Corporate & Specialty Account Manager

Location

Territory covers all of Iowa, Nebraska, Southern MN and SE South Dakota.

We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, retirement savings benefits, paid holidays, vacation and disability insurance.

Corporate & Specialty Sales Representative within Petcare responsible for Business Development and Account Management in identified corporate and specialty customers.

• Business Development
  • Develop 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 to maximize contractual advantages and opportunities.
  • In conjunction with Corporate and Specialty team leads, implement strategic growth initiatives.
  • Meet growth objectives overall and for key products via new account penetration.
  • Demonstrate success in key sales metrics such as new product penetration, therapeutic‑area portfolio expansion, and 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.
• Account Management
  • Meet quota objectives overall and for key products.
  • Respond to and resolve all account needs.
  • Demonstrate success in 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.
• Strategic Account Team Leadership, Collaboration and Coordination
  • Build strong collaborative relationships with all Strategic Account Team members, including the commercial lead, marketing lead, and Professional Services Veterinarian customers across Zoetis.
  • Routinely review common objectives identified by commercial account leads that support both customers' goals (KPIs) and business goals.
  • Build and leverage relationships with key clinic staff members and primary decision makers.
  • Work with Territory, Area and other Zoetis colleagues in a professional manner, consistently meeting expectations around integrity, compliance, work ethic, conduct, attire, effective communication and overall teamwork.
• Enhanced Solution Selling
  • Proactively seize selling opportunities by seamlessly transitioning between technical product expertise and business development discussions, consistently demonstrating solution‑selling skills.
  • Gain a strong understanding of each corporate partner's culture, goals and KPIs to maximize tailored solution selling.
  • Gain insights into corporate customers' focus and goals and help drive success for those accounts and Zoetis business.
  • Build effective relationships with and service all targeted hospital personnel to maintain and grow relevance and access within each account.
  • Utilize 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 Optimization
  • Develop and execute a Territory Business Plan, Account Business Plans and Resource Allocation to effectively implement the full complement of Zoetis resources and 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 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…