Executive Account Manager

Location: Eastern TN / Nashville or Knoxville metro area preferred

Position Summary

The Executive Account Manager (EAM) within Petcare is responsible for Business Development and Account Management in our largest volume, most complex and most influential strategic partners. 

Position Responsibilities

Primary responsibilities include Business Development and Account Management in our largest volume, most complex and most influential strategic partners. The Executive Account Manager (EAM) will utilize enhanced solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. The EAM must be able to quickly identify and transition between business development and account management activities. 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 penetration into new markets. 
• 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. 
• In conjunction with marketing, develop and 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 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 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 Diagnostic Sales Consultant, the Diagnostic Technical Specialist, the Professional Services Veterinarian customers and across Zoetis. 
• Routinely reviews common objectives, business plans and after-action reviews on a quarterly basis with accounts. 
• Builds and leverages relationships with key clinic staff members and primary decision makers to increase access for all Strategic Account Team members. 
• Works with Territory, Area, and other Zoetis colleagues in a professional manner to include consistently meeting expectations …