Companion Animal Account Manager, South East

Role Description Job Title - Account Manager (AM)  Team - International Operations  Business Unit - Companion Animal  Location - UK Field Force / Maidstone / Kent  Reporting to - Area Business Manager (ABM)  Managed Resources    
• 0 FTE  
• 0 Budget Job Purpose    The purpose of this field-based position is to sell designated product lines to an agreed portfolio of Independent customers and Corporate key accounts; 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 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 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.  

Relationships  -    Develop mutually beneficial 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 promptly and effectively. React with speed to their needs and requests.  -    Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas.  

Compliance  -    Maintain high standards of business…