Account Manager Ruminant POM VPS

Description

Job Title: Account Manager

Team: Ruminant POM VPS

Location: UK Field Force

Reporting to: VPS Lead

Job Purpose:

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of trade customers, veterinary practices, and direct to farmers where required.

The person in role is required to develop mutually beneficial long term 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 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

• 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 Vet Ops and species leads.
• 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 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
• 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

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.
• Sales

• 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 NOAH 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
• 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

• 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

• No minimum level of education or qualification is required for this role

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. Drivers 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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