Strategic Account Activation Lead - SOUTH

Job Overview

The Strategic Account Activation Lead serves as a professional sales leader in building and maintaining a profitable and proactive relationship with assigned strategic accounts; specifically, group purchasing organizations (GPO’s) and corporate accounts at our company’s Animal Health Area business level, that support our company’s Animal Health products and services in their offerings to veterinarians and customers. The Strategic Account Activation Lead focuses on building strong relationships with strategic account stakeholders at the regional and field sales organizational level to understand their business model, unique value offerings and partnership opportunities.

The Strategic Account Activation Lead will serve as the conduit between c‑suite strategic account activation, regional level leadership, and field level execution, responsible for working with the area teams to translate strategy into sales results. Geography includes MO, KS, AR, OK, TX, MS, LA, AL. This role supports an area of geography, typically 10‑15 states in scope; requiring 50%‑60% travel.

The selected candidate should reside near a major U.S. airport to fulfill travel requirements as needed. Reporting to the Area Business Leader, the Strategic Account Activation Lead is responsible for developing a deep understanding of account goals, needs, and pain points to drive growth and ensure stability within their strategic account base.

• Execute sales strategies within assigned accounts and communicate delivered strategies to our company’s Animal Health Sales leaders.
• Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion.
• Responsible for developing and clearly articulating the value of our full partnership with strategic account decision makers to elevate mutually beneficial outcomes.

• Align with Area teams to build synergies at the area level between our company’s Animal Health and strategic account field level management (Regional Director and Medical Directors).
• Acts as a “connector” in aligning the strategic account hierarchy with our company’s Animal Health resources (marketing, professional services, etc.).
• Works cross functionally with responsible corporate account manager to execute tactical plans within most influential regional strategic accounts.
• Deliver on Key Performance Measures of primary assigned strategic accounts through collaborative efforts with internal departments and across business units.
• Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams.
• Communicates about product in a way that’s meaningful and relevant to the regional decision makers to drive our company’s Animal Health product recommendations at clinic level; customizes discussions and interactions based on aligned goals.
• Input and utilize call notes in MAXX (Salesforce).
• Attend Strategic Account Area & National Meetings, our company’s Animal Health Area/Regional leadership meetings.
• Conduct quarterly business reviews ensuring that accounts understand the value of the MAH relationship and their performance relative to quarterly, semiannual, and annual growth expectations.
• Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution.
• Deliver consistent messaging in communications to support our company’s Animal Health’s strategic priorities.
• Uses analytics and insights to enhance decision-making and tactical execution.

• Take leadership role to identify and adhere to key account management timelines for critical leadership discussions, quarterly reviews, and presentations.
• Take the lead on issues to understand how all scenarios and groups work together across organizations; be an advocate for the combined goals of our company’s Animal Health and strategic accounts on aligned priorities and goals.
• Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long‑term…