Corporate Accounts Manager

hace 1 mes

España Zoetis A tiempo completo

JOB PURPOSEThis 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 RESPONSIBILITIESStrategy & PlanningDevelop the key account strategy and align activities and key account plans to marketing programmes and management directionDevelop and maintain key account plans based on detailed analysis of the customer’s needsObserve industry trends and issues. Identify commercial opportunities when they arise and capitalize on themUse internal and industry data to anticipate factors affecting commercial activityEnsure customer information and activity reports are continuously updated through CRM systemMaintain high level of expertise with the evolving portfolio of products, services, pricing and competitionSales & NegotiationDeliver agreed sales targets, growth and market share gains for specified product linesAnalyse and interpret territory and customer potential, sales and growth opportunitiesEnsure clear and specific objectives exist for each occasion of customer activityIdentify 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.Identify objectives and parameters for every negotiationMethodically plan each negotiation – identify both parties interests, define best alternative position, accurately estimate that of counterpart and drive deal valueWin concessions while maintaining a strong and positive relationshipNegotiate 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.Manage the account towards the goal of linking Zoetis, our products and our services to the long term business needs of the customerCo-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricingRelationshipsDevelop mutually beneficial long term partnerships with our customers based on high quality interactions and exceptional provision of serviceImplement bespoke solutions for the customer, utilising all available resources and toolsAddress the specific and individual needs of customers proactively and effectivelyWork 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 plansContribute to the success of your team by sharing best practice with colleagues and proactively introducing ideasShare detail of the management of key accounts with colleagues throughout the business unitsComplianceMaintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel & expenses policy and local codes of practiseMaintain detailed and accurate business recordsKey SkillsExceptional negotiation skills and sales abilityStrong business and financial acumenEffective communication skills – written and verbalBuilds successful and effective relationshipsKnows their stuff – able to retain and recall product information to a detailed levelA strong focus on planning and strategic goalsDrive, resilience and stress toleranceA persistent, never give up attitudeConfidence, likability and an authoritative personalityKeen stakeholder managementBEHAVIOURS:Keep your sales and negotiation skills sharp. Train, and retrainBe an expert on your products – know them inside and out, and continue to learnUse the experience from setbacks and failure to drive your future successAlways do the right thingSell what you know your customers need; what you know will work for their businessUphold the highest standards of professionalism, honesty and integrity with the customerHelp build the reputation of our brand by understanding and supporting the things that we stand forCustomer obsessedKnow your account holders. Know more than just their names, know their businessEstablish effective and lasting relationships with customers that build loyalty to our brandRun it like you own itGround all account plans in commercially sound thinkingMake realistic and achievable commitments to customers that work for our business whilst benefiting theirsWe are one ZoetisShow the customer a united team that speak with one voiceGive the team timely information and support that helps them to deliver their roleKnow what’s going on around the business and talk about it to your customersTRAINING AND QUALIFICATIONS:Sales qualification is desirableCurrent passport and valid driving licenceIT literate. Able to use standard business software and communication toolsEXPERIENCE:Experience as a field sales representative or in key accountsExperience in business to business salesEmployee in animal health industry or a related industryTravel Requirement: High frequency of travelFull time
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