Account manager – Companion Animals

ROLE DESCRIPTION:

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of customers, 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 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.

Assigned territory: Modena, Reggio Emilia, Parma areas

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, and ABMs

- Ensure customer information and call reports are continuously updated through CRM system

- Align activities and account plans to marketing programs and management direction in line with the Solution Selling model

- Analyze 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 using 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

- Ensure clear and specific objectives exist for each individual call

- Deliver relevant marketing messages, product information and programs 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

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

- 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:

-Exceptional sales ability

- Strong communication, influencing skills

- 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 a balance of tactical planning with day-to-day operational requirements

- Ability to work independently

- Drive and resilience, demonstrated with a persistent, never give up attitude

- Confidence, likability and an authoritative personality

- Stakeholder management

-Effective at using stakeholders as resources

TRAINING AND QUALIFICATION:

Technical degree – veterinary

IT literate

Able to use standard business software and communication tools

Familiar with CRM and/or similar tools

EXPERIENCE:

Experience As either a field sales representative/employee in animal health industry or a related industry, employee in a customer facing role

TRAVEL REQUIREMENTS:

High frequency of travels in the assigned territory (current passport and valid driving licence).