Senior National Account Manager

Role Description

States considered: Position is preferred to be located in the Midwest or Eastern region of the US (Remote); however, it can be reasonably located anywhere in the US within close proximity to a national airport.

POSITION SUMMARY

The Senior National Account Manager is a key member of the US Channel Management Team and will lead the management of revenue growth and channel development within the assigned account(s). The colleague collaborates directly with the Leadership Team, Diagnostic and Livestock Account Managers, Marketing, Sales, Supply Chain and Finance, as well as Channel cross-functional teams to ensure engagement, alignment and leverage of all resources to optimize the customer experience. The colleague plays a critical role in the execution of the Channel Business Plan to achieve strategic and financial objectives. The National Account Manager will report directly to the Channel Sales Lead.

POSITION RESPONSIBILITIES

• As the Senior National Account Lead expert, align with marketing, sales and channel teams to help create and execute business plans across all business segments including PetCare, Livestock and Home Delivery to meet Zoetis sales objectives.
• Maintain appropriate level of communication with Account key contacts and its evolution to provide opportunities with the evolving portfolio of Zoetis products and services.
• Maintain accurate business plans and communicate effectively with the internal Zoetis Sales, Channel & Marketing Leadership teams.
• Create and continuously refine a well prioritized strategic account plan (SAP) for assigned account(s) based on distributor business strategy, priorities and goals to provide Zoetis a sustainable competitive advantage.
• Review and analyze distributor level data and proactively collaborate with the leadership team to drive positive change, strategy and sales objectives.
• Management of operational effectiveness aligned to ongoing business objectives and promotional terms, including logistics and Zoetis product inventory with each channel partner.
• Ensure clear understanding of marketing programs/resources/promos and brand management direction and communicate that 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 help drive short and long-term growth of Zoetis' products and services.
• Assist in the management of, and to gain efficiency with Distributor process, promotions, product/sales training, resource deployment, data and growth metrics, and distributor rep alignment with Zoetis field team.
• Coordinate the processing of rebates, reimbursements, or other payments for the assigned distributor accounts.
• Actively Mentors colleagues and provides 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.
• The Senior National Account Manager may be assigned additional distributor management responsibilities based on the evolving needs of the organization.

EDUCATION AND EXPERIENCE

• BA/BS required; MBA preferred
• 10 years of related marketing, sales and operations experience required
• Animal Health, Channel, Distribution, Medical Device or Pharmaceutical experience
• Experience working in a collaborative environment, at the C Suite and Sales/Marketing Leaderships levels
• Experience working with Large Complex National Accounts and/or Distributors; Cross Species and Home Delivery Experience preferred
• Experience managing New Product Launches

TECHNICAL SKILLS AND COMPETENCY REQUIREMENTS

• Strategic Account Planning and Management: Develops 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. Uses industry knowledge, Zoetis data, Animalytics, business drivers, Zoetis products, expertise, and services to identify and prioritize opportunities. Uses plan throughout year to grow distributor's business and meet Zoetis goals.
• Productive Partnership: Strives to continuously identify market opportunities and meet distributor needs through in-depth distributor knowledge within each account. Builds trust by developing and maintaining relationships with distributors and influencers that are based on consistent and relevant experiences and mutual partnership of equals. Understands distributor's mission, vision, and strategic fit.
• Teamwork: The ability and willingness to work well with others, to share resources, collaborate on projects, and to transcend organizational and geographical boundaries in order to maximize value for distributors and contribute to collective success. Makes valuable contributions to the team's effectiveness and coordinates with others to implement Action Plans. Provides clear direction, open communication, and can clearly articulate their plans within the channel.
• Negotiation: The ability to convince, persuade, influence, or impress others regarding a point of view or change distributor's beliefs and practices. Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
• Proven ability to think strategically and act decisively.
• Proven understanding of channel account management, sales and marketing and how to leverage this experience with account partners.
• Ability to organize and prioritize large customers and categories in a fast-paced environment and deliver high performance and quality on deadline. Adept at working in highly fluid, complex, and ever-changing environments.
• Must demonstrate initiative, resourcefulness, accountability and willingness to accept challenges and lead change.
• Diplomacy and confidentiality are essential.
• Proficiency in MS Office and Business Analytics: Microsoft Windows, Outlook, Word, PowerPoint, Excel, Tableau, CRM and Business Management tools

PHYSICAL POSITION REQUIREMENTS

• Ability/Willingness to travel extensively (75%) to manage assigned accounts and business needs, as necessary
  

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.

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