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About Phibro Animal Health Corporation

Phibro Animal Health Corporation is a publicly traded organization with a rich history spanning nearly 100 years of service. The Company is a global manufacturer of medicated feed additives, feed ingredients, advanced nutrition solutions, vaccines and specialty chemicals for various industrial markets. Phibro’s revenues are in excess of $820 million, and are supported by over 1500 employees worldwide.

 

The Account Manager is an integral part of our Sales team based out of our US - Quincy, IL - Remote site.

 

Position Purpose

An 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.

Key Responsibilities

• Achieve budgeted sales and gross margin for Phibro dairy nutritional specialty products (NSP), while effectively managing the expense budget in assigned geography.
• 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.
• Utilize Phibro resources and training to develop working knowledge of product portfolio by:
     o Comprehending the scientific principles behind each product and their application.
     o Positioning features and benefits to meet customer needs.
• Be present at trade shows and industry events to build Phibro brand and grow in professional knowledge, experience, and relationships.
• Manage individual time and Phibro resources to develop and prioritize objectives to grow NSP sales per assigned budget.
• Must be able to effectively communicate the benefits of each Phibro dairy NSP against competitive products and company services.
• Provide product support for customers, key influencers, and end users ensuring proper use of Phibro dairy NSP.
• Must be able to manage all available resources for business growth and retention.
• Inform team members and dairy leadership of evolving issues/trends in the dairy industry, as well as key activities and learnings with customers, key influencers, and end users.
• Provide input to dairy business leader, product director(s), and regional director 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 Report on industry, customer, and competitive trends within assigned area.
• Proactive and consistent use of Phibro’s CRM system.
     o Manage assigned customer and influencer database.
     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 2 years industry experience in sales position requiring portfolio and value selling, product support, and collaborative approach with preferred experience in dairy or feed industry.
• Willingness to participate in a team-oriented and performance-driven work environment.
• Demonstrated ability to achieve and exceed annual sales targets, build and maintain strategic customer relationships, handle multiple priorities, and work in a self-directed manner.
• Proven track record of proactively accomplishing assigned goals and objectives.
• Demonstrated working knowledge of dairy feed and nutrition industry network including;
     o Feed and premix manufacturing companies
     o Independent nutritionist or nutrition practices
     o Veterinarians
     o University
• Experience with, or willingness to learn, 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)
• Prefer knowledge of dairy ration formulation programs
• Basic understanding of nutrition and physiology of dairy cattle
• Conversant in dairy industry trends, as well as that 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 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

Personal Competencies

• Motivation and drive
• Organization and planning
• Integrity
• Independence
• Resourcefulness
• 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

 

Phibro is an Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, sexual orientation, gender identity, veteran status, marital status or any other characteristics protected by law.

Business Unit: Animal Health & Mineral Nutrition   
Division: Animal Health & Nutrition 
Department: Sales 
Location: US - Quincy, IL - Remote 
Work Schedule: Monday - Friday (Standard Work hours) 
Weekly Working Hours: 40.00 


Nearest Major Market: Indianapolis

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