Practice Development Account Manager

Planning

- Maintain high level of expertise with our evolving portfolio of products, services, pricing, competition, market and industry trends.

- Develop and maintain account plans in collaboration with Account Managers (AM), Area Business Managers (ABM), Zoetis Veterinary Consultants (ZVC) and other colleagues.

- Take responsibility for identifying, quantifying, qualifying, tracking, and evaluating Veterinary Practice (individual account) performance on territory.

- 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 and customer needs.

- 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.

- Gain a comprehensive understanding of the key drivers of success in your accounts and use this knowledge to provide advice on how our solutions can meet their specific business challenges.

- Manage a portfolio of accounts and deliver regular account reviews in order to achieve positive changes to the customers’ understanding and use of our portfolio of services and products and to evidence return on investment and impact.

- Maintain strong relationships through consistent and meaningful interactions to prevent potential churn, identifying at-risk customers and implementing strategies to ensure retention.

- Implement bespoke customer solutions utilising all available resources including but not limited to products, training and value add services.

- Work with AMs, ZVCs and ABMs to identify and report opportunities for Virtual Recall and Zoetis in existing accounts (in order to maximise their profitability) as well as new opportunities.

- Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas.

- Promote a culture of respect, trust, and cooperation within the team, maintaining open and clear communication to ensure alignment and understanding.

Call activity

- Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers.

- Provide clinics with guidance, instruction, and training on our Virtual Recall services to increase productivity and performance through formal and informal presentations, lunch and learns, CPD events, trade shows etc.

- Develop in-practice Virtual Recall champions to be the resident expert as a main point of contact.

- Ensure clear and specific objectives exist for each individual call, which are where possible pre-planned and proactive.

- Deliver relevant strategic plans, marketing messages, product information and programmes consistent with management direction in line with the Solution Selling model.

- Accurately record call activity in the CRM system, in line with company guidance and KPIs.

- 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 (if not already achieved) within three years of employment with Zoetis.

- Maintain accurate business records including CRM and communicate effectively with the PDAM Lead and other stakeholders.

- Manage customer support budget with tight control to avoid inappropriate overspends.

Key Skills

Capability in, or potential to develop;

• Customer centric focus: Demonstrates a commitment to helping Key Skillcustomers achieve success by actively listening to their needs and providing tailored solutions.
• Effective communication: Clearly conveys technical information and ROI/value to technical and non-technical users in person and/or remotely.
• Proactive problem-solving: Identifies and addresses customer challenges promptly, using logical reasoning and available resources to find effective solutions.
• Collaborative teamwork: Works seamlessly with colleagues across the business, contributing to joint projects and supporting colleagues in achieving common goals.
• Efficient time management: Manages multiple customer accounts and tasks by prioritizing activities, setting deadlines, and maintaining organized records.
• Negotiation skills: Successfully negotiates terms with customers, achieving mutually beneficial agreements and ensuring customer satisfaction.
• Presentation skills: Delivers informative and engaging presentations and training sessions, adapting content to meet the audience's needs.
• Data Analysis: Analyses customer data to extract actionable insights, using these findings to develop and implement strategies that drive customer success.

Positive Mindset: Demonstrates a consistently positive attitude, strong drive, and resilience in the face of challenges, maintaining motivation and focus to achieve goals and overcome obstacles.

Training and Qualifications:

• Current passport and valid driving licence
• IT literate. Able to use standard business software and communication tools

Experience:

• Experience in role dealing directly with customers
• Experience in a customer focused industry
• Experience in enabling B2B technology preferred
• Experience in customer engagement preferred
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Travel Requirement

• High frequency of travel within designated territory and UK. Drivers Licence required