Strategic Account Manager - Pilgrims

Ceva Animal Health is a global leader in animal health, dedicated to researching, developing, producing, and supplying innovative health solutions for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats), and wildlife. Our vision, “Together, Beyond Animal Health,” emphasizes the interconnected health and wellbeing of people, animals, and our planet. Ceva is committed to a "One Health" approach and fosters a diverse, equitable, and inclusive workplace. We welcome the employment of people with disabilities and will provide reasonable accommodations throughout the interview process.

About the role

As the Pilgrims Strategic Account Manager (SAM) within the US Poultry Business Unit, you will be responsible for US sales and customer relationship management for all Pilgrims operations. You will optimize the penetration of Ceva’s solutions—vaccines, equipment services, and Genesys-specific contracts—by developing and implementing Account Business Plans to grow sustainable, value-based partnerships with key customer stakeholders.

Responsibilities

• Develop and maintain collaborative relationships with Pilgrims US veterinary services, live production, and executives, managing all sales and service aspects of Ceva’s business with assigned accounts.
• Gather information to create a solid Strategic Account Plan and co-develop annual sales forecasts with customer decision-makers for production and budget purposes.
• Differentiate Ceva’s offerings to drive market leadership and penetration, fostering mutual growth based on customer needs.
• Ensure communication with all key customer stakeholders involved in the decision-making process.
• Develop a 2-3 year Strategic Accounts plan, review it with leadership, and execute Ceva solutions while driving customer satisfaction.
• Provide accurate and timely sales forecasts to optimize resource planning and negotiate annual contracts/bids where appropriate.
• Analyze expenses for Account Plan execution, deploy resources, and track associated costs.
• Plan, organize, and facilitate regular business reviews (PULSE Meetings) with key stakeholders at assigned accounts.
• Build effective collaborative relationships with local and complex-level departments to strengthen the account team.
• Ensure close collaboration among Ceva teams supporting assigned accounts, including Veterinary Services, Vaccination Services, Equipment, Customer Supply Services, and Scientific Services.
• Regularly communicate the Account Plan to Area Sales Managers and Territory Sales Managers to align the Total Account Team.
• Prepare impactful presentations to align Ceva’s organization on strategy with assigned accounts, ensuring best-in-class execution.
• Track daily, monthly, and quarterly sales results and other key performance indicators for assigned accounts.
• Review progress with territory and area sales management teams at least once a month and ensure fulfillment of customer commitments for contracted volumes.
• Report sales results monthly at US Poultry business reviews and keep the Vice President of Sales and Marketing updated on pertinent results.
• Complete other duties as required.

Qualifications

• Bachelor’s Degree in Poultry Science, Marketing, Business Management, or a related discipline (required).
• Confirmed and successful commercial sales experience, with specific experience in managing contracts and bids.
• At least 7 years of first-hand experience as a sales manager of large accounts, including closing deals and building customer relationships.
• Direct poultry live production and/or vaccine or pharmaceutical (medicated feed additive) experience.
• Knowledge of how gender sorting can improve and work within different production models.

Skills

• Shape solutions out of complexity: Ability to navigate and simplify complex challenges.
• Client focus: Prioritize and address customer needs effectively.
• Collaborate with empathy: Work effectively with diverse teams and stakeholders.
• Engage and develop: Foster growth and development in yourself and others.
• Drive ambition and accountability: Take ownership of goals and deliver results.
• Influence others: Persuade and align stakeholders toward shared objectives.
• Knowledge/Business acumen: Understand industry trends, key performance indicators, and competitive offers.
• Customer Knowledge: Deep understanding of customer challenges, competitor activities, and ROI of Ceva’s solutions.
• Strategic Agility: Translate Ceva’s and clients’ strategic visions into actionable objectives.
• Co-Creation of Value Proposition: Develop complex solutions to address specific customer needs.
• Negotiation and Conclusion Skills: Navigate client decision-making processes and secure mutually beneficial agreements.
• Commercial communication: Ask targeted questions, handle objections, and deliver clear, concise messages.

Schedule

• 50% domestic travel required, including local US travel to customer headquarters and complexes.
• Company truck provided for travel within driving distance; air travel provided for non-local customer locations.

Physical Requirements

• Ability to sit in a vehicle or airplane for up to 8+ hours per day.

Location: Atlanta, GA