Remote Account Manager (RAM) Lead (home-based)

At Elanco (NYSE: ELAN) – it all starts with animals!

As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. We’re driven by our vision of ‘Food and Companionship Enriching Life’ and our approach to sustainability – the Elanco Healthy Purpose™ – to advance the health of animals, people, the planet and our enterprise.

At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.

Making animals’ lives better makes life better – join our team today!

Position Description:

This role will focus on delivery of RAM sales activities while building a business case and strategy to increase the team, alongside the Head of Sales.

The RAM lead actively participates in annual one team planning, driven by customer and sales analysis.

The RAM team works in conjunction with the field sales team, increasing the reach, frequency and value of our customers. They will demonstrate the value of Elanco products to enhance customer adoption of our brands, with timely account follow-up and tool selection to meet sales objectives.

They must deal with all aspects of the commercial relationship: carry out prospecting actions, promote products and services, order taking, management of customer questions on Elanco products or services, and forwarding those to the appropriate Elanco team when needed. The RAM team generate sales directly or indirectly through remote calls and/or other virtual channels to our veterinary customers.

RAM is a key pillar of our omnichannel strategy and must collaborate closely with marketing to enhance the customer experience.

RAM is held accountable for delivering sales results through the application of our Customer Value Selling (CVS) model, implementing agreed tactics and meeting identified KPI’s.

Key responsibilities:

REMOTE SALES COMPETENCES

• Meets expectations of S4/5 sales competencies
• Generates demand with identified accounts and influencers.
• Conducts remote customer meetings, implementing and executing marketing programs and value add customer initiatives.
• Utilizes Elanco CRM to identify customer opportunities to bring value and increase touchpoints.
• Masters the virtual communication platform of MS Teams/Zoom, phone, etc., to ensure effective sales interactions, meeting customers’ needs, virtual learning, communication, and purchasing preferences.
• Disciplined reporting of all call reports, territory intelligence and detail customer information within designed CRM respecting defined KPIs.
• Develops and manages long term relationships with key target customers to uncover needs, identify opportunities and generate recommendations to achieve sales targets.
• Leverages omni-channel approach to remotely engage specific customers with customized content and offers.
• Implements the vet channel marketing and sales strategy
• Participates in customer events/internal meetings when requested (Virtually and F2F).
• Schedules calls and meet customers via phone/video/e-mail etc. while considering the priorities of customers and Elanco to reach sales targets.
• Maintains effective communication within business unit (Sales, Marketing, Technical and Business Operations teams), responds with agility to the needs of customers and supports peers.
• CRM Data Stewardship: Inside Sales will be responsible for updating relevant information in Elanco’s CRM system, such as customer contact details, person and business account e-mails, updated phone numbers and any other relevant information that leverages omnichannel approach.
• Takes orders and processes them in accordance with our internal procedures.
• Provides "after-sales service": answers questions or referral to relevant teams (sales/technical or marketing)
• Monitoring of average prices and price scales within the internal price list
• Implements customer net prices including price increases in the market and adjusting rebates transparently as appropriate
  
  

BUSINESS DEVELOPMENT

• Analyzes and leverages territory data to accomplish territory objectives. Work with Customer Facing Sales Team to advance or implement sales cycle tactics, increasing penetration and sales of targeted Elanco products.
• Complete all sales objectives and key sales metrics.
• Develop the client portfolio in alignment with local business strategy.
• Respond to customer requests/questions/complaints to grow sales in accordance with our commercial policy.
  
  

ELANCO PRODUCT KNOWLEDGE

• Technically proficient in Elanco focus products and disease states and a broad knowledge of the complete portfolio and competitive products to leverage sales and support customers.
• Adheres to all Elanco pharmacovigilance policies and procedures.
• Utilizes internal resources to provide the best information to the veterinarian in an efficient manner.
• Ensures compliance with: Code of Conduct, Ethics and Compliance, Health, Safety and Environment policies, information, and privacy protection regulations, FRAP and others related to their area of work.
  
  

Basic Qualifications (education, experience and/or training, required certifications):

• Passion for the animal health industry, customer service, sales and teamwork
• Minimum bachelor’s degree or equivalent required.
• NOAH qualified
• 5 years sales experience, preferentially with tele-sales component, animal health industry experience.
• Excellent interpersonal and communication skills
• Leadership experience preferred
• Good IT skills
• Ability to analyze sales data, evaluate performance and prioritize strategy and targets
• Excellent communication and presenting skills using a variety of platforms
• Strong learning agility
• Organizational and implementation skills
• Ability to work independently and be results driven.
• Personal accountability with high initiative and sound work ethics
• Knowledge of Office 365 applications.
  
  

Additional Preferences: Experience of establishing new teams, leading teams, budgeting, strategizing and influencing

Other Information:

• Ability to work in home office environment for extended periods.
• Limited travel may be required, based on internal and external meeting business needs
  
  

Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status