Strategic Account Manager – Pork Feed Specialist – East
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: Position can be flexible East of the Mississippi River POSITION DESCRIPTION:The Pork Feed Specialist is responsible for driving sales of medicated feed additives to integrated pork accounts and pork exclusive toll feed mills. The role is the pork sales lead in developing key relationships with pork feed influencers, including nutritionists, mill managers, and sales/marketing. Responsibilities include sales of MFAs to targeted mills and providing demand creation support for these products alongside the pork sales representatives supporting the Pork business unit. The position will require overnight travel that will vary with the specific customer opportunities and/or assignments. POSITION RESPONISBILITIES: * Leader and coordinator of MFA purchases by the large pork integrated and strategic accounts including annual contracts and long term agreements * Communication of industry and current practices and trends across the sales, marketing and technical service functional teams * Demonstrate the value of Zoetis MFAs through a thorough understanding of the customers pork production processes and steps needed to demonstrate customer value * Effective use of the TouchPoint CRM sytem to maintain a database of customer MFA protocols and use. * Deepen Zoetis” strategic relationships and partnerships with targeted feed additive accounts * Support and participate in feed additive education of the pork sales and technical teams * Represent the pork commercial team to our LPS colleagues and develop their cooperation and support in selling pork feed additives. Collaborate with LPS and Cattle ABMs to maximize pork feed additive sales * Establish and lead the pork relationship with key feed additive and influencers such as nutritionist, feed mills managers, operations managers and sales/marketing teams * Manage feed mill logistical requirements to meet targeted customer needs * Work with the marketing lead for pork feed additives and Pork business (Director) to address specific customer needs and develop industry and competitive responses when needed. Provide regular competitive updates including pricing, positioning and promotion. Participate by providing input to the annual Zoetis OP Plan. * Coordinate the feed additive portion of strategic account plans with the assigned SAM or TBM * Provide insight to Zoetis management on account plans, marketing activities, strategy and product development * Work closely with Pork sales leads to achieve the monthly and annual MFA budget * Own and maintain the customer master list: Pork Nutritionist, Pork Feed & Premix Companies, Pork Independent feed companies, Pork feed KOLs. * Provide coaching to the pork field sales team, when appropriate, in selling and positioning MFAs. * Be the lead in communication to/from the Channel Team as it relates to pork MFAs, strategy, key nutiritionist opportunities for the key Feed companies to pork. EDUCATION/EXPERIENCE: * Bachelor”s degree required or similar experience * Minimum of 7 years related experience in account management and sales * Experience with feed additives in livestock required * In-depth understanding of large scale livestock production * Demonstrated ability to effectively communicate technical information to industry and customer feed experts * Excellent interpersonal skills and demonstrated ability to work across teams * Ability to influence others without reporting responsibility * Analytical expertise and ability to develop financial scenarios. Business acumen is a must * Creative solution selling skills * Customer oriented with a high degree of personal accountability * Positive contributor to Zoetis Pork Culture TECHNICAL SKILLS: * Product knowledge of feed additives (Zoetis and competitive) * Ability to calculate appropriate administration dosage by ton and by animal * Understands the function and use of antibiotics, growth promotants and ionophores * Ability to position and demonstrate value with feed additives in pork production * Understands the basic feed milling process and can educate others PHYSICAL POSITION REQUIREMENTS: * Calls on feed mills so at times, it can be a dusty environment. * Maybe required to lift a bag of product (25-50lbs) * The employee”s ususal work location is in the field. * Must be able to travel overnight 50% of the time and possess as valid Driver”s license and clean driving record. * Must have the ability to work in animal environments normal to the pork industry * Must be regionally located in close proximity to Key decision-making team of Key Accounts.aApply for this job.