Location: Norfolk/Suffolk Only
Additional Location : Stowmarket- central location
States considered:
Role Description
Job Title : Account Manager (AM)
Team : East
Business Unit : Companion Animal
Location : UK Field Force
Reporting to : Area Business Manager (ABM)
Managed Resources • TBC
Description
Job Purpose
The purpose of this field-based position is to sell designated product lines to an agreed portfolio of Independent customers and Corporate accounts; veterinary practices.
The person in role is required to develop mutually beneficial and productive partnerships with our customers, and to maintain these relationships with the appropriate quantity & quality of activity.
This role contributes to the overall success of Zoetis by delivering to at least the sales growth & market share gain targets for the designated product lines and growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.
Core Responsibilities
Planning
- Maintain high level of expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends.
- Develop and maintain account plans in collaboration with Veterinarians and ABMs.
- Work in close collaboration with Key Account Managers to understand strategy and plans. Deliver on these plans to your corporate customers.
- Ensure customer information and call reports are continuously updated through CRM system in line with national KPI’s.
- Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.
- Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets.
Relationships
- Develop mutually beneficial and productive partnerships with our customers based on high quality account plans.
- Implement bespoke customer solutions utilising all available resources including products, value add services and Veterinarians.
- Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas.
Call activity
- Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers.
- All booked appointments are entered into the CRM system with a clear pre-call plan included in line with the solution selling model.
- Ensure clear and specific objectives exist for each individual call.
- Deliver relevant marketing messages, product information and programmes consistent with management direction in line with Solution Selling model.
- Proactively identify customer opportunities and capitalize on them.
- Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing.
- Accurately record call activity in the CRM system, in line with company guidance.
- Ensure clear and timely follow up plan is in place and actioned.
Sales
- Deliver agreed sales targets, growth and market share gains for specified product lines.
- Use Solution Selling model effectively. Connect customer needs with Zoetis products and services.
- Negotiate to a position of win:win:win. Know the impact on the account holder and the end customer.
- Interact with the customer with the goal of linking Zoetis, our products and our services to the long-term business needs of the customer.
Compliance
- Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel & expenses policy and local codes of practise.
- Attain AMTRA qualification within three years of employment with Zoetis.
- Maintain accurate business records including CRM and communicate effectively with the Area Business Manager and other stakeholders.
- Manage allocated customer support budget with tight control to avoid overspends.
Key Skills
Capability in, or potential to develop;
- Skills in sales and negotiation including virtual selling
- Communication and influencing skills
- Relationship management ability; can build successful and effective relationships
- Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
- Account and stakeholder management skills. Focus on planning, with balance of tactical management with day-to-day operational requirements
- Ability to work independently
- Drive and resilience, demonstrated with a persistent attitude
Behaviours
Our Colleagues make the difference
- Keep your selling skills sharp. Train, and retrain.
- Be an expert on your solutions – know them inside and out, and continue to learn.
- Use the experience from setbacks and failure to drive your future success.
Always do the right thing
- Sell what you know your customers need; what you know will work for them.
- Help build the reputation of our brand by understanding and supporting the things that we stand for.
Customer obsessed
- Know your vets. Know more than just their names, know their business.
- Establish effective and lasting relationships with customers that build loyalty to our brand.
Run it like you own it
- Ground all account plans in commercially sound thinking.
- Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better.
We are one Zoetis
- Give the team timely information and support that helps them to deliver their role.
- Know what’s going on around the business and talk about it to your customers.
- Communicate across roles, across regions, across species.
Training & Qualifications
- No minimum level of education or qualification is required for this role
Experience
- Experience in role dealing directly with customer
- Experience in a customer focused industry
- Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed
Travel Requirement
- High frequency of travel within designated region. Drivers License required
Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.
Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.