CEVA SANTE ANIMALE
Key Account Manager - Ruminants
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The success of a company depends on the passionate people we partner with.
Together, let's share our talents.
As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing, producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet.
We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife.
Indeed, Our “Together, Beyond Animal Health” vision emphasizes that the health and wellbeing of people, animals and our planet are totally interlinked. More than ever, Ceva is committed to a "One Health" approach.
As part of our “Diversity, Equity and Inclusion” policy, Ceva Animal Health is committed to the employment of people with disabilities and will make reasonable accommodations throughout the interview process to ensure an inclusive and accessible experience for all applicants. To request an accommodation, please contact a member of the Ceva Talent Acquisition team.
Your Missions
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.
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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.
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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.
Your Profile
Core Competencies
- Proactively manages own and others’ work, setting clear expectations and standards.
- Communicates transparently with honesty, clarity, and relevant data.
- Demonstrates a positive, collaborative mindset and values others’ input.
- Clarifies short-term direction and creates alignment through regular communication.
- Is open and curious about different perspectives, ideas, and trends.
- Keeps customer satisfaction in mind by responding accurately to needs and concerns.
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