Corporate & Specialty Account Manager

Zoetis; Bloomington (IL); On-site; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Corporate & Specialty Account Manager to drive business development and account management within the veterinary sector. This role involves strategic selling, territory management, and collaboration with internal teams to enhance sales performance. The ideal candidate will have a strong background in sales, analytical skills, and the ability to build relationships with key stakeholders. With a focus on customer success and innovative solutions, this position offers the opportunity to make a significant impact in the animal health market while enjoying a supportive and dynamic work environment.

Benefits

Competitive healthcare benefits

Retirement savings benefits

Employee well-being programs

Flexible work arrangements

Qualifications

• Minimum of 5 years of relevant selling experience required.
• Demonstrated strategic selling skills and analytical abilities.

Responsibilities

• Develop and execute sales strategies to maximize revenue.
• Manage customer accounts and build strong relationships.

Skills

Strategic Selling Skills

Analytical Skills

Negotiation Skills

Relationship Building

Sales Performance

Customer Focus

Education

5+ years of relevant selling experience

Animal Health knowledge

Tools

MS Office

Customer Relationship Management (CRM)

Job description

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Location: Bloomington, IL. Must live in territory to call on customers face to face. The territory covers the entire state of IL, except Chicagoland. Overnights each week are required.

Corporate & Specialty Account Manager

Position Summary

The Corporate & Specialty Account Manager within Petcare is responsible for Business Development and Account management in the identified corporate and specialty customers.

Position Responsibilities

The Corporate & Specialty Account Manager will utilize enhanced solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. This position will require some travel and evening work for educational programs.

Business Development

• Develop and execute sales strategies to maximize profitable revenue, increase customer base and identify new business opportunities. Propose and implement plans supported by the contracts and commercial leads.
• Personally, manage customer accounts via direct interaction at all levels of the sales process including proactive follow up for future needs.
• Develop an understanding of competitive landscape and pricing by maximizing the contractual advantages and opportunities.
• In conjunction with Corporate and Specialty team leads, implement strategic growth initiatives.
• Meet growth objectives both overall and for key products via new account penetration.
• Demonstrate success in other key sales metrics such as:
• Therapeutic area portfolio expansion
• Service sales execution to gain new business
• Leverage portfolio and contractual pricing program offerings based on company goals, customer needs and market information
• Leverage account management tools to gain new business.

Account Management

• Meet quota objectives both overall and for key products
• Respond to and resolve all account needs
• Demonstrate success in other key sales metrics such as:
  • Product pull-through via demand generation within targeted geography
  • Execute generic defense strategy
  • Service Sales Execution where appropriate to maintain existing business
  • Leverage portfolio and contract & pricing program offerings to maintain existing business
  • Leverage account management tools to maintain existing business

Strategic Account Team Leadership/Teamwork, Collaboration and Coordination

• Builds strong collaborative relationships with all Strategic Account Team members, including the commercial lead, marketing lead, and the Professional services Veterinarian customers and across Zoetis.
• Routinely reviews common objectives identified by the commercial account leads that support both the customers goals (KPIs) and business goals
• Builds and leverages relationships with key clinic staff members and primary decision makers.
• Works with Territory, Area, and other Zoetis colleagues in a professional manner to include consistently meeting expectations around integrity/compliance, work-ethic, role/responsibility, conduct/attire, effective communication/informing, all administrative responsibilities, and overall teamwork.

Enhanced Solution Selling

• Proactively seizes selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrate Solution Selling skills.
• Gain strong understanding of each corporate partners culture/goals and KPIs to maximize tailored solution selling with corporate partners.
• Gain insights into the corporate customers focus and goals (KPIs) and help drive success for those customers accounts and Zoetis business.
• Builds effective relationships with and service all targeted hospital personnel to ensure you maintain and grow your relevance and access within each account.
• Utilizes the appropriate tools, based on current account relationship and business, to create growth within the account.
• Interact with customers following all Zoetis promotional guidelines.

Enhanced Business Planning, Resource Allocation and Optimization

• Develop and execute a Territory Business Plan / Account Business Plans / Resource Allocation- effectively implementing the full complement of Zoetis resources and following up to maximize ROI.
• Develop an effective associate strategy for product penetration, pull-through and/or growth.
• Utilize our Customer Relationship Management system to identify evidence- based corporate account growth opportunities.
• Conduct quarterly business reviews with ABM/Commercial leads and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance.
• Meet field activity expectations including sales call activity and investment in medical education programs.
• Develop and execute a call plan at the account and veterinarian level that delivers on reach /frequency expectations.

Education and Experience

• Minimum of 5 years of relevant selling experience
• Demonstrated Enhanced strategic selling skills
• Analytical skills - assess, design and sell a given solution
• Ability to market and sell complex integrated solutions
• Negotiation and relationship building skills, and the ability to work in a fast-paced environment
• Proven business and financial acumen with budgeting and forecasting experience
• Customer focused professional demeanor and presentation style
• Highly focused and results orientation, able to identify goals and priorities and resolve issues in initial stages
• Demonstrated ability to work independently and in a close team environment, self-starter who can motivate others
• Track record of successful Sales performance
• Animal Health experience and knowledge of companion animal veterinary medicine strongly preferred
• Success in previous roles including creatively finding opportunities or solving problems to drive sales performance
• Acts as a change agent and agile learner
• Creates and uses analytics and insights to enhance decision-making and tactical execution
• Follow-through and attention to detail
• Ability to manage assigned expense budgets
• Exhibit willingness to accept and incorporate feedback Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)
• Verbal, written, presentation, interpersonal, and communication skills
• Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information
• Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)

Physical Position Requirements

Ability and willingness to travel and work some evenings and overnights as required by the position

About Zoetis

At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues' careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

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Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development, Product Management, and Sales

• Industries

  Veterinary Services

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