About the job
Location: Central California Valley, Las Vegas, Northern Nevada
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
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 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 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.
Education and Experience
- Undergraduate degree (BS/BA) required
- Minimum of 5years of relevant selling experience
- Proven business and financial acumen with budgeting and forecasting experience
Technical Skills Requirements
- Analytical skills - assess, design and sell a given solution
- Ability to market and sell complex integrated solutions
- Negotiation and relationship building skills, and the ability to work in a fast-paced environment
- Customer focused professional demeanor and presentation style
- Highly focused and results orientated, able to identify goals and priorities and resolve issues in initial stages
- Demonstrated ability to work independently and in a close team environment, self-starter who can motivate others
- Track record of successful Sales performance
- Animal Health experience and knowledge of companion animal veterinary medicine strongly preferred
- Success in previous roles including creatively finding opportunities or solving problems to drive sales performance
- Acts as a change agent and agile learner
- Creates and uses analytics and insights to enhance decision-making and tactical execution
- Follow-through and attention to detail
- Ability to manage assigned expense budgets
- Exhibit willingness to accept and incorporate feedback
- Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)
- Verbal, written, presentation, interpersonal, and communication skills
- Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information
- Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)
Physical Position Requirements
Ability and willingness to travel (50% - 75%) and work some evenings as required by the position.
The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in [ California] Base pay may vary based on location and other factors.
Base pay range: $99,000- $143,000
This position is eligible for short-term incentive compensation. The position is also eligible for long-term incentive.
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.
About Zoetis
At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues' careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.
Diversity, Equity & Inclusion
Connected to our purpose and Core Beliefs, at Zoetis, we lead with inclusion. Our Diversity, Equity & Inclusion (DE&I) focus helps create an environment where each colleague can thrive. Our commitment to DE&I begins with our leadership team of diverse backgrounds, experiences and ethnicities, and it is demonstrated in our support of our colleagues and the animal health industry. We have nine colleague resources groups whose members spread awareness, foster inclusivity and make a positive impact on our business and communities.
Our commitment to advancing Diversity, Equity and Inclusion has earned us recognitions as a 2024 Catalyst Award recipient and a Top 50 Company for Workplace Fairness by Fair360 (formerly DiversityInc). Zoetis has also been named a Best Place to Work for LGBTQ+ Equality, a Best Company for Working Parents, a Top Company for Executive Women, among many others. Learn more here.
