Account Manager- Companion Animal; Herts​/Beds​/Bucks

Job Title: Account Manager (AM) - Companion Animal (Herts/Beds/Bucks)

Team: East

Business Unit: Companion Animal

Location: UK Field Force - Companion Animal (Herts/Beds/Bucks)

Report to: Area Business Manager (ABM)

Managed Resources: TBC

Job Purpose:

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of Independent customers and Corporate accounts; veterinary practices. The person in role is required to develop mutually beneficial and productive 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 at least the sales growth & market share gain targets for the designated product lines and growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

• 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.
• Work in close collaboration with Key Account Managers to understand strategy and plans. Deliver on these plans to your corporate customers.
• Ensure customer information and call reports are continuously updated through CRM system in line with national KPI's.
• Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.
• Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets.

• Develop mutually beneficial and productive partnerships with our customers based on high quality account plans.
• Implement bespoke customer solutions utilising all available resources including products, value add services and Veterinarians.
• Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas.

• Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers.
• All booked appointments are entered into the CRM system with a clear pre-call plan included in line with the solution selling model.
• Ensure clear and specific objectives exist for each individual call.
• Deliver relevant marketing messages, product information and programmes 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.
• Deliver agreed sales targets, growth and market share gains for specified product lines.
• Use Solution Selling model effectively. Connect customer needs with Zoetis products and services.
• Negotiate to a position of win:win:win. Know the impact on the account holder and the end customer.
• Interact with the customer with the goal of linking Zoetis, our products and our services to the long-term business needs of the customer.

• 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 practise.
• Attain AMTRA qualification within three years of employment with Zoetis.
• 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.

Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Communication and influencing skills
• Relationship management ability; can build successful and effective relationships
• Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
• Account and stakeholder management skills. Focus on planning, with balance of tactical management with day-to-day operational requirements
• Ability to work independently
• Drive and resilience, demonstrated with a persistent attitude

• Keep your selling skills sharp. Train, and retrain.
• Be an expert on your solutions - know them inside and out, and continue to learn.
• Use the experience from setbacks and failure to drive your future success.

• Sell what you know your customers need; what you know will work for them.
• Help build the reputation of our brand by understanding and supporting the things that we stand for.

• Know your vets. Know more than just their names, know their business.
• Establish effective and lasting relationships with customers that build loyalty to our brand.