Key Account Manager - POM VPS - Wales, Midlands, Anglia

Description

Job purpose:

This role covers Wales, The Midlands and Anglia

This field-based position is responsible for the strategic management of key accounts for trade livestock and equine business. The Key Account Manager engages with the leadership of their designated key accounts to identify joint business opportunities and bring them to fruition. They develop and execute account plans aimed at meeting joint objectives.

The person in role is required to develop mutually beneficial long term partnerships with our customers. They maintain these relationships alongside other internal stakeholders, with the appropriate quantity & quality of activity. They work collaboratively to utilise the resources from the business unit, the Leadership Team to bring a significant level of knowledge and expertise to the customer.

This role contributes to the overall success of Zoetis by delivering against sales growth & market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

Core responsibilities:

Strategy & Planning

• Develop the key account strategy and align activities and key account plans to marketing programmes and management direction
• Develop and maintain key account plans based on detailed analysis of the customer’s needs
• Observe industry trends and issues. Identify commercial opportunities when they arise and capitalize on them
• Use internal and industry data to anticipate factors affecting commercial activity
• Ensure customer information and activity reports are continuously updated through CRM system
• Maintain high level of expertise with the evolving portfolio of products, services, pricing and competition

Sales

• Deliver agreed sales targets, growth and market share gains for specified product lines
• Analyse and interpret territory and customer potential, sales and growth opportunities
• Ensure clear and specific objectives exist for each occasion of customer activity
• Identify the decision makers and key influencers in our customers businesses, whether direct – Procurement and Commercial teams, or indirect – L&D, HR, Customer Services. Use the network of contacts effectively.
• Manage the account towards the goal of linking Zoetis, our products and our services to the long term business needs of the customer
• Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing

Relationships

• Develop mutually beneficial and productive long term partnerships with our customers based on high quality interactions and exceptional provision of service
• Implement bespoke solutions for the customer, utilising all available resources and tools
• Address the specific and individual needs of customers proactively and effectively
• Work effectively at all levels in the team to coordinate available resources in line with account sales
• Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas
• Share detail of the management of key accounts with colleagues throughout the business unit

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
• Maintain detailed and accurate business records

Key Skills:

Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Commercially mentality and focus on financial results
• Relationship and stakeholder management, interpersonal skills and influencing abilities
• Strong written and verbal communication skills
• Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
• Drive and resilience, demonstrated with a persistent attitude
• A focus on planning and strategic goals

Behaviours:

Our Colleagues make the difference

• Keep your selling skills sharp and drive your team’s ongoing learning. Train, and retrain
• Be an expert on your products – know them inside and out, and continue to learn
• Harness the momentum from success and the learnings from failure. Use it to drive the team forward

Always do the right thing

• Sell what you know your customers need; what you know will work for their business
• Uphold the highest standards of professionalism, honesty and integrity with the customer
• Help build the reputation of our brand by understanding and supporting the things that we stand for

Customer obsessed

• Know your account holders. 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
• Make realistic and achievable commitments to customers that work for our business whilst benefiting theirs
• Develop motivated , positive and empowered individuals and bring them together in a high performing team

We are one Zoetis

• Show the customer a united team that speak with one voice
• 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

Experience:

• Experience in a commercial industry
• Experience in a sales role, either field sales or business to business selling
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Travel Requirements:

• High frequency of travel
• Full driving licence required

About Zoetis

At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues’ careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

Diversity, Equity & Inclusion

Connected to our purpose and Core Beliefs, at Zoetis, we lead with inclusion. Our Diversity, Equity & Inclusion (DE&I) focus helps create an environment where each colleague can thrive. Our commitment to DE&I begins with our leadership team of diverse backgrounds, experiences and ethnicities, and it is demonstrated in our support of our colleagues and the animal health industry. We have nine colleague resources groups whose members spread awareness, foster inclusivity and make a positive impact on our business and communities.

Our commitment to advancing Diversity, Equity and Inclusion has earned us recognitions as a 2024 Catalyst Award recipient and a Top 50 Company for Workplace Fairness by Fair360 (formerly DiversityInc). Zoetis has also been named a Best Place to Work for LGBTQ+ Equality, a Best Company for Working Parents, a Top Company for Executive Women, among many others. Learn more here.

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