Strategic Account Manager
Zoetis is a global animal health company dedicated to supporting customers and their businesses in ever better ways. Building on 60 years of experience, we deliver quality medicines and vaccines, complemented by diagnostic products and genetic tests and supported by a range of services. We are working every day to better understand and address the real-world challenges faced by those who raise and care for animals in ways they find truly relevant.Our name, Zoetis (z-EH-tis), has its root in zo, familiar in words such as zoo and zoology and derived from zoetic, meaning “pertaining to life.” It signals our company”s dedication to supporting the veterinarians and livestock producers everywhere who raise and care for the farm and companion animals on which we all depend.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.Location: Los Angeles, CA The Strategic Account Manager (SAM) within the U.S. Companion Animal Division (CAD) is responsible for Business Development and Account management in our largest volume, most complex and most influential strategic partners.Primary responsibilities include Business Development and Account management in our largest volume, most complex and most influential strategic partners. The Strategic Account Manager (SAM) will utilize enhanced solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. The SAM must be able to quickly identify and transition between business development and account managent activities. This position will require some travel and evening work for educational programs.Business Development (~70%) Sales Performance * 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 * Therapeutic area portfolio expansion * Service sales execution to gain new busineszs * Leverage portfolio and pricing program offerings based on company goals, customer needs and market information.Leverage account management tools to gain new businessAccount Management (~30%) Sales Performance * Meet quota objectives both overall and for key products via account maintenance * Respond to and resolve all account maintenance 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 to maintain existing business * Leverage portfolio and pricing program offerings to maintain existing business * Leverage account management tools to maintain exisating businessStrategic Account Team Leadership/Teamwork, Collaboration and CoordinationBuilds strong collaborative relationships with all Strategic Account Team members, customers and across Zoetis. Routinely reviews common objectives, business plans and after-action reviews on a quarterly basis with accounts. Effectively Leads Strategic Account Team meetings. 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 SellingProactively 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 OptimizationDevelop 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 TBMs 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.Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization. Adept at working in highly fluid, complex, and ever-changing environments.Education and Experience * Undergraduate degree (BS/BA) preferred * 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 professional performance – preferably in sales. * Animal Health experience and knowledge of companion animal veterinary medicine * Success in previous roles including creatively finding opportunities or solving problems to drive sales performance. * Exemplifies what it means to be 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 feedbackTechnical Skills Requirements* 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 RequirementsAbility and willingness to travel and work some evenings as required by the position.