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The Distributor Account Executive is responsible for driving sales growth across assigned distributor accounts while building and maintaining long-term strategic business relationships. This role serves as a primary point of contact for distributor partners, supporting product education, promotional initiatives, sales planning, customer satisfaction, and market development.
The Distributor Account Executive works closely with distributor management and sales teams, Neogen Sales, Marketing, Customer Service, and other internal partners to increase product awareness, strengthen distributor engagement, expand market share, and achieve assigned revenue goals.
Key Responsibilities
Distributor Relationship Management and Sales
- Manage and develop relationships with assigned distributor accounts through telephone, email, virtual meetings, and in-person engagement.
- Promote Neogen products and communicate product features, benefits, applications, and updates to distributor partners.
- Develop and execute account and territory sales plans designed to increase revenue, market penetration, market share, and profitability.
- Build relationships with distributor management, inside sales representatives, and outside sales representatives.
- Maintain consistent communication with distributors to monitor customer satisfaction, identify opportunities, and resolve concerns.
- Identify opportunities to expand product adoption within existing distributor accounts.
- Quote approved pricing and support customers through the sales process.
- Meet or exceed assigned sales and revenue objectives.
- Support the sales efforts of other Neogen team members as needed.
Distributor Training and Enablement
- Deliver product presentations and training to distributor inside and outside sales teams.
- Educate distributor representatives on Neogen products, applications, promotions, and sales opportunities.
- Develop and maintain relationships with distributor sales representatives using distributor rosters, directories, and CRM information.
- Provide distributor teams with information and resources needed to effectively position and sell Neogen products.
- Promote monthly specials, campaigns, and other sales initiatives to distributor sales teams.
Account Planning and Commercial Execution
- Develop account-specific plans of action and strategies to increase sales and penetrate new markets.
- Partner with distributor management to develop, secure commitment to, and execute marketing programs and promotional initiatives.
- Participate in annual sales and budgeting activities.
- Monitor assigned account performance and identify opportunities to improve revenue, product mix, and customer engagement.
- Analyze and manage expenditures in accordance with established budget requirements.
- Support business planning and forecasting activities for assigned accounts and territory.
Customer and Market Insights
- Conduct market analysis and research to identify customer needs, competitive activity, and market opportunities.
- Monitor competitive positioning and communicate relevant market intelligence internally.
- Document customer questions, product requests, feedback, and potential opportunities.
- Review industry publications and market information to remain current on industry developments.
- Share relevant market, competitor, and customer insights with appropriate internal teams.
- Partner with Marketing and Sales colleagues to develop promotional concepts, sales materials, and market-development initiatives.
Sales Activity and CRM Management
- Maintain required levels of documented sales activity and customer engagement.
- Record customer interactions, sales activity, purchases, opportunities, and customer feedback within the designated CRM system.
- Complete applicable sales call reports, account documentation, and other required reporting.
- Maintain accurate distributor and customer account information.
- Track sales opportunities and follow up on customer and distributor commitments.
- Prepare and maintain sales activity reports and related documentation.
Trade Shows and Industry Engagement
- Represent Neogen at applicable industry trade shows, meetings, distributor events, and customer activities.
- Promote Neogen products and services at industry events.
- Build relationships with distributor representatives, customers, and other industry contacts.
- Gather information related to market trends, competitors, customer needs, and potential product opportunities.
- Support identification of potential products or opportunities for distribution, OEM relationships, or future development.
Order and Customer Support
- Support distributor order activity and coordinate shipping or delivery requirements as needed.
- Assist with resolution of customer billing, collection, order, or service issues in partnership with appropriate internal teams.
- Provide timely follow-up to distributor and customer questions.
- Partner with internal teams to support a positive distributor and customer experience.
- Perform other duties as assigned.
Basic Qualifications
- Bachelor’s degree from an accredited four-year college or university.
- One or more years of professional sales experience in agriculture, animal health, veterinary, distribution, or a related industry.
- Experience managing customer or distributor relationships.
- Experience developing or supporting sales plans, account strategies, or business-development activities.
- Experience using Microsoft Office applications.
- Experience using a CRM system.
- Ability to calculate discounts, markups, margins, commissions, percentages, proportions, and sales volume.
- Ability to prepare business correspondence, sales reports, presentations, and customer communications.
- Ability to communicate product, sales, and business information effectively to customers, distributors, and internal stakeholders.
- Valid driver’s license and ability to meet applicable travel requirements.
- Ability to travel approximately 25–30%, including overnight travel.
Preferred Qualifications
- Experience selling products within animal health, veterinary, agriculture, food safety, diagnostics, or a related market.
- Experience managing distributor or channel partner relationships.
- Experience working with distributor inside and outside sales teams.
- Experience developing distributor promotions, sales campaigns, or joint business plans.
- Experience delivering product or sales training.
- Experience with territory planning, sales forecasting, and account performance analysis.
- Experience selling through distributor or channel-based sales models.
- Experience working with CRM reporting, pipeline management, and sales activity tracking.
- Experience participating in industry trade shows, customer events, or distributor meetings.
Knowledge, Skills, and Abilities
- Strong account management and relationship-building skills.
- Ability to develop and execute account and territory sales strategies.
- Strong customer service and problem-solving skills.
- Ability to analyze sales performance, market information, and customer trends.
- Strong presentation and training skills.
- Ability to influence and engage distributor sales teams.
- Strong organizational and time-management skills.
- Ability to manage multiple accounts, priorities, and initiatives simultaneously.
- Ability to work independently in a remote environment while collaborating effectively with internal and external partners.
- Strong written and verbal communication skills.
- Ability to use CRM and other business systems to document activity, manage opportunities, and support reporting requirements.
Sales Activity Expectations
This position requires consistent distributor and customer engagement. The Distributor Account Executive is expected to maintain documented sales activity, customer visits, and distributor engagement in accordance with established sales leadership expectations and business needs.
Travel and Work Location
This is a remote position requiring regular communication and collaboration with distributor partners, customers, and internal Neogen teams.
Approximately 25–30% overnight travel is required. Travel may include distributor locations, customer meetings, trade shows, industry events, training activities, and other business-related travel.
The position requires the ability to obtain rental transportation and any applicable vendor licenses or registrations required by regulatory or state agencies.
Physical Demands
The physical demands described are representative of those required to successfully perform the responsibilities of this position, with or without reasonable accommodation.
The employee is regularly required to communicate, use a computer and other office equipment, and perform work from a seated or standing position. The role may occasionally require walking, bending, reaching, or other physical movement associated with travel, customer visits, trade shows, and business activities.
The employee must be able to occasionally lift, carry, push, or move items weighing up to 50 pounds, with or without reasonable accommodation.
About Neogen
Neogen is a global company focused on protecting the world’s food supply. We provide products and solutions that support food safety, animal safety, and related industries, helping customers detect risks, improve quality, and protect both people and animals.
At Neogen, we believe that taking care of our employees allows them to do their best work. When you join our team, you'll enjoy competitive benefits and the opportunity to make a meaningful difference every day.
Benefits Include
- Benefits starting on Day One: Medical, dental, and vision coverage begin on your first day of employment.
- 401(k) with company match: Invest in your future with retirement savings and company contributions.
- Paid Time Off: Enjoy generous paid time off so you can rest, recharge, and spend time with those who matter most.
- Career Growth Opportunities: We are committed to providing the tools, training, and support to help employees grow their careers.
- Meaningful Work: Be part of a team whose work has a real impact on customers, communities, and the world around us.
- Collaborative Culture: Join a team that values innovation, respect, teamwork, and continuous improvement.
Interested? We’d Like to Hear from You.
If this role sounds like a place where your skills and experience could make an impact, we encourage you to apply. You may have experience that does not fit neatly into every line of a job description. What matters most is whether you can successfully perform the core responsibilities of the role and are interested in contributing to the work ahead.
Equal Opportunity and Accommodation
Neogen is an Equal Opportunity Employer and provides equal employment opportunities to all applicants and employees without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law.
Employment is contingent upon successful completion of applicable pre-employment requirements and verification of identity and authorization to work in the United States.
Come build your future with us while making a difference every day.
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Come Be Part Of A Mission that Matters!From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.
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