Sr. Manager - Strategic Account Representatives (Corporate Accounts)

We understand that the world we want tomorrow starts with how we do business today, and that's why we're inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other's growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care. Current Associates will need to apply through the internal career site. Please log into Workday and click on Menu or View All Apps, select the Jobs Hub app, then click the magnifying glass to Browse Jobs. The Sr. Manager, Strategic Account Representatives (SARs) is responsible for setting the strategy and create processes, tools, resources and consistent execution of initiatives within our corporate partners. This people leader is responsible for growing existing accounts of through demand generation and successful pull through of current and future agreements. Through these efforts, the team will retain and grow Antech's customer base. This leader will support the team's key objective of providing excellent customer support for Antech's customers, grow existing customer's reference lab and in-house diagnostics portfolio by adding additional reference lab tests, in-clinic products, services &/or increase analyzer consumable &/or reference lab utilization. The Sr. Manager, SARs will proactively and frequently partner with Corporate Account Leadership to develop mutual growth strategies for the customer and Antech, deliver on business and sales goals, and hold the SARs to meet and exceed established goals. Essential Duties and Responsibilities Sets the strategy for the Corporate Accounts SARs Team and coaches direct reports on how to effectively pull through customer initiatives and agreements to achieve mutual growth. Collaborates with Corporate Accounts Leadership Team to develop and implement the right tools, processes and metrics that will enable tracking of progress toward goal attainment. Manage and coach on productivity gaps to ensure effective growth calls are executed with all assigned current customers on a regular cadence. Ability to drive solutions through strong understanding of customer segmentation and individual customer needs to achieve long-term customer retention. Partner with the Corporate Account Managers/Directors to ensure SARs are collaborating to identify, communicate and implement growth opportunities within hospitals. Monitors customer retention list on a monthly basis and customer growth goals to identify opportunities for growth or areas of attrition risk. Coordinate with Marketing and Sales team to target specific areas of customer growth and retention to deliver business and sales growth goals. Leads a positive culture as a senior member of the Corporate Accounts team and develop associates and create a talent pipeline for the organization. Work with the sales management team and marketing leadership to define, develop and implement compensation, budgets, quotas and objectives for all Antech sales goals - Inclusive of Sound and AIS. Develop and direct day-to-day activities that ensure that all goals are met. Identify and implement Key Performance Indicators (KPI's) and metrics that are aligned with sales priorities/objectives. Continue to develop ways to maximize team efficiency, quality, and the creation of mutual client relationships. Facilitate meetings with Corporate Accounts Leadership Team to monitor monthly sales and marketing initiatives/directives. Collaborate with marketing to develop strategic sales campaigns and initiatives including phone, web and e-mail based initiatives. Ensure team is keeping accurate records in Salesforce systems to stay current with performance reports on a weekly, monthly & quarterly basis. Effectively negotiate complex issues to uphold a high level of customer satisfaction and mutual growth. Navigates through ambiguous situations in a manner consistent with the Five Principles of Mars and uncompromising integrity. May be asked to participate in other initiatives, special projects and other duties as assigned Education and Experience Bachelor's degree in Business or relevant field, or equivalent experience 5+ years' sales experience required - preference for veterinary industry and/or diagnostics. 5+ years' experience as a Supervisor/Manager required Deep knowledge of Reference Lab, In-House Diagnostics and Imaging established over 8+ years of experience in the Veterinary Diagnostics field. Knowledge, Skills and Abilities Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and coaching ISRs on closing deals Ability to execute sales strategies in a complex, multi-faceted environment Ability to interpret data and themes from multiple sources of incoming information. Ability to differentiate core layers of business to separate Antech Diagnostics from competitors Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills. Proficient with Microsoft Office Travel Occasional Travel may be required. Working Conditions The associate is regularly required to apply manual dexterity, including hand/wrist flexibility, for computer keyboarding. The associate frequently is required to sit for extended periods of time, stand, walk, and reach with hands and arms. The associate is frequently required to hear and speak in order to use the telephone, make presentations and communicate with people in an office or virtual environment. The associate is occasionally required to sit and stoop, bend, kneel, or crouch. The associate must occasionally lift and/or move up to 15 pounds. The associate will primarily work in a typical office environment or a remote home office. The noise level in the work environment is usually moderate. The associate will be required to use a computer, spreadsheets, data base management, email, video conferencing and the Internet. The associate is frequently required to use a calculator; fax, copy machine, and phone system. The associate must occasionally use media equipment such as an overhead projector, PowerPoint, and Microsoft Teams. Environment where pets are present. We are a rapidly growing, stable company with excellent advancement opportunity. We offer a great benefits package and associate pet health benefits too! If you are passionate about animal healthcare, are motivated by making a difference we want to hear from you! We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement please see our career page at Antech Careers ()