Strategic Account Manager - Pilgrims

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Location: Atlanta, GA (Position will require travel throughout the US)

Job Summary and Purpose:

Within the US Poultry Business Unit, the Pilgrims SAM is responsible for the US sales and customer relationship management of All Pilgrims operations within the US.

The Pilgrims Strategic Account Manager ensures the optimization of the penetration of Ceva's solutions-vaccines, equipment services and Genesys specific contracts by developing and implementing Account Business Plans in order to grow sustainable value-based partnerships with key customer stakeholders.

Responsibilities and Key Duties:
• Customer Needs, Relationship Management, and Market Penetration: Develops and maintains effective / collaborative relationships within Pilgrims US veterinary services, live production, and executives, through the management, oversight, and the administration of all sales and service aspects related to Ceva's US business with assigned accounts. Gathers all the information required to develop a solid Strategic Account Plan. Co-develop 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, in order to create mutual growth based on customer needs. Ensures communication with all key customer stakeholders involved in the decision-making process.
• Ambition and Plan: Develops the Strategic Accounts plan with a sales and relationship ambition over 2 to 3 years, reviews it with the US Poultry East Area Manager, the North America Zone Director, the global Strategic Accounts 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 leadership: Plan, organize, and facilitate regular business reviews (called PULSE Meetings) with the key stakeholders at assigned accounts. Develops effective collaborative relationships with various local / complex-level departments in order to build a strong account team. Ensures close collaboration among the Ceva teams supporting assigned accounts, to include Veterinary Services, Vaccination Services and Equipment, Customer Supply Services, and Scientific Services and Investigation Unit.
• InformationSharing: Regularly discusses the Account Plan and communicates it to the Area Sales Managers and Territory Sales Managers to align the Total Account Team. Communicate progress to US and Zone management. As needed, prepare powerful / impactful presentations to align Ceva's organization on strategy with the assigned accounts, ensuring best-in-class execution.
• Management of sales outcomes and results: Track daily, monthly, quarterly sales results and other key performance indicators for assigned accounts. Review progress with the territory and area sales management teams at least once a month. Ensure fulfillment of customer commitments for contracted volumes. Report sales results monthly at the US Poultry business reviews. Regularly keep the Vice President of Sales and Marketing updated on all pertinent sales results.
• Other Duties: Completes other duties as required.

Core Competencies:
• Shape solutions out of complexity
• Client focus
• Collaborate with empathy
• Engage and develop
• Drive ambition and accountability
• Influence others

Technical / Functional Competencies:
• Knowledge / Business acumen: Understanding of trends and key performance indicators that drive the competitiveness of key industry players. Understanding of Ceva's and key competitor's offers.
• Customer Knowledge: Understanding of the customer's current situation, possible difficulties and competitor activities. Ability to work with clients to uncover unsuspected problems. Ability to discuss the return on investment of Ceva's solutions.
• Strategic Agility: Understanding of Ceva's and client's strategic vision. Ability to translate Ceva's local objectives into specific objectives for clients.
• Co-Creation of Value Proposition: Ability to jointly develop complex solutions to address specific customer issues or needs.
• Negotiation and Conclusion Skills: Strong understanding of the client's decision-making process. Ability to follow a defined process that allows negotiations to be carried out to the satisfaction of both parties. Ability to get clients to accept the actions of the account's business plan in order to move forward.
• Commercial communication: Ability to ask open-ended questions targeted to achieve the desired result. Ability to deal with objections with ready-made answers suitable for most situations. Ability to systematically motivate and arouse the interest of an audience by presenting a clear and concise message at the functional level.

Qualifications:

Education - Bachelor's Degree in Poultry Science, Marketing, Business Management, or associated discipline is required.

Work Experience - Confirmed and successful commercial sales experience, with specific experience in managing contracts and bids, plus at least 7 years of first-hand experience as a sales manager of large accounts, with experience closing deals, and building customer relationships.

Other - Must have direct poultry live production and / or vaccine or pharmaceutical (medicated feed additive) experience. Also must have knowledge on how gender sorting can improve and work within different production models.

Physical Requirements:

Must be able to sit in a vehicle or airplane for up to 8+ hours per day.

Working Conditions:

n/a

Travel Required:

50% Domestic Travel - Local US travel to customer headquarters, and complexes. Company truck provided for travel within driving distance. Air travel provided for travel to customer locations / complexes outside local area.

This job description is intended to convey information essential to understanding the scope of the job and general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, duties and responsibilities or working conditions associated with the job. This job description is not an employment contract. Ceva reserves the right to modify job duties and/or job descriptions at any time to meet the needs of the business.

669B

Yourprofile :

Education - Bachelor's Degree in Poultry Science, Marketing, Business Management, or associated discipline is required.

Work Experience - Confirmed and successful commercial sales experience, with specific experience in managing contracts and bids, plus at least 7 years of first-hand experience as a sales manager of large accounts, with experience closing deals, and building customer relationships.

Other - Must have direct poultry live production and / or vaccine or pharmaceutical (medicated feed additive) experience. Also must have knowledge on how gender sorting can improve and work within different production models.