Business Development Specialist

6 days ago

San Diego, California, United States Zoetis Full time
Job Description

Job Summary

Zoetis is seeking a highly skilled and experienced Account Manager to join our team. As a key member of our sales team, you will be responsible for developing and executing sales strategies to maximize profitable revenue, increase customer base, and identify new business opportunities.

Key Responsibilities

  • Business Development
    • Develop and execute sales strategies to maximize profitable revenue and increase customer base.
    • Personally manage customer accounts via direct interaction at all levels of the sales process.
    • Develop an understanding of the competitive landscape and pricing to maximize contractual advantages and opportunities.
    • In conjunction with the 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.
  • 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
    • Builds 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 reviews common objectives identified by the commercial account leads that support both the customers goals (KPIs) and business goals.
    • Builds and leverages relationships with key clinic staff members and primary decision makers.
    • 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.
    • 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.
    • 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 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.

Requirements

  • 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 as required by the position.

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in [California]. Base pay may vary based on location and other factors.

Base Pay Range: $83,000 - $119,000

This position is eligible for short-term incentive compensation. The position is also eligible for long-term incentive.

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

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