Regional Account Manager

Job Introduction

Thanks for checking out our vacancy, we’re delighted you want to learn more about Dechra!

Dechra is a growing, global specialist within the world of veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.

Here at Dechra, our values are embedded within our culture and thrive within our family of almost 2000 colleagues globally. From manufacturing to marketing, (D)edication, (E)njoyment, (C)ourage, (H)onesty, (R)elationships and (A)mbition are at the heart of our everyday operations and the way we do business

The Opportunity

The Regional Account Manager (RAM) will help drive growth by managing key accounts, building strong connections with regional customers, and being the go-to resource for our field teams. This role is all about collaboration – ensuring seamless alignment between customer needs and internal team support within Dechra’s designated corporate accounts and regional areas.

With your expertise, you'll craft and execute strategies that boost profitable revenue, expand our customer base, and uncover new business opportunities. You'll be the face of Dechra in your region, supported by a team dedicated to helping you succeed. Whether you're engaging with customers directly or working closely with internal teams, this role gives you the opportunity to make a real impact while being part of an innovative and supportive environment. Use advanced sales techniques, territory management, and business planning to drive sales performance in the assigned region. Some travel and evening work for educational programs may be required

This isn’t just about managing accounts—it’s about being a true ambassador of Dechra’s values, both inside and outside the company. If you're eager to make an impact, help grow our business, and represent our core values, we’d love to have you on the team!

Role Responsibility

So, what will you be doing? This role has a broad and varied scope and the successful candidate will have responsibility for duties including:

Business Growth Adventure:

Drive Growth and Revenue: Develop and implement tailored sales strategies to boost profitable revenue, attract new customers, and spot fresh business opportunities. Collaborate with contract and commercial leads to bring your plans to life.
Understand the Market: Stay ahead of the competition by understanding the competitive landscape and pricing, maximizing contractual advantages to benefit both Dechra and our clients.
Build Strong Relationships: Manage customer contacts directly across all levels of the sales process, from initial interactions to proactive follow-ups that anticipate future needs and opportunities.
Achieve Key Objectives: Focus on meeting growth targets for new accounts and key products, actively penetrating new markets to achieve success.
Collaborate Growth: Work alongside corporate team leads to roll out strategic initiatives that drive long-term growth.

Account Management

Meet quota objectives both overall and for key products.
Respond to and resolve all account needs.
Demonstrate success in other key sales metrics such as:
- - Product pull-through via demand generation within targeted geography
    - Execute key product defense strategies
  - Service sales execution, as needed, to sustain existing business
  - Leverage portfolio and contract and pricing program offerings to maintain existing business
  - Leverage account management tools to maintain existing business

Leading and Collaborating with Strategic Account Teams

Builds strong collaborative relationships with all strategic account team members across Dechra.
Regularly checking in with commercial account leads to make sure we're aligning customer KPIs with business goals.
Builds and leverages relationships with key clinic staff members and primary decision makers.
Collaborates with territory, regional, and other Dechra team members, maintaining high standards of integrity, compliance, work ethic, communication, and teamwork, while staying on top of all administrative duties.

Advanced Sales Strategies

Seizes selling opportunities by smoothly shifting between product knowledge and business development conversations, using strong sales strategies to drive success.
Get to know each corporate partner's culture, goals, and KPIs to create personalized solutions that drive success.
Learn about each corporate customer's focus and goals (KPIs) to help drive mutual success for both organizations.
Build strong relationships with key customer personnel to keep growing presence and impact within each account.
Leverages the appropriate tools for each account to drive growth.

Strategic Business Planning, Efficient Resource Allocation and Enhancement

Create and carry out a strategic business plan and account plans, using all available Dechra resources and following up to ensure the best possible ROI.
Develop an effective associate strategy for product penetration, pull-through and/or growth.
Utilize our Customer Relationship Management system to identify evidence- based corporate account growth opportunities.
Conduct quarterly business reviews with ABM/Commercial leads and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance.
Meet field activity expectations including sales call activity and investment in medical education programs.
Develop and execute a call plan at the account and veterinarian level that delivers on reach /frequency expectations.

Travel - Up to 60%

The Ideal Candidate

Here at Dechra we pride ourselves on being an inclusive employer and we embrace candidates from all walks of life. We’re particularly excited to hear from those who have/are:

Minimum 5 years of relevant selling experience
Demonstrated enhanced strategic selling skills
Analytical skills- assess, design and sell a given solution
Ability to market and sell complex integrated solutions
Negotiation and relationship building skills, and the ability to work in a fast pace environment
Proven business and financial acumen with budgeting and forecasting experience
Success in previous roles including creatively finding opportunities or solving problems to drive sales performance
Act as a change agent and agile learner
Creates and uses analytics and insights to enhance decision-making and tactical execution
Customer focused professional demeaner and presentation style
Computer skills (MS Office and ability to learn Dechra systems)
Bachelors Degree in Business Administration, Sales, Marketing or related field

About the Company

As a people first values-based culture, we provide free weekly wellness sessions focused on our employee's physical and mental wellbeing, and flexible work arrangements. We offer a generous employer 401k match and an other incentives for long-term financial wellness. Our full array of health, financial and voluntary benefit programs are what you would expect from a recognized Best Place to Work.

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