JOB PURPOSE
This field-based position is responsible for the strategic management of corporate accounts including national Key Account Veterinary Businesses and large veterinary group practices. The Key Account Manager engages with the leadership teams of these businesses to negotiate contracts, find new opportunities within those existing partnerships and drive the provision of Zoetis product.
The Corporate Accounts manager (CAM) role operates with an exceptional level of business and financial acumen to ensure the best negotiated terms with our customers. Holding the ownership of up to approx. 4-10 national accounts, the CAM is responsible for a significant revenue stream/strategic partner for Zoetis in a sector of substantial growth.
The person in role is required to develop mutually beneficial and productive long term partnerships with our customers. They maintain these relationships alongside the Corporate Account Managers, with the appropriate quantity & quality of activity. They work collaboratively to utilise the resources from the clinical team, Leadership Team, the CoE and the business units 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.
This role has to coordinate the strategy for the Corporate Accounts with the rest of the stakeholders in the organization (marketing, CS&L…).
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 & Negotiation
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 – Clinical Boards, Procurement and Commercial teams, or indirect – L&D, HR, Customer Services. Use the network of contacts effectively.
Identify objectives and parameters for every negotiation
Methodically plan each negotiation – identify both parties interests, define best alternative position, accurately estimate that of counterpart and drive deal value
Win concessions while maintaining a strong and positive relationship
Negotiate to a position of win:win:win. Know the impact on the customer and the end client. Align our strategic plans to the vision of our customers businesses.
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 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; with the National Key Accounts Manager on planning, and with Corporate Account Managers giving them the direction to carry out strategy and plans
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 units
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
Exceptional negotiation skills and sales ability
Strong business and financial acumen
Effective communication skills – written and verbal
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 strategic goals
Drive, resilience and stress tolerance
A persistent, never give up attitude
Confidence, likability and an authoritative personality
Keen stakeholder management
BEHAVIOURS:
Keep your sales and negotiation skills sharp. Train, and retrain
Be an expert on your products – know them inside and out, and continue to learn
Use the experience from setbacks and failure to drive your future success
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
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
TRAINING AND QUALIFICATIONS:
Sales qualification is desirable
Current passport and valid driving licence
IT literate. Able to use standard business software and communication tools
EXPERIENCE:
Experience as a field sales representative or in key accounts
Experience in business to business sales
Employee in animal health industry or a related industry
Travel Requirement: High frequency of travel
Full time
#J-18808-Ljbffr