Diagnostics Specialist

- Zoetis India Capability Center; Madrid; On-site; EUR 60,000 - 90,000; Full time

Job summary

Zoetis India Capability Center seeks a field-based Diagnostics Specialist to provide onsite support to veterinary practices, laboratories and academic settings. You will drive customer satisfaction and contribute to the overall health of assigned territories.

As part of the sales team, you will generate new business, build long-term partnerships, deliver product guidance and training, and maintain CRM records to ensure accurate reporting and planning against targets.

Qualifications

• Proven sales success in veterinary/animal health sector
• Excellent communication and influencing skills
• Ability to build and maintain long-term customer relationships

Responsibilities

• Drive sales by engaging existing customers and prospects in the designated region
• Explain Zoetis products and value proposition to veterinary practices and laboratories
• Develop account plans with veterinarians and Dx coordinators
• Maintain CRM records with call reports and activity
• Provide onsite technical support and training for product lines
• Ensure compliance with Pharmacovigilance policy and local codes
• Deliver KPI-driven call activity with planned frequency
• Identify new opportunities and referrals from current customers

Skills

Exceptional sales ability

Strong communication

Relationship building

Product knowledge retention

Strategic planning

Independent field worker

Job description

Job Purpose

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.

Develop mutually beneficial and productive long-term partnerships with our customers and maintain these relationships with the appropriate quantity and quality of activity.

Contribute to the overall success of Zoetis by delivering at least the sales growth and market share gain targets for the designated product lines.

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, ATMs, ABMs and Dx coordinators

Identify, quantify, qualify, track, and evaluate Veterinary Practice performance; facilitate, develop, design and

implement clinic workflow processes that improve overall customer experience with our products and services

Ensure customer information and call reports are continuously updated through the CRM system

Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.

Analyze 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 utilizing all available resources including products, value-add services, Veterinarians and Business Consultants

Work with the Dx Coordinator, Dx´s, 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 to maximize 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 staff changes and ensure new staff are trained within 8 weeks of joining the practice

Ensure clear and specific objectives exist for each individual call

Delivering relevant marketing messages, product information and programs consistent with management direction in line with the Solution Selling model

Proactively identify customer opportunities and capitalize on them

Co-ordinate with colleagues to achieve positive changes to 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 and Behaviors

Key Skills

• Exceptional sales ability
• Strong communication and influencing skills
• Builds successful and effective relationships
• Able to retain and recall product information to a detailed level
• Strong focus on planning, balancing tactical planning with day-to-day operational requirements
• Ability to work independently and as part of a field for