National Sales & Key Account Manager Companion Animals BeNe bei CEVA SANTE ANIMALE

SALES & KEY ACCOUNT MANAGER Companion Animals BeNe (M/F/D)

The success of a company depends on the passionate people we partner with.

Together, let's share our talents.

As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing , producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet.

We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife.  

Indeed, Our “Together, Beyond Animal Health” vision emphasizes that the health and wellbeing of people, animals and our planet are totally interlinked. More than ever, Ceva is committed to a "One Health" approach.  

As part of our “Diversity, Equity and Inclusion” policy, Ceva Animal Health is committed to the employment of people with disabilities and will make reasonable accommodations throughout the interview process to ensure an inclusive and accessible experience for all applicants. To request an accommodation, please contact a member of the Ceva Talent Acquisition team. 

 

Your missions :

Enable CEVA’s industry leadership through the systematic development of sustainable relationships and mutual value creation with key customers in the territory in which the Key Account Manager operates.
Develop appropriate selling strategies and implement action plans to attain company’s objectives in maximizing profitability and growth rates in line with the budget, target and business plan.
Steer the sales/ VSM team in the right direction to accomplish sales targets, assuming responsibility for the development of its members through proper leadership and coaching while assuring an optimal sales organization structure.
Enhance CEVA’s reputation to become a new reference for our customers.

Achieve sales and profitability goals for selected Key Accounts.
Develop & preserve effective relationships with Key Account’s management, administrative and decision-makingstakeholders within the account.
Lead the process in building attractive comprehensive offers for Key Accounts combining CEVA products & services. Together with the Key Account Team, find creative/innovative ways to grow a sustainable business with these accounts.
Position CEVA to win new business of the account by continuously seeking opportunities for mutual growth and collaboration to achieve both CEVA’s and customer’s business goals.
Drive optimal selling strategies that are based on valid, customer-specific value propositions and a prior market and competition analysis.
Identify, pursue and close new sales opportunities through the successful execution of CEVA’s Integrated Opportunity Planning process (IOP).
Routinely discuss and communicate opportunity plan sales strategy with Business Unit Manager and Global SAM Director.
Lead the Sales team, assuring proper comprehension and successful execution of the strategy defined.
Align budgets and resources to Account opportunities and business potential for optimized return on investment.
Provide CEVA Country / Business Unit Management with accurate and timely sales forecasts to optimize proper resource planning throughout the organization.
Take a long-term view of CEVA’s business with Account to deliver on-going opportunities to CEVA’s product portfolio and to align across different Business Units or Departments when appropriate.
Propose, develop and supervise the implementation of selling strategies and action plans based on head quarter’s
strategy & Business Plan such as customer centric culture, pricing policy, product positioning…etc and adapt it to the local market in close cooperation with Marketing.
Endorse the implementation of a consultative selling culture to understand customers’ Needs, motivations (Pressures, Plans and Problems in KAM), as well as to enhance the value proposition of CEVA’s portfolio.
Grow Sales Force Effectiveness, through optimal territory distribution, ensuring a proper use of our CRM tool,
assuring sales personnel understand its benefit and use them to optimize their impact.
Improve current efficiency in managing sales territory assigned & selected customers, providing input to Marketing and ideas to build up a unique Added Value Proposition together.
Monitor, analyse and draw conclusions from operating results by sales personnel, territory, key costumers and segments.
Based on shared conclusions with Marketing, initiate structural adjustments where required to drive change management.
Be responsible for commercial processes, like; sales forecasting, sales budgets and related financials, portfolio rationalization, sales meetings, priorities setting.
Set individual and collective performance indicators, tracking the sales team’s performance with regular reviews, assessments and follow up actions as to maximize Talent Management.
Propose and agree on annual coaching targets with supervisor. Conduct continuous individual coaching and counselling to sales team members as to improve their selling skills and/or optimise their commitment and motivation towards the company’s goals and reach agreed targets. (PSS & PSS coaching) and apply different sales processes (PSS & other trainings) and express the behavioural capabilities required to deliver results.
Report timely to upper management on the team’s performance, sales forecasts, market data, competitor data or any other relevant commercial information.
Adhere to company’s policies, procedures, business codes and ethics to ensure adequate information flow and proper implementation within the team.
Recruit competent sales professionals, proposing the right compensation schemes in close collaboration with the BU Manager.
Provide training & development tools to the local teams ensuring they internalise technical training, fully understand and apply different sales processes (PSS & other trainings) and express the behavioural capabilities required to deliver results.

Sales Management in an Animal Health Company or a leading position in Animal Health in general

 Proven field experience

Education / Degree   Veterinary - Medicine or Economics preferred