Position Purpose

A senior account manager will create demand and add value through consultative and technical selling with key influencers and decision-makers in the dairy industry. Parties would include dairy owners and managers, independent and/or feed company salespeople and/or nutritionists, veterinarians, and other influencers from current customers or distributors. In addition, a senior account manager will be involved with specific projects related to delivering current year budget and/or achieving desired longer-term culture and vision.

Key Responsibilities

• Achieve sales, gross margin, and expense budgets in assigned geography, while coordinating planning and activities with peers.
• Lead the sales efforts for Phibro dairy NSP portfolio within assigned territory by:
o Prospecting for and developing new customers.
o Supporting and retaining current customers.
o Seeking out opportunities to grow and expand existing business.
o Involvement in specific projects and initiatives coupled with demonstrated leadership with peers on those projects for business growth.
• Effectively manage risk, uncertainty, and conflicting priorities to develop objectives and grow dairy NSP sales within assigned territory per regional budget.
• Expected to understand the science behind each Phibro dairy NSP and be able to communicate the benefits to each customer segment.
• Must be able to effectively communicate the benefits of each Phibro dairy NSP against competitive products and company services.
• Focus on demand creation, through training and product/sales support, while adjusting to the changing internal and external environments necessary to deliver territory budget and expectations.
• Be present at trade shows and industry events to build Phibro brand and grow in professional knowledge, experience, and relationships.
• Participate in the business planning and budgeting processes for the region he/she supports.
• Leads by example with introduction of new Phibro dairy products and strategies, while managing all available resources for business growth and retention.
• Serves as a mentor to a Phibro team member.
• Provide input to dairy business leader, regional director, and product director(s) for:
o Pricing of products and services to maximize customer value and margin contribution.
o Input on sales support materials needed in the field.
o Novel ideas, processes, and opportunities to capture value for the customer and Phibro.
o Report on industry, customer, and competitive trends within assigned area.
• Proactive and consistent use of Phibro’s CRM system.
o Functions as a regional enthusiast to maximize quality and consistency of information.
o Routinely update while keeping customer and competitor information current.
o Proactively use to execute sales and marketing strategies for territory growth.
• Perform other duties as assigned.

Qualifications

• B.S. in Dairy Science (preferred), Animal Science/Animal Nutrition with dairy experience, or other agriculture related discipline.
• Minimum of 5 years industry experience in sales position requiring portfolio and value selling, product support, and collaborative approach with preferred experience in dairy or feed industry.
• Models the collaborative behavior required for a team-oriented and performance-driven environment.
• Proven track record of managing a territory while achieving and exceeding annual sales targets, building and advancing strategic customer relationships, handling multiple priorities, and working in a collaborative manner.
• Sales proficiency at all levels of influence in the dairy feed and nutrition industry.
• Demonstrated proficiency in farm expertise focused on dairy cow health and nutrition and viewed as a trusted advisor within the industry.
• Mastery of customer relation management (CRM) software.
• Must reside in assigned territory and be willing to travel up to 50%.

Technical Competencies

• Proficiency in dairy cattle management
• Working understanding of dairy farm data software (Dairy Comp 305, PC Dart)
• Comfort with dairy ration formulation programs
• Working understanding of nutrition and physiology of dairy cattle
• Maintains competence in dairy industry trends, as well as conversant in trends of other species
• Competency required with Microsoft Office products

Business Competencies

• Financials: understands an income statement and balance sheet, as well as the relationships between business functions (sales, marketing, operations, finance, etc)
• Demonstrated ability to contribute to and execute a sales and marketing strategy necessary to achieve annual financial and growth objectives
• Customer orientation - knows customer’s business model, it’s competitive implications, and how decisions are made and influenced through:
o Distribution
o Feed Manufacturers
o Nutritionists
o Veterinarians
• Demonstrated ability to capitalize on industry trends, opportunities, and evolutions
• Strong analytical skills
• Demonstrated ability to address difficult and complex situations with respect, poise and speed

Personal Competencies

• Motivation and drive
• Organization and planning
• Integrity
• Independence
• Resourcefulness
• Seeks opportunities for growth: knowledge and expertise
• Personality: accessible, open minded, visionary, collaborative

Sales Skills

• Disciplined work habits
• Relationship building
• Time management
• Questioning, listening, presenting
• Handling objections
• Negotiations

Intellectual Competencies

• Problem solving – moves beyond immediate information to develop realistic and resourceful solutions
• Analysis and quantitative skills
• Sound judgment
• Strong and proficient communicator in both written and oral form