Diagnostic Specialist (Marche, Abruzzo)

Description

POSITION SUMMARY:

The purpose of this field-based position as a Diagnostics Specialist is to generate sales by calling on existing customers, self-generated prospects and all potential animal health or research opportunities and provide onsite support to veterinary practices, laboratory research, and veterinary academic settings being responsible for the overall business health and customer satisfaction of their assigned territories.

Assigned territory: Marche, Abruzzo

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, Account Managers and Area Business manager
• Responsible for identifying, quantifying, qualifying, tracking, and evaluating Veterinary Practice performance; and, for facilitating, developing, designing and implementing clinic workflow processes that improve overall customer experience with our products.
• 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 Business Consultants
• Works with the Area Business Manager, Professional Service Veterinary Manager and Account Managers to identify and report opportunities for additional analysers in customer accounts as well as new opportunities through referrals from existing customers.
• Identifies opportunities for the sale of additional diagnostic equipment and consumables into existing customers in order to maximise their profitability and customer service.
• Identifies opportunities for the sale of additional diagnostic equipment and consumables into existing customers in order to maximise their profitability and customer service.
• 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
• Identifies clear target list of priority customers, liaise closely with your local AM to coordinate customer knowledge and relationship.
• Respond to referral leads from the regional team and work closely to meet customer needs in the knowledge and understanding of the diagnostic equipment.
• 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 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
• Knows their stuff – able to retain and recall product information to a detailed level
• 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 self-confident personality
• Stakeholder management – effective at using stakeholders as resources

TRAININGS & QUALIFICATIONS:

• Sales qualification e.g. AMTRA is desirable
• Relevant technical / clinical and Diagnostic equipment experience in the veterinary, medical or scientific industry is essential and has a knowledge of veterinary practice purchasing and operations processes
• Experience of providing training / coaching to groups / individuals
• Current passport and valid driving licence
• IT literate. Able to use standard business software and communication tools

EXPERIENCE:

As either a:

• Field sales representative
• Diagnostics Technician preferred
• Customer facing role

TRAVEL REQUIREMENT:

High frequency of travel within assigned territory.

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.

Global Job Applicant Privacy Notice