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 on.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. 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.Location: Milwaukee, WI or Madison, WI Position Summary: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.
Position Responsibilities: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 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 * 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 business Account Management
* 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 existing business Strategic 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.