.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