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Companion Animal Account Manager

Job Details

Companion Animal Account Manager- 12 mth contract SE Scotland + (UK202118)

Companion Animal Account Manager – 12 month maternity contract / Temp role – South East Scotland – Borders, Edinburgh, some Lanarkshire, and Fife area

Job Purpose

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of customers; veterinary practices

The person in role is required to develop mutually beneficial and productive long term partnerships with our customers, and to maintain these relationships with the appropriate quantity & quality of activity.

Deliver at least agreed sales targets, growth and market share gains for specified product lines

This role contributes to the overall success of Zoetis by delivering against sales growth & market share gain targets for the designated product lines.

Core Responsibilities

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 Veterinarians, Business Consultants and ABMs
  • Ensure customer information and call reports are continuously updated through CRM system
  • 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 account plans
  • Implement bespoke customer solutions utilising all available resources including products, value add services, Veterinarians and Business Consultants
  • Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas

Call activity

  • Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers
  • 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

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 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

Key Skills

  • Exceptional sales ability
  • Strong communication, influencing skills
  • Builds successful and effective relationships

– Knows their stuff – able to retain and recall product information to a detailed level

  • A strong focus on planning, and a balance of tactical planning with day to day operational requirements
  • Ability to work independently
  • Drive and resilience, demonstrated with a persistent, never give up attitude
  • Confidence, likability and an authoritative personality

– Stakeholder management – effective at using stakeholders as resources

Behaviours

Our Colleagues make the difference

  • 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

Always do the right thing

  • 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

Customer obsessed

  • 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

Run it like you own it

  • Ground all account plans in commercially sound thinking

– Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better
We are one Zoetis

  • 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
  • Communicate across roles, across regions, across species

Training & Qualifications

  • Sales qualification e.g. AMTRA is desirable
  • Current passport and valid driving licence
  • IT literate. Able to use standard business software and communication tools

Experience

As either a;

  • field sales representative
  • employee in animal health industry or a related industry
  • employee in a customer facing role

Travel Requirement

High frequency of travel within Region
The successful candidate will be required to live on territory.



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