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).

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.