Zoetis, Inc
Corporate and Specialty Account Manager
Zoetis, Inc, San Francisco, California, United States, 94199
Location: Fresno, CACorporate & Specialty Account ManagerPosition SummaryThe Corporate & Specialty Account Manager within Petcare is responsible for Business Development and Account management in the identified corporate and specialty customers.Position ResponsibilitiesThe Corporate & Specialty Account Manager will utilize enhanced solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. This position will require some travel and evening work for educational programs.Business DevelopmentDevelop and execute sales strategies to maximize profitable revenue, increase customer base and identify new business opportunities. Propose and implement plans supported by the contracts and commercial leads.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 LeadsTherapeutic area portfolio expansionService sales execution to gain new businessLeverage portfolio and contractual pricing program offerings based on company goals, customer needs and market informationLeverage account management tools to gain new business.Account ManagementMeet quota objectives both overall and for key productsRespond to and resolve all account needsDemonstrate success in other key sales metrics such as:
Product pull-through via demand generation within targeted geographyExecute generic defense strategyService Sales Execution where appropriate to maintain existing businessLeverage portfolio and contract & pricing program offerings to maintain existing businessLeverage account management tools to maintain existing business
Strategic Account Team Leadership/Teamwork, Collaboration and CoordinationBuild 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 review common objectives identified by the commercial account leads that support both the customers goals (KPIs) and business goalsBuild and leverage relationships with key clinic staff members and primary decision makers.Work 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.Enhanced Solution SellingProactively seize selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrating 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.Build effective relationships with and service all targeted hospital personnel to ensure you maintain and grow your relevance and access within each account.Utilize the appropriate tools, based on current account relationship and business, to create growth within the account.Interact with customers following all Zoetis promotional guidelines.Enhanced Business Planning, Resource Allocation and OptimizationDevelop 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.Education and ExperienceUndergraduate degree (BS/BA) requiredMinimum of 5 years of relevant selling experienceDemonstrated Enhanced strategic selling skillsAnalytical skills - assess, design and sell a given solutionAbility to market and sell complex integrated solutionsNegotiation and relationship building skills, and the ability to work in a fast-paced environmentProven business and financial acumen with budgeting and forecasting experienceCustomer focused professional demeanor and presentation styleHighly focused and results orientation, able to identify goals and priorities and resolve issues in initial stagesDemonstrated ability to work independently and in a close team environment, self-starter who can motivate othersTrack record of successful Sales performanceAnimal Health experience and knowledge of companion animal veterinary medicine strongly preferredSuccess in previous roles including creatively finding opportunities or solving problems to drive sales performanceActs as a change agent and agile learnerCreates and uses analytics and insights to enhance decision-making and tactical executionFollow-through and attention to detailAbility to manage assigned expense budgetsExhibit willingness to accept and incorporate feedbackComputer skills (MS Office, Outlook, and ability to learn Zoetis systems)Verbal, written, presentation, interpersonal, and communication skillsAbility to exercise good judgment and make thoughtful/fair decisions based on relevant informationPhysical Position RequirementsAbility and willingness to travel and work some evenings as required by the position.
#J-18808-Ljbffr
Product pull-through via demand generation within targeted geographyExecute generic defense strategyService Sales Execution where appropriate to maintain existing businessLeverage portfolio and contract & pricing program offerings to maintain existing businessLeverage account management tools to maintain existing business
Strategic Account Team Leadership/Teamwork, Collaboration and CoordinationBuild 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 review common objectives identified by the commercial account leads that support both the customers goals (KPIs) and business goalsBuild and leverage relationships with key clinic staff members and primary decision makers.Work 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.Enhanced Solution SellingProactively seize selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrating 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.Build effective relationships with and service all targeted hospital personnel to ensure you maintain and grow your relevance and access within each account.Utilize the appropriate tools, based on current account relationship and business, to create growth within the account.Interact with customers following all Zoetis promotional guidelines.Enhanced Business Planning, Resource Allocation and OptimizationDevelop 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.Education and ExperienceUndergraduate degree (BS/BA) requiredMinimum of 5 years of relevant selling experienceDemonstrated Enhanced strategic selling skillsAnalytical skills - assess, design and sell a given solutionAbility to market and sell complex integrated solutionsNegotiation and relationship building skills, and the ability to work in a fast-paced environmentProven business and financial acumen with budgeting and forecasting experienceCustomer focused professional demeanor and presentation styleHighly focused and results orientation, able to identify goals and priorities and resolve issues in initial stagesDemonstrated ability to work independently and in a close team environment, self-starter who can motivate othersTrack record of successful Sales performanceAnimal Health experience and knowledge of companion animal veterinary medicine strongly preferredSuccess in previous roles including creatively finding opportunities or solving problems to drive sales performanceActs as a change agent and agile learnerCreates and uses analytics and insights to enhance decision-making and tactical executionFollow-through and attention to detailAbility to manage assigned expense budgetsExhibit willingness to accept and incorporate feedbackComputer skills (MS Office, Outlook, and ability to learn Zoetis systems)Verbal, written, presentation, interpersonal, and communication skillsAbility to exercise good judgment and make thoughtful/fair decisions based on relevant informationPhysical Position RequirementsAbility and willingness to travel and work some evenings as required by the position.
#J-18808-Ljbffr