Strategic Account Manager at Zoetis, Inc. in Wichita, Kansas

Job Description:

Location: Remote NE or Remote KS

POSITION SUMMARY

The US Cattle Business Unit is one of the largest businesses within Zoetis' worldwide operations. We focus on maximizing the value of our broad veterinary and producer solutions portfolio by building and sustaining relevant partnerships with veterinarians and producer owners. Based on our business model and operating environment we bring more than just medicines, services, and expertise to the marketplace - we deploy a range of targeted activities to support our solutions offerings in meeting the needs of our customers. These activities include the account management of large business to business accounts that require the leadership of an internal account team that may span multiple specialties and reporting lines. The Strategic Account Manager will be the lead for resource deployment according to the account plan and opportunities. They are responsible for managing a dedicated team that develops novel offerings that differentiate us from competitors.

POSITION RESPONSIBILITIES

Selling Skills / Financial Performance / Technical Knowledge

• Responsible for developing and growing business partnerships with all business units of the assigned customer(s). This approach will include but not be limited to:
  
  
  • In-depth understanding of the customer as demonstrated and communicated through a comprehensive business plan and monthly reports
  
  
  • Conducting "C Suite" interactions that deepen our strategic partnerships and Zoetis portfolio specification
  
  
  • Demonstrating the value of our portfolio through a thorough understanding of our customer's management and business processes and the steps necessary to demonstrate value.
  
  
  • Effective use of data and call entry of all appropriate CRM ("Touchpoint") and analytics (Excel, etc.) functionality.
  
  
  
  

• Develops, coordinates and guides the Account(s) strategy, which is designed to position Zoetis as a "Partner of Choice" and optimize revenue for all key products, within assigned account(s).

• Proactively seizes selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrating Solution Selling skills.

• Works with various Corporate Account stakeholders from procurement, CFO, CEO, President, Owner, General Manager, Procurement, Marketing and Operations for strategic planning and resource deployment to create mutual growth for our emphasis solutions.

Business Planning, Resource Allocation and Optimization

• Leads all aspects of Strategic Account's business plan execution.


• Conducts quarterly business reviews with Area Business Manager (ABM) and Territory Business Managers (TBM) and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance.


• Meets field activity expectations including sales call activity and investment in continual education/process improvement programs


• Develops and executes a call-plan at the account level that touches on all influencers within the customers leadership team


• Negotiates and manages contracts with the assigned account(s) to optimize business results and increase penetration


• Demonstrates ability to effectively gain internal and external support through value enhanced interaction with local teams, customers and KOL's.


• Works with all relevant Zoetis stakeholders/department. (including but not limited to: Technical Service, TBM, Livestock Productivity Specialist (LPS), Performance Livestock Analytics (PLA), Marketing, Finance, , Business Operations, and senior management) to influence product/service positioning and to support the account(s) and Zoetis' best interests.


• Responsibly manages all resources (human capital, rebates, discounts, resources (research, samples, , etc) to ensure we maximize growth opportunities and profitability in corporate accounts

Strategic Account (SA) Team Leadership/Teamwork, Collaboration and Coordination

• Builds strong collaborative relationships with all SA members andcustomers and across Zoetis.


• Frequently (at least quarterly) collaborates with RBDs, ABMs, TBMs, and Technical service to "mainstream" corporate accounts pull-through, enhance field execution, and plan events / demand creation activities. Effectively leads SA Team Meetings.


• Works with Territory, Area, and Zoetis colleagues in a professional manner to include consistent meeting expectations around integrity/compliance, work-ethic, role/responsibility, conduct/attire, effective communication/informing, administrative responsibilities, and overall teamwork.


• In-depth understanding of the customer as demonstrated and communicated through a comprehensive business plan


• Demonstrates the value of our portfolio through a thorough understanding of our customer's needs, segments they sell into and the steps necessary to demonstrate value.


• Demonstrates a high level of open communication and collaboration with the Zoetis Accounts Team and local area teams and TBMs.


• Identifies needs and market opportunities with Accounts and brand marketing teams; ideally aligned with broader solutions initiatives to include appropriate messaging, human capital needs, production outcomes, risk mitigation initiatives, financial and strategic strength.

ORGANIZATIONAL RELATIONSHIPS.

• The position requires the ability to call on Beef Producers and all supporting influencers (Veterinarian, Nutritionists, Distributors, Feed Manufacturers/Mills)


• The position also requires the ability to work with internal colleagues effectively as a team - Beef/Dairy/Pork colleagues that share in account responsibilities and are critical to the success of creating pull through demand

EDUCATION AND EXPERIENCE

• Undergraduate degree (BS/BA) required


• Masters Degree is preferred but not required


• 7+ years of related experience including sales, account management, sales management


• Animal Health experience and knowledge of Beef production experience is preferred

TECHNICAL SKILLS REQUIREMENTS

• In depth business and financial understanding of account base and key production economic indicators


• Excellent oral, written and verbal communication skills


• Experience in Beef Operations


• Proficiency with computer applications including Microsoft Outlook, Excel and Word


• Project / Process management experience

PHYSICAL POSITION REQUIREMENTS

• The position will require a valid driver's license


• Willingness to drive to customer locations across defined geography - Producer, Feedmill & dealer


• Requires individual to be able to work in a producer, feedmill or dealer location


• Requires individual to be willing to work with cattle from basic husbandry and behavioral observation


• Ability and willingness to travel overnight approximately at least 50% of the time to include some weekends

Full time

Regular

Colleague

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 zoetiscolleagueservices@zoetis.com to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at www.Zoetis.com/careers site, or (2) via email to/from addresses using only the Zoetis domain of "@zoetis.com". In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis. Apply Now