Job Title: Account Manager (AM) - Companion Animal (Herts/Beds/Bucks)
Team: East
Business Unit: Companion Animal
Location: UK Field Force - Companion Animal (Herts/Beds/Bucks)
Report to: Area Business Manager (ABM)
Managed Resources: TBC
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 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.
* 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 experience gained in industries or sectors outside of Animal & Human Health are welcomed
Travel Requirement
High frequency of travel within designated regions. Drivers Licence required
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