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

• 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

We offer excellent company benefits including group medical and dental insurance, life insurance, and a 401(k) plan.