Corporate & Specialty Account Manager

Location:  Richmond or Roanoke metro area

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

The Corporate & Specialty Sales Representative within Petcare is responsible for Business Development and Account management in the identified corporate and specialty customers.

Position Responsibilities

Primary responsibilities include Business Development and Account management in our most important corporate and specialty customers.  The Corporate & Specialty Sales Representative 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 …