Zoetis Zaventem is looking for an Account Manager Companion Animals for the region: East & West Flanders, Flemish Brabant.
The person in this role will develop mutually beneficial and productive long-term partnerships with our customers and will maintain these relationships with the appropriate quantity & quality of activity.
The (field-based) Account Manager acts as the first contact for designated customers (veterinarians, veterinary practices, clinics, …). They provide high quality information & technical advice on the companion animals product portfolio via physical visits, phone or digital activities.
This role contributes to the overall success of Zoetis by delivering to the sales growth & market share gain targets for the designated product lines.
Core responsibilities.
Planning
1. Maintain high level of expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends
2. Develop and maintain account plans in collaboration with the Area Business Manager, Commercial Operations, ...
3. Ensure customer information and call reports are continuously updated through CRM system
4. Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model
5. Analyse and interpret actual and potential sales and growth opportunities to support delivery of sales targets
Relationships
6. Develop mutually beneficial and productive long-term partnerships with our customers based on high quality account plans
7. Implement bespoke customer solutions utilising all available resources including products, value add services, Veterinarians and Business Consultants
8. Contribute to the success of the team by sharing best practices with colleagues and proactively contributing ideas.
Call activity
9. Deliver visit activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers
10. Ensure clear and specific objectives exist for each individual visit.
11. Deliver relevant marketing messages, product information and programmes consistent with management direction in line with Solution Selling model
12. Proactively identify customer opportunities and capitalize on them.
13. Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing.
14. Accurately record call/visit activity in the CRM system, in line with company guidance.
15. Ensure clear and timely follow up plan is in place and actioned.
Compliance
16. Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel & expenses policy and local codes of practice
17. Maintain accurate business records including CRM and communicate effectively with the Area Business Manager and other stakeholders
18. Manage allocated customer support budget with tight control to avoid overspends
19. Responsible for collecting, recording and reporting of post-marketing animal health adverse events (pharmacovigilance, related to a Zoetis product) in a timely manner.
Key Skills
20. Strong sales ability
21. Strong communication & influencing skills
22. Builds successful and effective relationships
23. Able to retain and recall product information to a detailed level
24. A strong focus on planning, and a balance of tactical planning with day to day operational requirements
25. Ability to work independently
26. Drive and resilience, demonstrated with a persistent, never give up attitude
27. Confidence, likability and an authoritative personality
28. Stakeholder management – effective at using stakeholders as resources
Behaviours
Our Colleagues make the difference
29. Keep your selling skills sharp. Train, and retrain
30. Be an expert on your solutions – know them inside and out, and continue to learn
31. Use the experience from setbacks and failure to drive your future success
Always do the right thing
32. Sell what you know your customers need; what you know will work for them
33. Help build the reputation of our brand by understanding and supporting the things that we stand for
Customer obsessed
34. Know your vets, know your farmers. Know more than just their names, know their business
35. Establish effective and lasting relationships with customers that build loyalty to our brand
Run it like you own it
36. Ground all account plans in commercially sound thinking
37. Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better
We are one Zoetis
38. Give the team timely information and support that helps them to deliver their role
39. Know what’s going on around the business and talk about it to your customers
40. Communicate across roles, across regions, across species
Training & Qualifications
41. Fluent in Dutch; good knowledge of English; knowledge of French
42. IT literate. Able to use standard business software and communication tools.
Experience
As either a;
43. field sales representative
44. employee in the animal health industry or a related industry
45. employee in a customer facing role
Travel Requirements
Occasional travel (for meetings) within the region Belgium & The Netherlands.
Full time