Jeh-436 - Area Business Manager C.A. East (Barcelona, Valencia)

JOB PURPOSE The purpose of this field-based position is to lead an area field force of Account Managers (AM).
The ABM executes business strategies and centrally developed marketing programs with the team.
They lead the team to sell designated product lines to identified and agreed customers and veterinary practices.
The person in role is required to develop mutually beneficial and productive long-term partnerships with our customers, and to maintain these relationships alongside the field force managers, with the appropriate quantity & quality of activity.
The ABM works closely with other functions in order to deliver upon programs and strategies – specifically, Marketing, Technical teams, Learning & Development.
Business effectiveness and commercial operations This role contributes to the overall success of Zoetis by leading a team that delivers and exceeds the sales growth & market share gain targets for the designated product lines in the specified area.
CORE RESPONSIBILITIES Planning Work with the Field Force team to develop and maintain effective account plans, applying a strategic overview and sound commercial thinking.
Maintain expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends.
Ensure the necessary recording of call activity takes place.
Monitor the input of customer information and call reports to the CRM system.
Ensure the alignment of activities and account plans to marketing programmes and management direction.
Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets.
Conduct frequent field visits to agreed KPI with the field force team, using time appropriately and effectively.
Develop and maintain an effective area plan.
Allocate and monitor resources to achieve regional area objectives Prepare for and contribute in a positive way to all necessary company meetings, demonstrating leadership behaviours at all time, and sharing ideas and best practice.
Field Force Effectiveness Drive best in class sales execution with the team.
Ensure a detailed and practical understanding of the Solution Selling model exists, is bought into and is leveraged.
Promote the usage of TouchPoint, NGSE, and drive the understanding of its metrics and functionality.
Provide a clear vision of roles and expectations.
Undertake activities that enable the team to be productive and effective; coach, monitor, feedback, train and support.
Monitor KPIs to drive the required coverage and frequency with identified target customers.
Work with team members to translate marketing messages, product information and other programs into the context of the Solution Selling model.
Work closely with Head of Sales Force Effectiveness to deliver area and individual KPIs and improve performance.
People Development Manage the performance of team members on a regular and consistent basis.
Manage performance and behaviours day-to-day and when required use formal people processes; performance management, training & development, individual development plans and talent & succession planning.
Provide to your direct reports, a specific and clear direction for the strategy, objectives, policies, practices and expectations within the team.
Support the team through periods of change that will drive process enhancements and deliver improved results.
Work closely with Product Managers, L&D team and National Veterinary Managers to agree training priorities and development plans for the team.
Act to retain the talented individuals that exist in the team.
Make active contributions to talent pipelining processes.
Use coaching as a tool to grow team members in ability and achievement.
Embed a coaching culture in the team.
Ensure people in the team are managed using the expectations set out in our company vision, mission, values, behaviours and policies.
Support effective cross functional working groups throughout the business that enable idea sharing, relationship building and the development of support networks.
Relationships Work in conjunction with account stakeholders to develop mutually beneficial and productive long term partnerships with our customers.
Create networks of resources within the team around each account.
Utilise all resources available including Product Managers, value add service providers, Veterinarians and Business Consultants.
Provide pragmatic sales team input to marketing plans and programmes.
Contribute to the success of the business unit by sharing best practice with colleagues, proactively contributing ideas, and enabling the team to do the same across the business.
Work closely with Commercial Operations to ensure an appropriate and timely flow of information.
Take guidance and direction from National Business Manager on business strategy, delivery of targets, people management and day to day operations.
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 practice.
Attain AMTRA qualification within three years of employment with Zoetis.
Ensure the recording of accurate business records including CRM and communicate effectively, sharing account information with other stakeholders.
Manage allocated budget with tight control to avoid overspends.
Key Skills Demonstrated skills in sales and negotiation.
Exceptionally commercially minded.
Motivated to deliver results through others.
Exceptional relationship management, interpersonal skills and influencing abilities.
Exceptional leadership skills; effective coach, motivator and people manager.
Strong communication skills.
Analytical thinker, able to interpret data and information from multiple sources.
Effective stakeholder management.
Behaviours Our Colleagues make the difference.
Drive your team's ongoing learning.
Keep their selling skills sharp.
Be an ambassador for our solutions – know them inside and out, and continue to learn.
Harness the momentum from success and the learnings from failure.
Use it to drive the team forward.
Always do the right thing Promote a culture of doing right by the customer; sell responsibly and respectfully.
Help build the reputation of our brand by understanding and supporting the things that we stand for.
Customer obsessed Encourage detailed and genuine interest and respect for the businesses of our customers.
Establish effective and lasting relationships with customers that build loyalty to our brand.
Run it like you own it Focus yourself; focus the team on commercial success.
Always find every opportunity for incremental improvement – in sales performance, in behaviours, in processes, systems and ways of working.
Develop motivated, positive and empowered individuals and bring them together in a high performing team.
We are one Zoetis Empower decision making in others.
Unlock the potential that exists in the team and grow it.
Give the team timely information and support that helps them to deliver their role.
TRAINING AND QUALIFICATIONS: Degree level qualification desired.
IT literate.
Able to use standard business software and communication tools.
EXPERIENCE: Significant experience as a successful field sales representative.
Remote team management experience.
Experienced people developer, coach, mentor and manager.
Experience in the animal health field desirable.
An interest or background in science required.
Travel Requirement: High frequency of travel within designated region and to head office.
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