Job description
Role
Companion Animal Account Manager - South West Scotland Region - (you must live within the region)
Our Company: Zoetis
Zoetis is a leading global animal health company dedicated to discovering, developing, manufacturing and commercialising a diverse portfolio of animal health medicines and vaccines to meet the needs of veterinarians, livestock farmers and companion animal owners. Our Vision is for our products, services and people to be the most valued by animal health customers around the world.
Zoetis is based on 60 years of experience in delivering quality medicines and vaccines, complemented by diagnostics products and genetics tests and supported by a range of services. Our mission is built on a six-decade history and singular focus on animal health to bring customers quality products, services and a commitment to their businesses.
Zoetis is a $4.2B Animal Health business, with products sold in 120 countries. We have approximately 9,500 colleagues globally with diverse skills across various capabilities and functions
Job Purpose
The purpose of this field-based position is to sell designated product lines to an agreed portfolio of customers; veterinary practices.
The person in role is required to develop mutually beneficial and productive long term partnerships with our customers, and to maintain these relationships with the appropriate quantity & quality of activity.
Deliver at least agreed sales targets, growth and market share gains for specified product lines
This role contributes to the overall success of Zoetis by delivering against sales growth & market share gain targets for the designated product lines.
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, product specialists and ABMs
- Ensure customer information and call reports are continuously updated through CRM system
- 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 long term partnerships with our customers based on high quality account plans
- Implement bespoke customer solutions utilising all available resources including products, value add services, veterinarians and product specialists
- Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas
- Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers
- 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
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
- Exceptional sales ability
- Strong communication, influencing skills
- Builds successful and effective relationships
- A strong focus on planning, and a balance of tactical planning with day to day operational requirements
- Ability to work independently
- Drive and resilience, demonstrated with a persistent, never give up attitude
- Confidence, likability and an authoritative personality
Behaviours
- 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
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
- Sales qualification e.g. AMTRA is desirable
- Current passport and valid driving licence
- IT literate. Able to use standard business software and communication tools
Experience
- field sales representative
- employee in animal health industry or a related industry
- employee in a customer facing role
Travel Requirement
- High frequency of travel within region
- The successful candidate will be required to live on territory
About Zoetis
At Zoetis we are passionate about our customers and the animals in their care. We discover, develop and manufacture the world's most innovative and effective products for animal health-medicines, vaccines, diagnostics, genetic tests, biodevices-and we are creating the next generation of integrated solutions and services to support this evolving industry. We know our people drive our success. Our colleagues are proud of our company culture and the meaningful role we play in caring for animals. The Zoetis Core Beliefs define the commitments we make to our colleagues, customers and stakeholders every day. They have guided the creation of our award-winning workplace and our proud position as a leading partner of choice in animal health.
Diversity, Equity & Inclusion
Our Colleagues Make the Difference, and we know their differences make Zoetis stronger. We strive to create an environment where each colleague feels valued and cared for and where we can be our best every day. Our Diversity, Equity & Inclusion (DE&I) focus and commitment begins with our leadership team of diverse backgrounds, experiences and ethnicities (50% of our executive team members are women), and it is demonstrated in our support of our colleagues and industry. Our Diversity, Equity & Inclusion Council, representing colleagues across locations, functions and communities, serve as ambassadors and champions for DE&I initiatives. In addition to the Diversity, Equity & Inclusion Council, Zoetis has six colleague resource groups that bring together colleagues who share similar backgrounds, experiences, or interests and work together toward goals aligned with our strategic business priorities.
Our commitment to advancing Diversity, Equity and Inclusion has earned us recognitions as a Best Place to Work for LGBTQ Equality , a 100 Best Company for Working Mothers , a Top Company for Executive Women , among many others .
For animals. For health. For you.
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