Key Account Manager

Role Description

This field-based position is responsible for the strategic management of key national accounts in the Swine and Poultry sectors, including large farms, veterinary groups, and cooperatives.

The Key Account Manager engages with the leadership teams of these businesses to negotiate contracts, identify new opportunities within existing partnerships, and drive the provision of Zoetis products.

The KAM role requires an exceptional level of business and financial acumen to ensure the best negotiated terms with our customers. Holding ownership of up to four national accounts, the KAM is responsible for a significant revenue stream for Zoetis in a sector experiencing substantial growth.

The person in this role is required to develop mutually beneficial and productive long-term partnerships with customers. They maintain these relationships alongside the Corporate Account Managers, ensuring the appropriate quantity and quality of activity. You will be the primary point of contact for clients, driving sales growth and developing lasting, valuable partnerships in collaboration with clinical, marketing, and commercial teams.

This role contributes to the overall success of Zoetis by delivering on sales growth and market share targets, while enhancing the profile and reputation of the business through professional and mutually successful partnerships with customers.

Core responsibilities:

Strategy & Planning:

• Develop the key account strategy and align activities and key account plans to marketing programmes and management direction
• Develop and maintain key account plans based on detailed analysis of the customer's needs
• Observe industry trends and issues. Identify commercial opportunities when they arise and capitalize on them
• Use internal and industry data to anticipate factors affecting commercial activity
• Ensure customer information and activity reports are continuously updated through CRM system
• Maintain high level of expertise with the evolving portfolio of products, services, pricing and competition

Sales & Negotiation:

• Deliver agreed sales targets, growth and market share gains for specified product lines
• Analyze and interpret territory and customer potential, sales and growth opportunities
• Ensure clear and specific objectives exist for each occasion of customer activity.
• Identify the decision makers and key influencers in our customers businesses, whether direct - Clinical Boards, Procurement and Commercial teams, or indirect - L&D, HR, Customer Services. Use the network of contacts effectively.
• Identify objectives and parameters for every negotiation
• Methodically plan each negotiation - identify both parties interests, define best alternative position, accurately estimate that of counterpart and drive deal value
• Win concessions while maintaining a strong and positive relationship
• Negotiate to a position of win: win: win. Know the impact on the customer and the end client. Align our strategic plans to the vision of our customers businesses.
• Manage the account towards the goal of linking Zoetis, our products and our services to the long-term business needs of the customer
• Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing

Relationships:

• Develop mutually beneficial long term partnerships with our customers based on high quality interactions and exceptional provision of service
• Implement bespoke solutions for the customer, using all available resources and tools
• Address the specific and individual needs of customers proactively and effectively
• Work effectively at all levels in the team
• Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas
• Share detail of the management of key accounts with colleagues throughout the business units

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 detailed and accurate business records

Key Skills:

• Exceptional negotiation skills and sales ability
• Strong business and financial acumen
• Effective communication skills - written and verbal
• 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 strategic goals
• Drive, resilience and stress tolerance
• A persistent, never give up attitude
• Confidence, likability and an authoritative personality
• Keen stakeholder management

Education and Experience:

• Degree in Veterinary Medicine, Agricultural Sciences, or related fields
• Proven experience in commercial roles or key account management within the veterinary pharmaceutical sector, preferably in Swine and Poultry
• Good command of the English language and proficiency in business digital tools (CRM, Excel, PowerPoint, Teams)

Travel Requirements:

Availability for frequent travel across the national territory.

About Zoetis
At
Zoetis
, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues' careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

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