Companion Animal Account Manager, South East in Maidstone

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of Independent customers and Corporate key accounts; veterinary practices and direct to farmers where required. The person in role is required to develop mutually beneficial and productive long-term partnerships with our customers, and to maintain these relationships with the appropriate quantity & quality of activity. This role contributes to the overall success of Zoetis by delivering to at least the sales growth & market share gain targets for the designated product lines and growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

Core Responsibilities

• Planning
  • Maintain high level of expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends.
  • Develop and maintain account plans in collaboration with Veterinarians, Business Consultants and ABMs.
  • Work in close collaboration with Key Account Managers to understand strategy and plans. Deliver on these plans to your corporate customers.
  • Ensure customer information and call reports are continuously updated through CRM system in line with national KPI’s.
  • Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.
  • 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 account plans.
  • Implement bespoke customer solutions utilising all available resources including products, value add services, Veterinarians and Business Consultants.
  • Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas.
• Call activity
  • Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers.
  • All booked appointments are entered into the CRM system with a clear pre-call plan included in line with the solution selling model.
  • Ensure clear and specific objectives exist for each individual call.
  • Deliver relevant marketing messages, product information and programmes consistent with management direction in line with Solution Selling model.
  • Proactively identify customer opportunities and capitalize on them.
  • Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing.
  • Accurately record call activity in the CRM system, in line with company guidance.
  • Ensure clear and timely follow up plan is in place and actioned.
• Sales
  • Deliver agreed sales targets, growth and market share gains for specified product lines.
  • Use Solution Selling model effectively. Connect customer needs with Zoetis products and services.
  • Negotiate to a position of win:win:win. Know the impact on the account holder and the end customer.
  • Interact with the customer with the goal of linking Zoetis, our products and our services to the long-term business needs of the customer.
• 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 within three years of employment with Zoetis.
  • Maintain accurate business records including CRM and communicate effectively with the Area Business Manager and other stakeholders.
  • Manage allocated customer support budget with tight control to avoid overspends.

Key Skills

• Skills in sales and negotiation including virtual selling
• Communication and influencing skills
• Relationship management ability; can build successful and effective relationships
• Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
• Account and stakeholder management skills. Focus on planning, with balance of tactical management with day-to-day operational requirements
• Ability to work independently
• Drive and resilience, demonstrated with a persistent attitude

Behaviours

• Keep your selling skills sharp. Train, and retrain.
• Be an expert on your solutions – know them inside and out, and continue to learn.
• Use the experience from setbacks and failure to drive your future success.
• Sell what you know your customers need; what you know will work for them.
• Help build the reputation of our brand by understanding and supporting the things that we stand for.
• Know your vets, know your farmers. Know more than just their names, know their business.
• Establish effective and lasting relationships with customers that build loyalty to our brand.
• Ground all account plans in commercially sound thinking.
• Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better.
• 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.
• Communicate across roles, across regions, across species.

Training & Qualifications

• No minimum level of education or qualification is required for this role

Experience

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

Travel Requirement

• High frequency of travel within designated region. Drivers Licence required