Executive Account Manager

3 weeks ago

Houston, United States Zoetis Full time

Location: Dallas / East TX

Position Summary

The Executive Account Manager (EAM) within Petcare is responsible for Business Development and Account Management in our largest volume, most complex and most influential strategic partners.

Position Responsibilities

The Executive Account Manager (EAM) will utilize enhanced solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. The EAM must be able to quickly identify and transition between business development and account management activities.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 penetration into new markets.
  • 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.
  • In conjunction with marketing, develop and 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 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 pricing program offerings to maintain existing business
  • Leverage account management tools to maintain existing business

Strategic Account Team Leadership/Teamwork, Collaboration and Coordination

  • Builds strong collaborative relationships with all Strategic Account Team members, including the Diagnostic Sales Consultant, the Diagnostic Technical Specialist, the Professional Services Veterinarian customers and across Zoetis.
  • Routinely reviews common objectives, business plans and after-action reviews on a quarterly basis with accounts.
  • Builds and leverages relationships with key clinic staff members and primary decision makers to increase access for all Strategic Account Team members.
  • 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.

Enhanced Solution Selling

  • 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.
  • 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 SAM tools, based on where we are with the 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 key account growth opportunities.
  • Conduct quarterly business reviews with ABM 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
  • Proven business and financial acumen with budgeting and forecasting experience

Technical Skills Requirements

  • 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
  • Customer focused professional demeanor and presentation style
  • Highly focused and results orientated, 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
  • Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)

Physical Position Requirements

Ability and willingness to travel (50% - 75%) and work some evenings as required by the position.

Full time Regular Colleague

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.

Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at zoetiscolleagueservices@zoetis.com to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at www.Zoetis.com/careers site, or (2) via email to/from addresses using only the Zoetis domain of "@zoetis.com". In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis.

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