Zoetis
Animal Health
RuminantAccountManagerTrade
Neural analysis suggests this role is
optimal for Mid+ candidates.
“Ruminant Account Manager Trade at Zoetis. Skills: Sales, Account management, Customer relationships. Sell designated product lines. Develop long term partnerships”
What You'll Achieve.
Deliver sales targets; Deliver growth targets; Deliver market share gains
Industry & Context.
Analyze sales; Interpret sales; Analyze growth opportunities; Interpret growth opportunities; Address customer needs
High frequency of travel, Drivers Licence required
What They're Looking For.
Must Have
Attain NOAH qualification within three years
Nice to Have
Experience in Animal & Human Health
What You'll Do.
Sell designated product lines
Develop long term partnerships
Maintain customer relationships
Deliver against sales growth targets
Deliver market share gain targets
Grow profile and reputation
Maintain product expertise
Maintain service expertise
Maintain pricing expertise
Maintain competition expertise
Maintain market expertise
Maintain industry trends expertise
Develop account plans
Collaborate with Vet Ops
Collaborate with species leads
Work with Key Account Managers
Understand strategy and plans
Deliver plans to corporate customers
Update customer information
Align activities to marketing programmes
Align account plans to marketing programmes
Align activities to management direction
Align account plans to management direction
Align activities to Solution Selling model
Align account plans to Solution Selling model
Analyze territory sales
Analyze customer sales
Interpret territory sales
Interpret customer sales
Analyze growth opportunities
Interpret growth opportunities
Support delivery of sales targets
Develop productive partnerships
Provide exceptional service
Implement bespoke solutions
Utilize available resources
Utilize available tools
Address customer needs proactively
Address customer needs effectively
Share best practice with colleagues
Introduce ideas proactively
Share management of key accounts
Deliver call activity
Achieve required coverage
Achieve required frequency
Enter booked appointments into CRM
Include pre-call plan
Ensure specific objectives for each call
Deliver marketing messages
Deliver product information
Identify customer opportunities proactively
Capitalize on customer opportunities
Coordinate with colleagues
Achieve positive changes in customer understanding
Achieve positive changes in customer use of products
Achieve positive changes in customer use of services
Achieve positive changes in customer use of pricing
Record call activity accurately
Ensure timely follow up plan
Action follow up plan
Deliver agreed sales targets
Deliver growth targets
Deliver market share gains
Use Solution Selling model effectively
Connect customer needs with products
Connect customer needs with services
Negotiate win:win:win
Know impact on account holder
Know impact on end customer
Link Zoetis to customer business needs
Link products to customer business needs
Link services to customer business needs
Maintain business conduct standards
Maintain compliance standards
Adhere to Pharmacovigilance Policy
Adhere to Global vet Policy
Adhere to Zoetis values
Adhere to travel & expenses policy
Adhere to local codes of practise
Maintain accurate business records
Communicate with Area Business Manager
Communicate with stakeholders
Manage allocated customer support budget
Control budget to avoid overspends
Keep selling skills sharp
Be expert on products
Continue to learn products
Harness momentum from success
Harness learnings from failure
Sell what works for customer business
Uphold professionalism
Build brand reputation
Support company values
Know customer business
Establish lasting relationships
Build customer loyalty
Ground account plans in commercial thinking
Make realistic commitments
Make achievable commitments
Develop motivated individuals
Develop positive individuals
Develop empowered individuals
Bring individuals together
Form high performing team
Give team timely information
Help team deliver role
Know what's going on around business
Talk about business to customers
How You'll Work.
Team & Collaboration
Account plans with Vet Ops; Account plans with species leads; Strategy with Key Account Managers; Share best practice; Share key account management; Coordinate with colleagues; Communicate with Area Business Manager; Communicate with stakeholders; Show united team; Give team timely information; Give team support
Communication Scope
Written communication; Verbal communication; Call reports; Marketing messages; Product information; Business records; Communicate effectively
Process & Methodology
Account plans, Strategic goals
Full Job Description
The purpose of this field-based position is to sell designated product lines to an agreed portfolio of trade customers, veterinary practices, and direct to farmers where required. The person in role is required to develop mutually beneficial 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 against sales growth & market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with the customer. **Core Responsibilities** **Strategy & 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 Vet Ops and species leads. * Work in close collaboration with Key Account Managers 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 interactions and exceptional provision of service. * Implement bespoke solutions for the customer, utilising all available resources and tools * Address the specific and individual needs of customers proactively and effectively * Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas. * Share detail of the management of key accounts with colleagues throughout the business unit **Call activit
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