Key Account Manager

It's fun to work in a company where people truly believe in what they are doing!

The Key Account Manager is responsible for managing 5–7 strategic distributor accounts as assigned by Neogen. This role focuses on driving sales growth, increasing market share, and building strong customer relationships within the assigned territory. The Key Account Manager will actively engage with distributors through in-person visits, phone, and digital communications to promote Neogen’s product offerings, train distributor sales teams, and implement marketing initiatives.

Core responsibilities include executing sales and marketing strategies, conducting regular customer outreach, analyzing market trends, and supporting trade show activities. This role also includes managing sales reporting, documentation in CRM, and coordinating with internal departments such as communications and finance. The Key Account Manager will be held accountable for achieving sales targets, maintaining customer satisfaction, and identifying new business opportunities, while providing ongoing support to the broader sales team.

ESSENTIAL FUNCTIONS:

·         Calls on distributors by telephone, e-mail, fax and in person and informs them of new and existing products and explains characteristics and benefits.

·         Makes presentations and trains distributor sales force (inside and outside) on company products.

·         Plans, gain commitments and implements marketing plans and promotions with distributor management.

·         Communicates with existing customer base on a consistent basis to: (1) monitor customer satisfaction; (2) resolve customer problems and concerns; and (3) monitor competitive position.

·         Develops sales plans (Plan of Action) and strategies to penetrate new markets and increase market share and profitability of territory.

·         Makes a minimum of 300 documented sales contacts and 15 customer visits per month. Reports must be turned in monthly.

·         Quotes approved prices and persuades prospects and customers to buy.

·         Works with communications department and other members of the sales team to develop marketing ideas.

·         Secures, records, and places distributor orders. Arranges shipping and delivery details as required.

·         Meets or exceeds budgeted sales revenues.

·         Supports sales efforts of other sales staff members.

·         Represents company and analyzes industry trade shows and meetings to: (1) promote products and services; (2) increase market and competitive knowledge; and (3) identify new products for distribution, OEM or development.

·         Maintains and develops lists of distributor sales representatives from distributor sales rosters and company directories.

·         Documents customer questions and answers.

·         Documents product requests by customers or potential clients.

·         Conducts market analysis and research as needed.

·         Reads industry publications to keep abreast of industry, shares articles of interest with organization.

·         Participates in annual budgeting process.

·         Analyzes and controls expenditures to conform to budgetary requirements.

·         Participates in the resolution of customer billing or collection problems.

·         Operates office machines such as computer, facsimile, copier and adding machine.

·         Copies data and compiles records and reports on sales activities. Records names, addresses, purchases, and reactions of customers and prospects solicited in CRM software program.

·         Completes field sales call reports.

·         Responsible for promoting monthly specials and call the inside and outside reps to detail specials

·         Other duties as assigned by the manager.

PREFERRED SKILLS & QUALIFICATIONS:

·         Bachelor’s degree and 1-2 years professional sales experience in agriculture or industry related field.

·         Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports and business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.

·         Ability to calculate figures and amounts such as discounts, mark up, margins, commissions, proportions, percentages and volume. Ability to apply concepts of basic algebra and geometry. Direct experience with personal computer, keyboard and software packages including Windows, Microsoft Office, Microsoft Project, and CRM. Computer used in 70% of job activities.

·         Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.

·         Current driver’s license, auto insurance, own vehicle transportation and ability to obtain vendor licenses from multi-regulatory and state agencies and commissions. Procure rental vehicle. 25 – 30% of time spent on overnight travel.

From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.