Corporate & Specialty Account Manager

4 weeks ago

San Francisco, United States Zoetis, Inc Full time

Location: San Diego, CA This is not a remote position; this is a field-based position. Must call on customers face to face each day.

Corporate & Specialty Account Manager

Position Summary

The Corporate & Specialty Account Manager within Petcare is responsible for Business Development and Account management in the identified corporate and specialty customers.

Position Responsibilities

The 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 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 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.

Account Management

  • 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.

Strategic Account Team Leadership/Teamwork, Collaboration and Coordination

  • Build 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 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 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 Selling

  • Proactively 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 a strong understanding of each corporate partner's 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 Optimization

  • 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.

Education and Experience

  • 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-oriented, 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.

Physical Position Requirements

Ability and willingness to travel and work some evenings and overnights as required by the position.

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