Senior National Account Manager

Employment Type: Full-time

Position Overview

The Senior National Account Manager is a key member of the US Channel Management Team, responsible for leading revenue growth and channel development within assigned accounts. This role involves close collaboration with the Leadership Team, Livestock Account Managers, Marketing, Sales, Supply Chain, and Finance, as well as cross-functional channel teams. The goal is to ensure engagement, alignment, and leverage of all resources to optimize the customer experience and execute the Channel Business Plan to achieve strategic and financial objectives. The Senior National Account Manager will report directly to the Channel Sales Lead.

Location Preference: Midwest or Eastern region of the US; however, it can be reasonably located anywhere in the US within close proximity to a national airport.

Responsibilities

• Align with marketing, sales, and channel teams to create and execute business plans across all business segments, including Livestock and Equine, to meet Zoetis sales objectives.
• Maintain appropriate communication levels with key account contacts to identify opportunities with the evolving portfolio of Zoetis products and services.
• Maintain accurate business plans and communicate effectively with internal Zoetis Sales, Channel, and Marketing Leadership teams.
• Create and continuously refine a well-prioritized Strategic Account Plan (SAP) for assigned accounts, based on distributor business strategy, priorities, and goals, to provide Zoetis a sustainable competitive advantage.
• Review and analyze distributor-level data and collaborate proactively with the leadership team to drive positive change, strategy, and sales objectives.
• Manage operational effectiveness aligned with ongoing business objectives and promotional terms, including logistics and Zoetis product inventory with each channel partner.
• Ensure clear understanding of marketing programs, resources, promotions, and brand management direction, and communicate this direction to key account decision-makers.
• Manage budget and financial impact of all programs/solutions to maximize Zoetis ROI.
• Manage product and program training for the assigned Distribution account sales force via regional meetings, district meetings, national sales meetings, virtual and inside sales call centers to drive engagement and incremental sales with Zoetis field sales.
• Partner with internal teams and external groups to develop and implement programs to optimize channel engagement, solve business challenges, and drive short and long-term growth of Zoetis’ products and services.
• Assist in managing and gaining efficiency with Distributor processes, promotions, product/sales training, resource deployment, data and growth metrics, and distributor rep alignment with the Zoetis field team.
• Coordinate the processing of rebates, reimbursements, or other payments for assigned distributor accounts.
• Actively mentor colleagues and provide value-add solutions that advance the business.
• Meet weekly with the Director of Sales to set actionable activities to drive revenue, review business analytics, and execute strategy.
• May be assigned additional distributor management responsibilities based on evolving organizational needs.

Education and Experience

• BA/BS required; MBA preferred.
• 10+ years of related marketing, sales, and operations experience required.
• Experience in Animal Health, Channel, Distribution, or pharmaceutical industries.
• Experience working in a collaborative environment with C-Suite and Sales/Marketing Leadership levels.
• Experience working with Large Complex National Accounts and/or Distributors.
• Experience managing New Product Launches.

Technical Skills and Competency Requirements

• Strategic Account Planning and Management: Develops a well-prioritized strategic account plan.