Zoetis Hiring For Corporate Key Account Manager at England, AR, United States Full Time

Job Description

This field-based position is responsible for the strategic management of corporate accounts such as national Key Account Veterinary Businesses across all species groups that Zoetis caters to. The Corporate Key Account Manager engages with the leadership teams of these businesses to bring full range of portfolio solutions, develop short and long term engagement strategies, negotiate contracts, find new opportunities within those existing partnerships and drive Zoetis innovative products and solutions.
The CKAM 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 2 national accounts, the CKAM is responsible for a significant revenue stream 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 Account Managers from all relevant business units, with the appropriate quantity and 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 targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with the customers.
Core Responsibilities
Strategy & Planning

• Develop the short, medium and long term key account strategy and align activities and key account plans to marketing programmes and management direction
• Develop and maintain key account plans based on detailed analysis of the customer’s needs
• Observe industry trends and issues. Identify commercial opportunities when they arise and capitalize on them
• Use internal and industry data to anticipate factors affecting commercial activity
• Ensure customer information and activity reports are continuously updated through CRM system
• Maintain high level of expertise with the evolving portfolio of products, services, pricing and competition

Sales Accountability & Negotiation

• Deliver agreed sales targets and growth for specified product lines
• Analyse and interpret territory and customer potential, sales and growth opportunities

• Ensure clear and specific objectives exist for each occasion of customer activity
• Identify 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 negotiation
• Methodically plan each negotiation – identify both parties’ interests, define best alternative position, accurately estimate that of counterpart and drive deal value
• Win concessions while maintaining a strong and positive relationship
• Negotiate 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 customer
• Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing

Relationships

• Develop mutually beneficial long-term partnerships with our customers based on high quality interactions and exceptional provision of service
• Implement bespoke solutions for the customer, utilising all available resources and tools
• Address the specific and individual needs of customers proactively and effectively
• Work effectively at all levels in the team; with the Corporate Accounts Business Manager UK on planning, and with all relevant Account Managers giving them the direction to carry out strategy and plans.
• Ensure strong relationships are built at all levels of the Zoetis organisation to build a network of influencers to drive performance within these key customers
• Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas
• Share detail of the management of key accounts with colleagues throughout the business units and work with them to build the strategy

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 detailed and accurate business records including CRM

Key Skills and Experience Needed:
Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Commercially mentality and focus on financial results
• Relationship and stakeholder management, interpersonal skills and influencing abilities
• Strong written and verbal communication skills
• Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
• Drive and resilience, demonstrated with a persistent attitude
• A focus on planning and strategic goals
• Experience in a commercial industry and fast paced commercial environment
• Experience in a sales role, either field sales or business to business selling
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Apply ASAP with full CV. Only successful candidates will be contacted.
As the world’s leading animal health company, we are driven by a singular purpose: to nurture our world and humankind by advancing care for animals. After 70 years innovating ways to predict, prevent, detect, and treat animal illness, we continue to stand by those raising and caring for animals worldwide – from livestock farmers to veterinarians and pet owners. The company’s leading portfolio and pipeline of medicines, vaccines, diagnostics, and technologies make a difference in over 100 countries. A Fortune 500 company, we generated revenue of $7.8 billion in 2021 with ~12,100 employees. For more, visit www.zoetis.com .