Business Development & KAM Lead, Livestock and Equine

Description

Job Title:Business Development & KAM Lead, Livestock and Equine

Team: Livestock and Equine

Location: Leatherhead

Reporting to: Business Unit Director

Job Purpose:

The Business Development & KAM Lead is responsible for driving commercial performance and fostering strong relationships with Key Stakeholders including BU team, Commercial Operations Team, CKAMS and Customers. This role involves optimising the portfolio, business processes, enhancing revenue streams, and ensuring seamless communication across our team.

The Business Development & KAM Lead will be a member of the Livestock & Equine Leadership Team.

Core Responsibilities

Commercial Optimisation:

• Work closely with Commercial Operations Team. Analyse market trends and business performance to identify opportunities for growth and improvement.
• Work with BUD and Commercial Operations to develop and implement proposals and BU strategies to optimise pricing, product offerings, and sales processes.
• Monitor market key performance indicators (KPIs) and help with identification of proposals to support and align with strategies to achieve commercial targets.
• Collaborate with sales, marketing, and finance teams to align commercial objectives with overall business goals.

Corporate Liaison:

• Serve as the primary commercial point of contact for CKAMs fostering long-term relationships and supporting their BU knowledge.
• Facilitate communication between CKAMs and internal / external teams to ensure smooth execution and delivery.
• Address and resolve any issues or concerns raised by CKAMs in a timely and professional manner.
• Organize and participate in regular meetings with independent customers as well as CKAMs and their customers, review performance, gather feedback, and discuss future opportunities.
• Develop and lead tender process for LVS & EQ BU, and support CKAMs with any tenders they may leading which relate to LVS & EQ.

Planning:

• Contribute to the development of the BU commercial strategy and long-term business plans.
• Conduct market research and competitor analysis to inform strategic decisions.
• Identify and evaluate potential partnerships and business opportunities.
• Support BU with leadership for tenders / proposals / commercial scheme changes.

Business Development and Analytics:

• Work with the BUD and Species leads [Area Business Managers] to develop customer plans to drive further penetration of our key products.
• Analyse competitor performance and work with BU LT to develop clear plans to grow the business with a data driven approach.
• Prepare a variety of reports to provide understanding of short, medium and long term performance of our portfolio and gaps that need to be addressed.

Relationships:

• Work in constant partnership with internal stakeholders across the business units, commercial operations teams, and corporate key accounts teams and nurture productive relationships built on a common goal of commercial success and a shared desire to deliver for the customers in Livestock and Equine.
• Undertake responsibilities as a member of the BU LT
• Contribute to the success of the business unit by role modelling best practice with colleagues, proactively welcoming ideas, sharing successes and enabling the team to do the same across the business

Key Skills

Capability in, or potential to develop:

• Sales and selling principles abilities.
• Leadership capabilities; influences without authority, communicates, identifies potential, inspires and enables.
• Analytical and strategical competence.
• Communication skills; written and verbal.
• Customer focus with a strong service orientation, champions a customer focused environment.
• Organised and effective ways of working; recording of data, prioritising, time management

Behaviours

Our colleagues make the difference

• Show people what best practice looks like and empower others to deliver it.
• Be an ambassador for continuous improvement and effective change. Promote the value of innovation and quality improvement.
• Apply influence from a position of proven expertise and strength of relationship.

Always do the right thing

• Shape a field force of widely trusted and ethical managers who sell responsibly and respectfully.
• Be inclusive. Put in place plans and actions that take people along with you.

Customer obsessed

• Create a customer-focused environment where the needs and expectations of customers are the highest priority
• Understand the mechanics of business analysis and apply the levers that drive business performance.

Run it like you own it

• Make bold decisions. Back them up with knowledge, planning and proven instinct.
• Be an enabler of action. Expect more action and less talk.
• Find every opportunity for incremental improvement – in sales performance, behaviours, processes, systems and ways of working.

We are one Zoetis

• Empower decision making in others. Unlock the potential that exists in the team and grow it.
• Focus on cooperation, not competition. Take action that brings people together.
• Be visible, be available and be generous – with time, support and feedback.

Training and Qualifications

• Qualification relating to Sales, customer service or business development/management is beneficial, not essential.
• No minimum level of education or qualification is required for this role.

Experience

• Experienced in sales and sales leadership, with track record of sales success and development of sales organisations.
• Understanding and experience of using sales force systems and others to developed data driven approach.
• Understanding of financial performance.
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed.

Travel Requirements

• Regular travel within UK. Drivers Licence required.
• Occasional foreign travel

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