Key Account Manager - Ruminants

Role Purpose The Key Account Manager is responsible for developing and growing key customer relationships across the UK and Ireland, with a focus on both maximising existing business and unlocking new, underdeveloped opportunities. The role manages a small number of strategically important accounts, including large corporate customers and buying groups. It requires a planned, insight‑led, and collaborative approach, with a strong emphasis on education, long‑term value creation, and partnership rather than transactional selling. Key Responsibilities Strategic Account Planning - Develop, implement, and regularly review robust Account Business Plans, aligned to area and country priorities. - Analyse account needs, required resources, activity levels, and costs to deliver agreed plans. - Track performance against plan, including sales results, key account KPIs, and return on investment. Customer Relationship Management Value Creation - Build and maintain strong, long‑term relationships with key customers and decision‑makers. - Align customer needs with company solutions to create mutual, sustainable value. - Take an educational and consultative approach, particularly with buying groups. - Challenge customer thinking respectfully to support positive behavioural change. Commercial Financial Delivery - Co‑develop annual sales forecasts with customers and internal teams. - Lead contract negotiations where required, ensuring balanced and sustainable outcomes. - Quantify customer challenges and opportunities and translate them into value‑adding solutions. - Monitor the impact of key account activity on revenue, investment, and profitability, including contribution to profit and loss. Market Development – Ireland - Identify and prioritise potential key accounts in Ireland. - Build credibility and relationships where little or no existing presence exists. - Establish a structured approach to market entry and long‑term account development. Cross‑Functional Stakeholder Working - Proactively plan and lead structured customer meetings and account reviews. - Work closely with Sales, Marketing, Technical, Veterinary, Services, and Business Unit colleagues to deliver account objectives. - Support and coordinate territory sales teams to help them achieve key account goals without duplicating activity. - Communicate account progress, risks, and opportunities clearly to local and area management. Technical Skills Experience - The successful candidate will demonstrate strength in the following areas: Strategic Planning Value Creation - Ability to translate business and customer strategy into clear account plans. - Experience developing value‑based, customer‑specific solutions. Market Knowledge Business Acumen - Solid understanding of market dynamics, customer environments, and internal processes. - Ability to gather and interpret market, customer, and organisational information. Customer Knowledge - Strong understanding of customer structures, decision‑making processes, and success drivers. - Ability to identify decision‑makers, uncover underlying needs, and demonstrate return on investment. Negotiation Closing - Confident in negotiation and contract discussion at key account level. - Uses customer motivations and needs to build qualitative and quantitative win‑win proposals. Communication Presentation - Clear, structured, and confident communicator at all organisational levels. - Able to handle objections, difficult discussions, and challenge constructively.