Corporate & Specialty Account Manager

Corporate & Specialty Account Manager

Requirements

• Undergraduate degree (BS/BA) required
• Minimum of 5 years of relevant selling experience
• Demonstrated Enhanced strategic selling skills
• Analytical skills – assess, design and sell a given solution
• Ability to market and sell complex integrated solutions
• Negotiation and relationship building skills, and the ability to work in a fast-paced environment
• Proven business and financial acumen with budgeting and forecasting experience
• Customer focused professional demeanor and presentation style
• Highly focused and results orientation, able to identify goals and priorities and resolve issues in initial stages
• Demonstrated ability to work independently and in a close team environment, self-starter who can motivate others
• Track record of successful Sales performance
• Animal Health experience and knowledge of companion animal veterinary medicine strongly preferred
• Success in previous roles including creatively finding opportunities or solving problems to drive sales performance
• Acts as a change agent and agile learner
• Creates and uses analytics and insights to enhance decision-making and tactical execution
• Follow-through and attention to detail
• Ability to manage assigned expense budgets
• Exhibit willingness to accept and incorporate feedback
• Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)
• Verbal, written, presentation, interpersonal, and communication skills
• Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information

Responsibilities

• Develop and execute sales strategies to maximize profitable revenue, increase customer base and identify new business opportunities
• Personally, manage customer accounts via direct interaction at all levels of the sales process including proactive follow up for future needs
• Develop an understanding of competitive landscape and pricing by maximizing the contractual advantages and opportunities
• In conjunction with Corporate and Specialty team leads, implement strategic growth initiatives
• Meet growth objectives both overall and for key products via new account penetration
• Demonstrate success in other key sales metrics such as: New product penetration / Equipment Leads, Therapeutic area portfolio expansion, Service sales execution to gain new business
• Leverage portfolio and contractual pricing program offerings based on company goals, customer needs and market information
• Leverage account management tools to gain new business
• Meet quota objectives both overall and for key products
• Respond to and resolve all account needs
• Demonstrate success in other key sales metrics such as: Product pull-through via demand generation within targeted geography, Execute generic defense strategy, Service Sales Execution where appropriate to maintain existing business, Leverage portfolio and contract & pricing program offerings to maintain existing business, Leverage account management tools to maintain existing business
• Builds strong collaborative relationships with all Strategic Account Team members, including the commercial lead, marketing lead, and the Professional services Veterinarian customers and across Zoetis
• Routinely reviews common objectives identified by the commercial account leads that support both the customers goals (KPIs) and business goals
• Builds and leverages relationships with key clinic staff members and primary decision makers
• Works with Territory, Area, and other Zoetis colleagues in a professional manner to include consistently meeting expectations around integrity/compliance, work-ethic, role/responsibility, conduct/attire, effective communication/informing, all administrative responsibilities, and overall teamwork
• Proactively seizes selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrate Solution Selling skills
• Gain strong understanding of each corporate partners culture/goals and KPIs to maximize tailored solution selling with corporate partners
• Gain insights into the corporate customers focus and goals (KPIs) and help drive success for those customers accounts and Zoetis business
• Builds effective relationships with and service all targeted hospital personnel to ensure you maintain and grow your relevance and access within each account
• Utilizes the appropriate tools, based on current account relationship and business, to create growth within the account
• Interact with customers following all Zoetis promotional guidelines
• Develop and execute a Territory Business Plan / Account Business Plans / Resource Allocation– effectively implementing the full complement of Zoetis resources and following up to maximize ROI
• Develop an effective associate strategy for product penetration, pull-through and/or growth
• Utilize our Customer Relationship Management system to identify evidence- based corporate account growth opportunities
• Conduct quarterly business reviews with ABM/Commercial leads and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance
• Meet field activity expectations including sales call activity and investment in medical education programs
• Develop and execute a call plan at the account and veterinarian level that delivers on reach /frequency expectations

Preferred Qualifications

• Animal Health experience and knowledge of companion animal veterinary medicine strongly preferred