Corporate & Specialty Account Manager

Zoetis Inc • Seattle, WA • 8h ago

Location: Tacoma, WA
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:
New product penetration / Equipment Leads
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.

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