Corporate Accounts Manager

hace 3 semanas

Madrid, España buscojobs España A tiempo completo

This field-based position is responsible for the strategic management of corporate accounts including national Key Account Veterinary Businesses and large veterinary group practices. The Key Account Manager engages with the leadership teams of these businesses to negotiate contracts, find new opportunities within those existing partnerships and drive the provision of Zoetis product.

The Corporate Accounts manager (CAM) role operates with an exceptional level of business and financial acumen to ensure the best negotiated terms with our customers. Holding the ownership of up to approx. 4-10 national accounts, the CAM is responsible for a significant revenue stream/strategic partner for Zoetis in a sector of substantial growth.

The person in role is required to develop mutually beneficial and productive long term partnerships with our customers. They maintain these relationships alongside the Corporate Account Managers, with the appropriate quantity & quality of activity. They work collaboratively to utilise the resources from the clinical team, Leadership Team, the CoE and the business units to bring a significant level of knowledge and expertise to the customer.

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.

This role has to coordinate the strategy for the Corporate Accounts with the rest of the stakeholders in the organization (marketing, CS&L…).

CORE RESPONSIBILITIES

  1. Develop the key account strategy and align activities and key account plans to marketing programmes and management direction.
  2. Develop and maintain key account plans based on detailed analysis of the customer’s needs.
  3. Observe industry trends and issues. Identify commercial opportunities when they arise and capitalize on them.
  4. Use internal and industry data to anticipate factors affecting commercial activity.
  5. Ensure customer information and activity reports are continuously updated through CRM system.
  6. Maintain high level of expertise with the evolving portfolio of products, services, pricing and competition.
  7. Deliver agreed sales targets, growth and market share gains for specified product lines.
  8. Analyse and interpret territory and customer potential, sales and growth opportunities.
  9. Ensure clear and specific objectives exist for each occasion of customer activity.
  10. Identify the decision makers and key influencers in our customers businesses, whether direct – Clinical Boards, Procurement and Commercial teams, or indirect – L&D, HR, Customer Services. Use the network of contacts effectively.
  11. Identify objectives and parameters for every negotiation.
  12. Methodically plan each negotiation – identify both parties interests, define best alternative position, accurately estimate that of counterpart and drive deal value.
  13. Win concessions while maintaining a strong and positive relationship.
  14. Negotiate to a position of win:win:win. Know the impact on the customer and the end client. Align our strategic plans to the vision of our customers businesses.
  15. Manage the account towards the goal of linking Zoetis, our products and our services to the long term business needs of the customer.
  16. Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing.

Relationships

  1. Develop mutually beneficial long term partnerships with our customers based on high quality interactions and exceptional provision of service.
  2. Implement bespoke solutions for the customer, utilising all available resources and tools.
  3. Address the specific and individual needs of customers proactively and effectively.
  4. Work effectively at all levels in the team; with the National Key Accounts Manager on planning, and with Corporate Account Managers giving them the direction to carry out strategy and plans.
  5. Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas.
  6. Share detail of the management of key accounts with colleagues throughout the business units.

Compliance

  1. Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel & expenses policy and local codes of practise.
  2. Maintain detailed and accurate business records.

Key Skills

  1. Exceptional negotiation skills and sales ability.
  2. Strong business and financial acumen.
  3. Effective communication skills – written and verbal.
  4. Builds successful and effective relationships.
  5. Knows their stuff – able to retain and recall product information to a detailed level.
  6. A strong focus on planning and strategic goals.
  7. Drive, resilience and stress tolerance.
  8. A persistent, never give up attitude.
  9. Confidence, likability and an authoritative personality.

BEHAVIOURS:

  1. Keep your sales and negotiation skills sharp. Train, and retrain.
  2. Be an expert on your products – know them inside and out, and continue to learn.
  3. Use the experience from setbacks and failure to drive your future success.

Always do the right thing

  1. Sell what you know your customers need; what you know will work for their business.
  2. Uphold the highest standards of professionalism, honesty and integrity with the customer.
  3. Help build the reputation of our brand by understanding and supporting the things that we stand for.

Customer obsessed

  1. Know your account holders. Know more than just their names, know their business.
  2. Establish effective and lasting relationships with customers that build loyalty to our brand.

Run it like you own it

  1. Ground all account plans in commercially sound thinking.
  2. Make realistic and achievable commitments to customers that work for our business whilst benefiting theirs.

We are one Zoetis

  1. Show the customer a united team that speak with one voice.
  2. Give the team timely information and support that helps them to deliver their role.
  3. Know what’s going on around the business and talk about it to your customers.

TRAINING AND QUALIFICATIONS:

  1. Current passport and valid driving licence.
  2. IT literate. Able to use standard business software and communication tools.

EXPERIENCE:

  1. Experience as a field sales representative or in key accounts.
  2. Experience in business to business sales.
  3. Employee in animal health industry or a related industry.

Travel Requirement: High frequency of travel.

Full time.

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