Account Manager – Companion Animal

Role Description

Account Manager - Companion Animals (Liguria – esclusa La Spezia)

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 sales growth & market share gain targets for the designated product lines.

Assigned territory: Liguria (esclusa La Spezia)

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 f ield 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 license).

WHAT WE OFFER:

Permanent contract

Level B1, Chemical - Pharmaceutical NCBA

Starting salary (annual gross): € 51.449,20

Variable pay

Local benefit package

Full time

Regular

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