Accounts Manager Ca- Malaga

hace 1 día

Málaga, España buscojobs España A tiempo completo

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of customers; veterinary practices. 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

  • 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 and ABMs.
  • 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.
  • Interact with other departments to excel on executing business 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.
  • 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.
  • 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 Area Business Manager and other stakeholders.
  • Manage allocated customer support budget with tight control to avoid overspends.

Key Skills

  • Exceptional sales ability.
  • 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.
  • 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

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

Experience

  • As either a field sales representative.
  • Employee in animal health industry or a related industry.
  • Employee in a customer-facing role.

Travel Requirement - High frequency of travel within designated region.

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