Zoetis
Ruminant Account Manager- Trade (Southwest England) Devon
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Role Purpose
The purpose of this field-based position is to sell designated product lines to an agreed portfolio of trade customers, veterinary practices, and direct to farmers where required.
The person in role is required to develop mutually beneficial long term 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 against sales growth & market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.
Core Responsibilities
Strategy & Planning
- 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 Vet Ops and species leads.
- 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.
Relationships
- Develop mutually beneficial and productive long-term partnerships with our customers based on high quality interactions and exceptional provision of service.
- Implement bespoke solutions for the customer, utilising all available resources and tools.
- Address the specific and individual needs of customers proactively and effectively.
- Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas.
- Share detail of the management of key accounts with colleagues throughout the business unit.
Call activity
- 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.
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Sales
- 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.
Compliance
- 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 NOAH 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.
Key Skills
- Capability in, or potential to develop;
- Skills in sales and negotiation including virtual selling.
- Commercially mentality and focus on financial results.
- Relationship and stakeholder management, interpersonal skills and influencing abilities.
- Strong written and verbal communication skills.
- Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
- Drive and resilience, demonstrated with a persistent attitude.
- A focus on planning and strategic goals.
Behaviours
Our Colleagues make the difference
- Keep your selling skills sharp and drive your team’s ongoing learning. Train, and retrain.
- Be an expert on your products – know them inside and out, and continue to learn.
- Harness the momentum from success and the learnings from failure. Use it to drive the team forward.
- Always do the right thing.
- Sell what you know your customers need; what you know will work for their business.
- Uphold the highest standards of professionalism, honesty and integrity with the customer.
- Help build the reputation of our brand by understanding and supporting the things that we stand for.
Customer obsessed
- Know your account holders. Know more than just their names, know their business.
- Establish effective and lasting relationships with customers that build loyalty to our brand.
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Run it like you own it
- Ground all account plans in commercially sound thinking.
- Make realistic and achievable commitments to customers that work for our business whilst benefiting theirs.
- Develop motivated, positive and empowered individuals and bring them together in a high performing team.
We are one Zoetis
- Show the customer a united team that speak with one voice.
- Give the team timely information and support that helps them to deliver their role.
- Know what’s going on around the business and talk about it to your customers.
Training & Qualifications
No minimum level of education or qualification is required for this role.
Experience
- Experience in a commercial industry.
- Experience in a sales role, either field sales or business to business selling.
- Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed.
Travel Requirement
High frequency of travel. Drivers Licence required.
Employment Details
- Full time
- Regular
- Colleague
Notice
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.
Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.
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