Dairy Strategic Account Manager

Position Overview

• Location Type: Not Specified
• Job Type: Full-time
• Salary: Not Specified
• States Considered: South Dakota, Minnesota

The US Cattle and Equine 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. Some examples are listed within: Dairy Production Specialist, Marketing, Technical Services Veterinarians, Public Affairs, Outcomes Research, etc. They are responsible for managing a dedicated team that develop novel offerings that differentiate us from competitors.

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 and 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.
• Work 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.
• Conduct quarterly business reviews with Area Business Managers and Territory Business Managers 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 continual education/process improvement programs.
• Develop and execute 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.
• Demonstrated 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/depts. (including but not limited to: Technical Service, local field force teams- Dairy Production Specialist, Territory Business Manager, Outcomes Research, Marketing Team, Pricing Team, Business Operations, Zoetis Sr. Management) to influence product/service positioning and working to support the account(s) and Zoetis’ best interests.
• Responsibly manage all resources (human capital, rebates, discounts, resources (Research, etc.).