National Account Manager

Role Description

We are seeking a highly capable individual for Livestock/Equine National Accounts – National Account Manager. Primary responsibilities include utilizing National account management skills, solution selling, project and territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned accounts. This is a field based/remote position. Travel comprising of up to 60% and some evening and weekend work for educational programs including national conferences and sales meetings is a requirement of the position.

The position is salary + AIP based. Consistent with all national accounts positions, there is no company vehicle provided – mileage reimbursements provided.

• Maximize ZTS revenues against the Distributor contract: the National Account Manager will help execute the details of Distributor contract including growth goals tracking, communication and implementation.
• Meet aggregate sales objectives both overall and for key growth products via demand generation within aligned customers. Partner with internal and external sales and marketing leads to educate, align and implement growth goals.
• Successfully implement and execute joint partnership programs to exceed contract goals aligning with ZTS objectives and Customer capabilities.
• Aid in successfully launching new and growing existing product sales and service offerings via Selling Skills, Technical Knowledge, and Customer Value Delivery within the aligned accounts.
• Demonstrate high levels of collaboration and cross-functional communication with internal and external stakeholders, including sales, marketing and technical leaders within both organizations.
• Move seamlessly between technical product expertise and business development discussions; consistently demonstrate Solution Selling skills.
• Build effective relationships with partner/customer teams to ensure/maintain relevance and access within each account, and interact with customers following all Zoetis contract guidelines;
  Business Planning, Resource Allocation and Optimization.

Internal: Channel LT and National Account Management Team;
Field Sales including RBDs, ABMs and Sales Teams;
Major Accounts leads;
Customer Service;
Marketing Brand Team Leads;
Malvern Support Team including Rebate Analyst.

External: C-Suite, VP of Sales, RDs, ABMs and AMs;
Sr. Director of Marketing;
Director of Inside Sales, Inside Sales Management and ISRs;
Director of Learning and Development;
Procurement Purchasing Manager

• Indicate the Average Budget or Revenue accountability, as applicable.
• Livestock and Equine Revenue Accountability in Partnership with National Account Managers across all Distributors and Retail Accounts ~ $1.1 Billion
• Budget Accountability (M&E) in Partnership with National Account Managers ~ $1.5 Million

• Internal – This position is responsible to support Channel Enablement across Field Sales - 4 RBDs, 21 ABMs and 200+ Field Force Colleagues.
• External – Supporting Distributor Field and Inside Sales  OSRs and 300 ISRs. Retail Stores with over 4,000 locations.

• Undergraduate degree (BS/BA) required
• 2+ years of Zoetis experience preferred
• Success in previous sales roles including creatively finding opportunities or solving problems to drive sales performance.
• Strong communication skills (verbal, written, speaking/presentation, interpersonal)
• Proficiency in MS Office, , Tableau applications
• Strong project management skills
• Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build/manage relationships at all levels of an organization.
• Uses analytics and insights to enhance decision-making and tactical execution.

Ability and willingness to travel extensively and work.

The US base salary range for this full-time position is $90,000-$130,000. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the base pay target range for new hire salaries for the position. Within the range,…