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 products.
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 approximately 4-10 national accounts, the CAM is responsible for a significant revenue stream and strategic partnership for Zoetis in a sector of substantial growth.
The person in this 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 and quality of activity.
They work collaboratively to utilize 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 and 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, etc.
).
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 the CRM system.Maintain a 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.
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