Account Manager - Maternity Cover for an initial 9 months (AMM924) West Midlands, England Account Manager - Maternity Cover for an initial 9 months (AMM924) West Midlands, England

The purpose of this field-based position is to sell designated equine product lines to an agreed portfolio of independent customers and Corporate key accounts; equine veterinary practices and direct to farmers where required.

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.

This role contributes to the overall success of Zoetis by delivering to at least the sales growth & market share gain targets for the designated product lines and growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

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.
- Work in close collaboration with National Key Account Manager to understand strategy and plans. Deliver on these plans to your corporate customers.
- Ensure customer information and call reports are continuously updated through CRM system in line with national KPI's.
- 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.
- All booked appointments are entered into the CRM system with a clear pre-call plan included in line with the solution selling model.
- 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.

Sales
- Deliver agreed sales targets, growth and market share gains for specified product lines.
- Use Solution Selling model effectively. Connect customer needs with Zoetis products and services.
- Negotiate to a position of win:win:win. Know the impact on the account holder and the end customer.
- Interact with the customer with the goal of linking Zoetis, our products and our services to the long-term business needs of the customer.

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.

Capability in, or potential to develop;
- Skills in sales and negotiation including virtual selling
- Communication and influencing skills
- Relationship management ability; can build successful and effective relationships
- Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
- Account and stakeholder management skills. Focus on planning, with balance of tactical management with day-to-day operational requirements
- Ability to work independently
- Drive and resilience, demonstrated with a persistent attitude, Experience in role dealing directly with customer
- Experience in a customer focused industry
- Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Travel Requirement

- High frequency of travel within designated region. Drivers Licence and car required

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 your farmers. 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

- No minimum level of education or qualification is required for this role