Territory Business 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: Ontario, CA (east)
POSITION RESPONSIBILITIESPrimary responsibilities include utilizing solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. This position will require some travel, and evening work for educational programs.
Primary Responsibilities:Sales Performance* Meet overall sales objectives (quota) both overall and for key growth products via demand generation within targeted geography* Successfully launch new product and service offerings* Demonstrate success in other key sales metrics such as growth rates and improving the health of your businessSolution Selling Skills, Technical Knowledge, and Customer Value Delivery* Consistently demonstrate Solution Selling capabilities* Consistently build and demonstrate technical knowledge, verbal fluency, and veterinary practice expertise* Build effective relationships with and service all targeted hospitals / personnel to ensure you maintain and grow relevance and access within each account.* Interact with customers following all Zoetis promotional guidelines.Territory Management and Teamwork* Develop and execute a Territory Business Plan / Resource Allocation per our expectations – effectively implementing the full complement of Zoetis resources and following up to maximize ROI* Utilize our Customer Relationship Management system to identify evidence based key account growth opportunities.* Conduct quarterly business reviews with ABM and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory performance.* Meet field activity expectations including sales call activity and investment in medical education programs* Develop and execute a call-cycle at the account and veterinarian level that delivers our reach / frequency expectations* Work with Territory, Area, and CAD colleagues in a professional manner to include consistently meeting expectations around integrity/compliance, work-ethic, role/responsibility, conduct, effective communication, all administrative responsibilities, and overall teamwork.Professional Development* Successfully complete Individual Development Plan* Exhibit willingness to accept and incorporate feedback ORGANIZATIONAL RELATIONSHIPSAbility 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 * Success in previous roles including creatively finding opportunities or solving problems to drive sales performance. * Exemplifies what it means to be a change agent, continuous learner, and pushing self / others beyond dominant logic * 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. * Uses analytics and insights to enhance decision-making and tactical execution. * Follow-through and attention to detail. * Ability to manage assigned expense budgets * Strategic Selling Skills * 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 * Animal Health experience and knowledge of companion animal veterinary medicine * Exhibit willingness to accept and incorporate feedback * TECHNICAL 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.