Diagnostics Specialist Canarias

Role Description

The purpose of this field-based position is as a Diagnostics Specialist who provides onsite support to veterinary practices, laboratory research, and veterinary academic settings and is responsible for the overall business health and customer satisfaction of their assigned territories.

Sales Creation : Generate sales by calling on existing customers, self-generated prospects and all potential animal health or research opportunities within your designated region. Clearly explaining the uses and benefits of Zoetis products and services and effectively communicating our “value proposition”, you will be required to generate new business and leads by placing Zoetis products into new practices, academia and research settings and gathering referrals from existing clients.

Your purpose is to assist practices with all aspects of understanding the practice and customer benefits in providing high quality diagnostics products and in house diagnostic services.

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.

Core Responsibilities

• 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, ATMs, ABMs and Dx coordinators.
• Responsible for identifying, quantifying, qualifying, tracking, and evaluating Veterinary Practice performance; and, for facilitating, developing, designing and implementing clinic workflow processes that improve overall customer experience with our products and services.
• Ensure customer information and call reports are continuously updated through CRM system.
• 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.
• Work with the Dx Coordinator, Dxs, BUM, ABM, ATM and AM teams to identify and report opportunities in customer accounts as well as new opportunities through referrals from existing customers.
• Identify opportunities into existing customers in order to maximise their profitability and customer service.
• 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.
• Respond to requests for onsite technical support, providing prompt and accurate technical assistance, troubleshooting, and resolution of complex system problems for veterinary clinics, laboratory research, and veterinary academic settings.
• Provide clinics with guidance, instruction, and training on our product line and services to increase productivity and performance through formal and informal presentations.
• Provide post sale product installation and validation, applications and operations training. Ensure that all staff are trained and signed off for competent and confident use of all equipment. Monitor any staff changes and ensure new staff members are trained within 8 weeks of joining the practice.
• 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.
• Coordinate 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.

Compliance

• 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 practice.
• Maintain accurate business records including CRM and communicate effectively with the Manager and other stakeholders.
• Manage allocated budget with tight control to avoid overspends.

Key Skills:

• Exceptional sales ability.
• Strong communication, influencing skills.
• Builds successful and effective relationships.
• Knows their stuff – able to retain and recall product information to a detailed level.
• A strong focus on planning, and a balance of tactical planning with day-to-day operational requirements.
• Ability to work independently and as part of a field force team.
• Drive and resilience, demonstrated with a persistent, never give up attitude.
• Confidence, likability, and an authoritative personality.
• Stakeholder management – effective at using stakeholders as resources.

Behaviours

Our Colleagues make the difference:

• Keep your selling skills sharp. Train, and retrain.
• Be an expert on your solutions – know them inside and out, and continue to learn.
• Use the experience from setbacks and failure to drive your future success.

Always do the right thing:

• Sell what you know your customers need; what you know will work for them.
• Help build the reputation of our brand by understanding and supporting the things that we stand for.

Customer obsessed:

• Know your vets, know your farmers. Know more than just their names, know their business.
• Establish effective and lasting relationships with customers that build loyalty to our brand.

Run it like you own it:

• Ground all account plans in commercially sound thinking.
• Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better.

We are one Zoetis:

• Give the team timely information and support that helps them to deliver their role.
• Know what’s going on around the business and talk about it to your customers.
• Communicate across roles, across regions, across species.

Training & Qualifications:

Valuable Bachelor's degree preferable in Veterinary, Biology, or any other medical or scientific specialization.

• Relevant technical / clinical experience in the veterinary, medical or scientific industry is essential and has a knowledge of veterinary practice purchasing and operations processes.
• Experience of providing training / coaching to groups / individuals.
• Current passport and valid driving licence.
• IT literate. Able to use standard business software and communication tools.
• Native language Spanish and highly valuable proficient in English.

Experience:

• Field Sales experience.
• Employee in animal health industry or a related industry - Veterinary Technician is a plus.
• Employee in a customer facing role.

Travel Requirement: High frequency of travel within designated region. It is required residence in Tenerife.

Full time