National Account Manager

Covetrus Portland , ME 04101

Posted 2 months ago

National Account Manager

Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We're bringing together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best. Our passion for the well-being of animals and those who care for them drives us to advance the world of veterinary medicine. Covetrus is headquartered in Portland, Maine, with more than 5,000 employees, serving over 100,000 customers around the globe.

SUMMARY

The role of National Account Manager is to qualify high value opportunities in order to grow and retain existing highly valued GTS Platform Partners. This position has full accountability and responsibility for meeting and exceeding platform revenue targets while managing all aspects of client engagement, satisfaction, and loyalty ensuring a successful customer experience.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • Master the incredible business transformation we offer to veterinary practices, including how the platform manages prescriptions, increases client compliance, reduces inventory and provides overall business growth and better patient care.

  • Expertise in demonstrating our overall value proposition to grow existing accounts and win new business, demonstrate key platform features and present return on investment (ROI) calculations to ensure effective business development experience.

  • Identify growth opportunities and implement the needed protocols and processes to increase sales from Partner accounts and prioritize the highest growth potential accounts; develop a Territory Reach & Frequency Cadence to engage every account in your territory minimally on a quarterly basis or according to the goals of the individual practice.

  • Work directly with existing platform accounts, target for re-engagement by implementing business plans to ensure goals are achieved and the practice is consistently proactively recommending products on their online storefront.

  • Prepare and present monthly and quarterly territory business plans and territory business growth forecasting.

  • Identify key decision makers and practices' needs/pain points and be able to tie-back and implement platform solutions to solve customer needs. Be a true consultant and trusted advisor to provide innovative ideas and solutions to customers to meet their needs and ensure success on the platform.

  • Maintain full, accurate and timely Customer Relationship Management (CRM) records for all partner and prospect accounts; capture all sales activities in order to support team communications, company learnings, report generation, and general territory management.

  • Ability to deliver a high level of account management to the rest of the territory's book of business to ensure customer success, satisfaction, loyalty and provide additional education and training on the platform, feature upgrades and platform enhancements to practice owners and staff.

  • Monitor sales performance metrics and analyze your percent to goal with the ability to continuously adjust daily performance, as needed, to ensure goals are met.

  • Continuous improvement regarding on-time participation in all training modules and educational opportunities.

  • Be a great team player and a high-energy individual contributor.

QUALIFICATIONS:

EDUCATION AND/OR EXPERIENCE

  • B.S. or B.A. in business or scientific discipline. Veterinary education a definite plus.

  • Minimum 5+ years of previous sales or applicable business experience

  • Understanding of the veterinary market or experience in a veterinary practice is preferred.

COMPETENCIES (SKILLS AND ABILITIES)

  • Sales skills and a proven track record of closing success, as well as, strong account management experience. Attributes include:

  • Highly goal-oriented and self-motivated with the ability to prepare and present goal-focused sales proposals

  • Strong ability to multi-task, prioritize, maintain focus, and manage multiple strategies at once

  • Effective interpersonal skills-able to quickly establish rapport at any level of an organization

  • Able to absorb and articulate technical information

  • Strong/advanced presentation skills; ability to present and train platform functionality to all audiences

  • Great organizational and problem-solving abilities with excellent time management skills

  • Ability to work independently while being a great team player

  • Strong attention to details, with the ability to manage strategy and details concurrently

  • Sincere empathy and fierce desire to retain, gain and grow customers

  • Strong communication skills with the ability to manage all aspects of client and stakeholder engagement during remote and face to face meetings

  • Computer and online proficiency (Excel, Word, PowerPoint, Outlook, SFDC)

  • Quick and avid learner, especially with veterinary medical and pharmaceutical terminology

  • Resiliency and flexibility in start-up environment

  • Proven ability to work within teams which are highly matrixed and cross functional

  • Typically responsible for developing and implementing platform engagement strategies and solutions to grow the territory's platform business. The primary focus will be growing platform revenues.

  • This is a highly experienced B2B sales position with extensive sales skills and proficiency.

  • Provide guidance; mentor, train, and coach peers and other team members as needed, and to sharpen proven leadership skills.

  • Work under minimal supervision with latitude for independent judgment.

  • Solve problems independently and assume responsibility as appropriate. Balance competing priorities and leverage your resources effectively to serve customers successfully.

  • Be a team lead and take on additional initiatives provided by your manger to carve your career growth and to provide you with a template to lead effectively.

  • Be able to represent all Covetrus Businesses (Platform, PIMS, & Distribution) from a customer/contact perspective, i.e. get the answer/solution the customer needs, working across teams and functions effectively.

TRAVEL & ADDITIONAL JOB REQUIREMENTS

  • 50-60% Travel Required

  • Monthly or at a minimum quarterly travel to visit top partner accounts in-person, attend sales meetings, trade shows and perform joint-visits/ride-withs with Covetrus sales professionals and manufacturer reps.

  • Work with top national GTS accounts to retain, grow and share best practices, insights, learnings and successes nationally.

  • Work with Corporate and Key Account leadership and colleagues to set, plan, achieve, and follow-up on goals.

  • Develop scalable operational plans for our growth across the country.

PHYSICAL DEMANDS/WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Pet friendly office environment

  • Extensive phone and computer use

Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

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National Account Manager

Covetrus