Companion Animal Account Manager

Zoetis Inc; England; On-site; GBP 35,000 - 52,000; Full time

Job summary

Zoetis is seeking a Companion Animal Account Manager to partner with veterinary practices across Surrey & Sussex. This field-based role involves selling designated product lines to independent and corporate accounts, while building long-term partnerships that grow sales and raise Zoetis' profile.

You will work with veterinary practices, ABMs and colleagues to deliver strategic plans, achieve targets, and maintain high-quality CRM records.

Qualifications

• Previous experience in a customer facing role is essential.
• Previous experience in a customer focused industry is beneficial.
• We welcome professional experiences gained in industries outside Animal & Human Health.

Responsibilities

• Sell designated product lines to an agreed portfolio of veterinary practices and corporate accounts.
• Develop mutually beneficial partnerships with customers and maintain activity to grow sales and market share.
• Deliver call activity that meets KPIs and accurately log activity in the CRM.
• Collaborate with colleagues to align plans with marketing programmes and Solution Selling.
• Plan and update account plans in collaboration with veterinarians and ABMs.

Skills

Sales & negotiation

Relationship management

Communication

Account planning

Independent working

Drive & resilience

Virtual selling

Tools

CRM system

Job description

Location: UK Field Force

Time Type: Full time

Job Description

States considered:

Role Description

Companion Animal Account Manager – South West (Surrey & Sussex)

Zoetis | Full Time | Field-based
Reporting to: Area Business Manager (ABM)

Drivers license required

Bring your commercial drive to the world leader in animal health

Zoetis is looking for a Companion Animal Account Manager to partner with veterinary practices across Surrey & Sussex. This is a field-based role where you’ll sell designated product lines to an agreed portfolio of Independent customers and Corporate accounts, while building long-term, mutually beneficial partnerships that grow performance, profile, and reputation.

Job Purpose

The purpose of this field-based position is to sell designated product lines to an agreed portfolio of vetinary practices, both independent and corporate accounts.

The successful applicant will be expected to develop mutually beneficial and productive 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 driving the sales growth & market share gain targets for our designated product lines, whilst growing the company’s profile and reputation through professional and mutually successful partnerships with customers.

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.
• Work in close collaboration with Key Account Managers to understand strategy and plans. Deliver on these plans to your corporate customers.
• Ensure customer information and call reports are continuously updated through CRM system in line with national KPI’s.
• 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 partnerships with our customers based on high quality account plans.
• Implement bespoke customer solutions utilising all available resources including products, value add services and Veterinarians.
• 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.
• All booked appointments are entered into the CRM system with a clear pre-call plan included in line with the solution selling model.
• 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.

Sales

• Deliver agreed sales targets, growth and market share gains for specified product lines.
• Use Solution Selling model effectively. Connect customer needs with Zoetis products and services.
• Negotiate to a position of win:win:win. Know the impact on the account holder and the end customer.
• Interact with the customer with the goal of linking Zoetis, our products and our services to the long-term business needs of the customer.

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 practise.
• Attain AMTRA qualification within three years of employment with Zoetis.
• 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

Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Communication and influencing skills
• Relationship management ability; can build successful and effective relationships
• Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
• Account and stakeholder management skills. Focus on planning, with balance of tactical management with day-to-day operational requirements
• Ability to work independently
• Drive and resilience, demonstrated with a persistent attitude

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 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

• No minimum level of education or qualification is required for this role

Experience

• Previous experience in a customer facing role is essential
• Previous experience in a customer focused industry
• We welcome professional experiences gained in industries or sectors outside of Animal & Human Health

Travel Requirement

Due to the high frequency of travel required, possession of a valid driver’s license is an absolute requirement.

Ready to make a difference with Zoetis?

If you’re motivated by building strong customer partnerships, delivering commercial results, and representing a trusted brand in animal health, we’d love to hear from you.