Role Description
This field-based position is responsible for the strategic management of key national accounts in the Swine and Poultry sectors, including large farms, veterinary groups, and cooperatives.
The KAM role engages with the leadership teams of these businesses to negotiate contracts, identify new opportunities within existing partnerships, and drive the provision of Zoetis products.
The KAM role requires an exceptional level of business and financial acumen to ensure the best negotiated terms with our customers. Holding ownership of up to four national accounts, the KAM is responsible for a significant revenue stream for Zoetis in a sector experiencing substantial growth.
The person in this role is required to develop mutually beneficial and productive long-term partnerships with customers. They maintain these relationships alongside the Corporate Account Managers, ensuring the appropriate quantity and quality of activity. You will be the primary point of contact for clients, driving sales growth and developing lasting, valuable partnerships in collaboration with clinical, marketing, and commercial teams.
This role contributes to the overall success of Zoetis by delivering on sales growth and market share targets, while enhancing the profile and reputation of the business through professional and mutually successful partnerships with customers.
Core responsibilities
Strategy & Planning

Develop the key account strategy and align activities and key account plans to marketing programmes and management direction
Develop and maintain key account plans based on detailed analysis of the customer’s needs
Observe industry trends and issues. Identify commercial opportunities when they arise and capitalize on them
Use internal and industry data to anticipate factors affecting commercial activity
Ensure customer information and activity reports are continuously updated through CRM system
Maintain high level of expertise with the evolving portfolio of products, services, pricing and competition

Sales & Negotiation

Deliver agreed sales targets, growth and market share gains for specified product lines
Analyze and interpret territory and customer potential, sales and growth opportunities
Ensure clear and specific objectives exist for each occasion of customer activity.
Identify the decision makers and key influencers in our customers businesses, whether direct – Clinical Boards, Procurement and Commercial teams, or indirect – L&D, HR, Customer Services. Use the network of contacts effectively.
Identify objectives and parameters for every negotiation
Methodically plan each negotiation – identify both parties interests, define best alternative position, accurately estimate that of counterpart and drive deal value
Win concessions while maintaining a strong and positive relationship
Negotiate to a position of win: win: win. Know the impact on the customer and the end client. Align our strategic plans to the vision of our customers businesses.
Manage the account towards the goal of linking Zoetis, our products and our services to the long-term business needs of the customer
Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing

Relationships

Develop mutually beneficial long term partnerships with our customers based on high quality interactions and exceptional provision of service
Implement bespoke solutions for the customer, using all available resources and tools
Address the specific and individual needs of customers proactively and effectively
Work effectively at all levels in the team
Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas
Share detail of the management of key accounts with colleagues throughout the business units

Compliance

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
Maintain detailed and accurate business records

Key Skills

Exceptional negotiation skills and sales ability
Strong business and financial acumen
Effective communication skills – written and verbal
Builds successful and effective relationships
Knows their stuff – able to retain and recall product information to a detailed level
A strong focus on planning and strategic goals
Drive, resilience and stress tolerance
A persistent, never give up attitude
Confidence, likability and an authoritative personality
Keen stakeholder management

Education and Experience

Degree in Veterinary Medicine, Agricultural Sciences, or related fields
Proven experience in commercial roles or key account management within the veterinary pharmaceutical sector, preferably in Swine and Poultry
Good command of the English language and proficiency in business digital tools (CRM, Excel, PowerPoint, Teams)

Travel Requirements
Availability for frequent travel across the national territory.
Full time
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