Corporate and Specialty Account Manager

Atlanta, GA, United States

Location: Atlanta, GA

The Corporate & Specialty Sales Representative within Petcare is responsible for Business Development and Account management in the identified corporate and specialty customers.

Position Responsibilities

Primary responsibilities include Business Development and Account management in our most important corporate and specialty customers. The Corporate & Specialty Sales Representative will utilize enhanced 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.

Business Development

Develop and execute sales strategies to maximize profitable revenue, increase customer base and identify new business opportunities. Propose and implement plans supported by the contracts and commercial leads.

Personally, manage customer accounts via direct interaction at all levels of the sales process including proactive follow up for future needs.

Develop an understanding of competitive landscape and pricing by maximizing the contractual advantages and opportunities

In conjunction with Corporate and Specialty team leads, implement strategic growth initiatives.

Meet growth objectives both overall and for key products via new account penetration

Demonstrate success in other key sales metrics such as:

New product penetration / Equipment Leads

Therapeutic area portfolio expansion

Service sales execution to gain new business

Leverage portfolio and contractual pricing program offerings based on company goals, customer needs and market information.

Leverage account management tools to gain new business

Account Management

Meet quota objectives both overall and for key products

Respond to and resolve all account needs

Demonstrate success in other key sales metrics such as: Product pull-through via demand generation within targeted geography

Execute generic defense strategy

Service Sales Execution where appropriate to maintain existing business

Leverage portfolio and contract & pricing program offerings to maintain existing business

Leverage account management tools to maintain existing business

Strategic Account Team Leadership/Teamwork, Collaboration and Coordination

Builds strong collaborative relationships with all Strategic Account Team members, including the commercial lead, marketing lead, and the Professional services Veterinarian customers and across Zoetis.

Routinely reviews common objectives identified by the commercial account leads that support both the customers goals (KPIs) and business goals

Builds and leverages relationships with key clinic staff members and primary decision makers

Works with Territory, Area, and other Zoetis colleagues in a professional manner to include consistently meeting expectations around integrity/compliance, work-ethic, role/responsibility, conduct/attire, effective communication/informing, all administrative responsibilities, and overall teamwork.

Enhanced Solution Selling

Proactively seizes selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrate Solution Selling skills.

Gain strong understanding of each corporate partners culture/goals and KPIs to maximize tailored solution selling with corporate partners

Gain insights into the corporate customers focus and goals (KPIs) and help drive success for those customers accounts and Zoetis business

Builds effective relationships with and service all targeted hospital personnel to ensure you maintain and grow your relevance and access within each account.

Utilizes the appropriate tools, based on current account relationship and business, to create growth within the account.

Interact with customers following all Zoetis promotional guidelines.

Enhanced Business Planning, Resource Allocation and Optimization

Develop and execute a Territory Business Plan / Account Business Plans / Resource Allocation- effectively implementing the full complement of Zoetis resources and following up to maximize ROI.

Develop an effective associate strategy for product penetration, pull-through and/or growth.

Utilize our Customer Relationship Management system to identify evidence- based corporate account growth opportunities.

Conduct quarterly business reviews with ABM/Commercial leads and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance.

Meet field activity expectations including sales call activity and investment in medical education programs.

Develop and execute a call plan at the account and veterinarian level that delivers on reach /frequency expectations.

Education and Experience

Undergraduate degree (BS/BA) required

Minimum of 5years of relevant selling experience

Demonstrated Enhanced strategic selling skills

Analytical skills - assess, design and sell a given solution

Ability to market and sell complex integrated solutions

Negotiation and relationship building skills, and the ability to work in a fast-paced environment

Proven business and financial acumen with budgeting and forecasting experience

Customer focused professional demeanor and presentation style

Highly focused and results orientation, 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 who can motivate others

Track record of successful Sales performance

Animal Health experience and knowledge of companion animal veterinary medicine strongly preferred

Success in previous roles including creatively finding opportunities or solving problems to drive sales performance

Acts as a change agent and agile learner

Creates and uses analytics and insights to enhance decision-making and tactical execution

Follow-through and attention to detail

Ability to manage assigned expense budgets

Exhibit willingness to accept and incorporate feedback Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)

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 Requirements

Ability and willingness to travel and work some evenings as required by the position

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in ( Colorado) . Base pay may vary based on location and other factors.

Base Pay Range: $64,500 - $125,000

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (California) , (NJ Remote), (NY Remote), or (Washington). Base pay may vary based on location and

other factors.

Base Pay Range: $64,500 - $125,000

[ This position is eligible for short-term incentive compensation.] [The position is also eligible for long-term incentive.]

We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, and retirement savings benefits along with paid holidays, vacation and disability insurance.

#J-18808-Ljbffr