Strategic Account Manager

Zoetis - Field3.6

30+ days agoFull-time
Location : Denver, CO South

POSITION SUMMARY

The Strategic Account Manager (SAM) within the U.S. Companion Animal Division (CAD) 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 Strategic Account Manager (SAM) will utilize enhanced solution selling, territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned geography. The SAM 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 (~70%) Sales Performance

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
Therapeutic area portfolio expansion
Service sales execution to gain new busineszs
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 (~30%) Sales Performance

Meet quota objectives both overall and for key products via account maintenance
Respond to and resolve all account maintenance 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 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, customers and across Zoetis.
Routinely reviews common objectives, business plans and after-action reviews on a quarterly basis with accounts.
Effectively Leads Strategic Account Team meetings.
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 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.
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 SAM tools, based on where we are with the account relationship and business, to create growth within the account.
Interact with customers following all Zoetis promotional guidelines.
Enhanced Business Planning, Resource Allocation and Optimization

Develop and execute a Territory Business Plan / Account Business Plans / Resource Allocation– effectively implementing the full complement of Zoetis resources and following up to maximize ROI.
Develop an effective associate strategy for product penetration, pull-through and/or growth.
Utilize our Customer Relationship Management system to identify evidence- based key account growth opportunities.
Conduct quarterly business reviews with ABM and TBMs and routinely adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance.
Meet field activity expectations including sales call activity and investment in medical education programs.
Develop and execute a call plan at the account and veterinarian level that delivers on reach /frequency expectations.
ORGANIZATIONAL RELATIONSHIPS

Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization. Adept at working in highly fluid, complex, and ever-changing environments.

Full time
Regular
Colleague
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