The Key Account Manager needs to:

• Develop/preserve effective relationships and communications with the Key

Account Stakeholders for each Account, in order to drive alignment between Company

and the Customer.

• Co-develop annual Key Brand Sales Forecasts with the Customer, to meet Production-

and Budget needs.

• Differentiate Company offerings, to create mutual value based on Customer needs.

• Continuously explore new opportunities for value creation with the Customer.

• Execute Company’s solutions with the proper resources, listen to Customer feedback and drive Customer satisfaction.

2. Preparing & Executing the SAM/KAM Plan:

• Develop a robust Accounts business plan in line with Area priorities and review it on a regular basis with the local

team and management.

• Provide the Management team with accurate, and timely, Sales Forecasts, in order to

optimize proper resource planning.

• Analyse what is required to execute the Account Plan, deploy available resources and then track related expenses.

• Support and coordinate the Account teams’ actions (Sales, Veterinary Services and Business Unit Manager etc.) related to the Key Account in their Territory

3. Developing & Preserving Market Leadership:

· Proactively schedule and facilitate Meetings.

 · Investigate Customer problems, in order to develop potential value-added business opportunities.

· Quantify the impact of Customer problems and share it with them, positioning Company solutions in a way that demonstrates they can help mitigate this impact.

4. Sharing Market Insights:

· Lead a monthly review of the Account Plan with the team (incl. Veterinary Services & Business Unit Manager etc.), in order to adjust the Account Plan, as needed, and promote maximum effectiveness.

5. Managing Sales Results & Outcomes:

· Track Sales results, and other Business key performance indicators for Key Accounts.

· Have an awareness of the impact to Company’s Profit & loss statement, of executing specific solutions/investments for Key Accounts in the Country.

· Review progress with the team (e.g. Veterinary Services & Business Unit Manager etc.) every month.

· Develop strong collaborative relationships across the different local services (SAM/KAM, Marketing, Technical Services etc.), in order to build a strong Key Accounts Team.