • Work in conjunction with Planning, Marketing and Broker Sales force to communicate sales priorities (new items/ POGs) to customers
  • Communicate to other sales personnel and functions within Company as needed
  • Share customer insights with Marketing and Sales teams
  • Share best practices with Sales team
  • Communicate O/I promotions and new account pricing to Customer Service and Data Management

Additional Responsibility

  • Perform other assigned duties as may be required in meeting company objectives
  • Communicate effectively with other departments within the organization and function within a team environment

Minimum Requirements:

  • Qualified candidates should have a minimum of 3 years of sales/marketing experience and excel in interpersonal communication.
  • Strong understanding of financial numbers and ability to analyze data to perform job adequately.
  • Must be a self-starter, highly organized, and able to work collaboratively with other departments at all levels in the organization.
  • Ability to follow up on leads and contacts via phone and/or email.
  • Strong knowledge of Microsoft Office and Windows-based computer applications required.
  • Excellent writing, interpersonal, communication, and organization skills.
  • Ability to follow up on leads and contacts via phone and/or email.
  • Travel up to 50%.

Education and Experience:

  • Bachelor's degree in business or equivalent experience.