Corporate & Specialty Account Manager

Zoetis; Georgia; On-site; USD 65,000 - 125,000; Full time

Benefits offered by this job

Healthcare

Dental coverage

Retirement savings

Paid holidays

Vacation

Disability insurance

Job summary

Zoetis in the United States is seeking a Corporate & Specialty Sales Representative in Petcare to lead business development and account management with identified corporate and specialty customers.

You will develop and execute sales strategies, manage customer accounts, and collaborate with the Strategic Account Team to grow revenue through solution selling, pricing programs, and service delivery. Some travel may be required as part of territory coverage.

Qualifications

• Undergraduate degree required.
• Minimum of 5 years selling experience.
• Enhanced strategic selling skills.
• Analytical skills to assess and design solutions.
• Ability to market and sell complex integrated solutions.
• Negotiation and relationship-building in fast-paced environments.
• Proven business and financial acumen with budgeting and forecasting.

Responsibilities

• Develop and execute sales strategies to maximize revenue and identify opportunities.
• Proactively manage customer accounts across all sales stages.
• Collaborate with account leads to implement growth initiatives.
• Meet quota objectives for key products and services.
• Leverage pricing programs and Zoetis tools to win new business.
• Engage with clinic staff and decision makers to expand access.

Skills

Territory management

Account management

Strategic selling

Negotiation

Relationship building

Analytical thinking

MS Office

Outlook

Zoetis systems

Education

BS/BA degree

Tools

MS Office

Outlook

Zoetis systems

Job description

Location

Territory covers all of Iowa, Nebraska, Southern MN and SE South Dakota.

Benefits

We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, retirement savings benefits, paid holidays, vacation and disability insurance.

Position Overview

Corporate & Specialty Sales Representative within Petcare responsible for Business Development and Account Management in identified corporate and specialty customers.

Responsibilities

• 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 to maximize contractual advantages and opportunities.
  • In conjunction with Corporate and Specialty team leads, implement strategic growth initiatives.
  • Meet growth objectives overall and for key products via new account penetration.
  • Demonstrate success in key sales metrics such as new product penetration, therapeutic‑area portfolio expansion, and 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 overall and for key products.
  • Respond to and resolve all account needs.
  • Demonstrate success in 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, Collaboration and Coordination
  • Build strong collaborative relationships with all Strategic Account Team members, including the commercial lead, marketing lead, and Professional Services Veterinarian customers across Zoetis.
  • Routinely review common objectives identified by commercial account leads that support both customers' goals (KPIs) and business goals.
  • Build and leverage relationships with key clinic staff members and primary decision makers.
  • Work with Territory, Area and other Zoetis colleagues in a professional manner, consistently meeting expectations around integrity, compliance, work ethic, conduct, attire, effective communication and overall teamwork.
• Enhanced Solution Selling
  • Proactively seize selling opportunities by seamlessly transitioning between technical product expertise and business development discussions, consistently demonstrating solution‑selling skills.
  • Gain a strong understanding of each corporate partner's culture, goals and KPIs to maximize tailored solution selling.
  • Gain insights into corporate customers' focus and goals and help drive success for those accounts and Zoetis business.
  • Build effective relationships with and service all targeted hospital personnel to maintain and grow relevance and access within each account.
  • Utilize 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 and Resource Allocation to effectively implement the full complement of Zoetis resources and 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 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.
• Physical Position Requirements
  • Ability and willingness to travel and work some evenings as required by the position.

Education and Experience

• Undergraduate degree (BS/BA) required.
• 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 early.
• 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.

Compensation

Base Pay Range: $65,000 – $125,000 (Colorado).
Base Pay Range: $65,000 – $125,000 (California, NJ Remote, NY Remote, Washington).
This position is eligible for short‑term incentive compensation and long‑term incentive.

Equal Opportunity Employment

Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification.
Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at [e-mail] to request an accommodation.