Key Account Manager - POM VPS - Wales, Midlands, Anglia (KAMKM24) Wales Key Account Manager - POM VPS - Wales, Midlands, Anglia (KAMKM24) Wales

This role covers Wales, The Midlands and Anglia

This field-based position is responsible for the strategic management of key accounts for trade livestock and equine business. The Key Account Manager engages with the leadership of their designated key accounts to identify joint business opportunities and bring them to fruition. They develop and execute account plans aimed at meeting joint objectives.

The person in role is required to develop mutually beneficial long term partnerships with our customers. They maintain these relationships alongside other internal stakeholders, with the appropriate quantity & quality of activity. They work collaboratively to utilise the resources from the business unit, the Leadership Team 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 & market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

Core responsibilities:

Strategy & Planning

• Develop the 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

• Deliver agreed sales targets, growth and market share gains 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 - Procurement and Commercial teams, or indirect - L&D, HR, Customer Services. Use the network of contacts effectively.


• 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 and productive 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 to coordinate available resources in line with account sales


• 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 unit


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


• Maintain detailed and accurate business records, Keep your selling skills sharp and drive your team's ongoing learning. Train, and retrain


• Be an expert on your products - know them inside and out, and continue to learn


• Harness the momentum from success and the learnings from failure. Use it to drive the team forward


Always do the right thing

• Sell what you know your customers need; what you know will work for their business


• Uphold the highest standards of professionalism, honesty and integrity with the customer


• Help build the reputation of our brand by understanding and supporting the things that we stand for


Customer obsessed

• Know your account holders. 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


• Make realistic and achievable commitments to customers that work for our business whilst benefiting theirs


• Develop motivated , positive and empowered individuals and bring them together in a high performing team


We are one Zoetis

• Show the customer a united team that speak with one voice


• 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
  
  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


• 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


Travel Requirements:

• High frequency of travel


• Full driving licence required