Zoetis
Animal Health
DiagnosticsAccountSpecialist
Neural analysis suggests this role is
optimal for Mid candidates.
“Diagnostics Account Specialist at Zoetis. Skills: implementation, training, operation, applications, problem resolution, workflow improvements, increasing utilization, sales growth, market share gain, customer partnerships. Provides onsite support to veterinary practices, laboratory research, and veterinary academic settings. Responsible for the overall business health and customer satisfaction of their assigned territories”
What You'll Achieve.
overall business health and customer satisfaction of their assigned territories; increasing utilization of our products; identification of new equipment and consumable opportunities; sales growth & market share gain targets for the designated product lines; delivery of sales targets; maximize their profitability and customer service; Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers; increase productivity and performance through formal and informal presentations; ensure that all staff and trained and signed off for competent and confident use of all equipment; ensure new staff members are trained within 8 weeks of joining the practice; positive changes to the customers understanding and use of our portfolio of products, services and pricing
Industry & Context.
problem resolution; troubleshooting; complex system problems
Availability for business travel and/or relocation: 60% of the time
What They're Looking For.
Must Have
Veterinarian or qualified Veterinary Nurse, Medical field sales representative, Employee in animal health industry or a related industry, Employee in a customer facing role, presentation skills with the ability to convey technical information, Exceptional written and spoken communication skills, Effective organizational & planning skills, A understanding of diagnostics operations, functions, and management including but not limited to diagnostic applications, training requirements, and workflow processes, Basic knowledge of diagnostic products, instrumentation, and clinic processes, A willingness and commitment to ongoing professional development
Nice to Have
Preferred place of residence: Monterrey
What You'll Do.
Provides onsite support to veterinary practices
and veterinary academic settings
Responsible for the overall business health and customer satisfaction of their assigned territories
Assist practices with all aspects of implementation
and problem resolution on all veterinary diagnostics products
Involved in all phases of the onsite support process with emphasis on diagnostics implementation
workflow improvements
and increasing utilization of our products
Develop mutually beneficial and productive long-term partnerships with our customers
Maintain these relationships with the appropriate quantity & quality of activity
Deliver to at least the sales growth & market share gain targets for the designated product lines
Maintain high level of expertise with the evolving portfolio of products
market and industry trends
Develop and maintain account plans in collaboration with Veterinarians
Business Consultants and ABMs
Responsible for identifying
and evaluating Veterinary Practice and
designing and implementing clinic workflow processes that improve overall customer experience with our products
Ensure customer information and call reports are continuously updated through CRM system
Align activities and account plans to marketing programs and management direction in line with the Solution Selling model
Analyze and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets
Develop mutually beneficial and productive long-term partnerships with our customers based on high quality account plans
Implement bespoke customer solutions utilizing all available resources including products
Veterinarians and Business Consultants
Works with the Head of Diagnostics
The Diagnostics Sales Manager
Regional Sales Managers
and the Professional Sales Representatives to identify and report opportunities for additional analyzers in customer accounts as well as new opportunities through referrals from existing customers
Identifies opportunities for the sale of additional diagnostic equipment and consumables into existing customers in order to maximize their profitability and customer service
Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas
Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers
Responds to requests for onsite technical support
providing prompt and accurate technical assistance
and resolution of complex system problems for veterinary clinics
and veterinary academic settings
Provides clinics with guidance
and training on our product line to increase productivity and performance through formal and informal presentations
The development of in practice diagnostic champions to be the resident expert as a main point of contact
Provides post sale product installation and validation
applications and operations training
To ensure that all staff and trained and signed off for competent and confident use of all equipment
To monitor any staff changes and ensure new staff members are trained within 8 weeks of joining the practice
Ensure clear and specific objectives exist for each individual call
Deliver relevant marketing messages
product information and programs 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
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
Maintain high standards of business conduct and compliance
adhering particularly to Pharmacovigilance Policy
travel & expenses policy and local codes of practice
Maintain accurate business records including CRM and communicate effectively with the Manager and other stakeholders
Manage allocated customer support budget with tight control to avoid overspends
How You'll Work.
Team & Collaboration
Develop and maintain account plans in collaboration with Veterinarians, Business Consultants and ABMs, manager; Works with the Head of Diagnostics, The Diagnostics Sales Manager, Regional Sales Managers, and the Professional Sales Representatives to identify and report opportunities; Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas; Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing; communicate effectively with the Manager and other stakeholders
Communication Scope
presentation skills with the ability to convey technical information; Exceptional written and spoken communication skills; communication; influencing skills
Process & Methodology
planning, tactical planning, day to day operational requirements
Full Job Description
**States considered:** **_Role Description_** The purpose of this field-based position is as a Diagnostics Application Specilist who provides onsite support to veterinary practices, laboratory research, and veterinary academic settings and is responsible for the overall business health and customer satisfaction of their assigned territories. Your primary purpose is to assist practices with all aspects of implementation, training, operation, applications, and problem resolution on all veterinary diagnostics products. You will be involved in all phases of the onsite support process with emphasis on diagnostics implementation, workflow improvements, and increasing utilization of our products, including the identification of new equipment and consumable opportunities. 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. **_Main 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, manager \- Responsible for identifying, quantifying, qualifying, tracking, and evaluating Veterinary Practice performance; and, for facilitating, developing, designing and implementing clinic workflow processes that improve overall customer experience with our products. \- Ensure customer information and call reports are continuously updated through CRM system \- Align activities and account plans to marketing programs and management direction in line with the Solution Selling model \- Analyze and interpret actual and potential territory/customer sales and growth opportu
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