National Account Manager

Role Description

We are seeking a highly capable individual for Livestock/Equine National Accounts – National Account Manager. Primary responsibilities include utilizing National account management skills, solution selling, project and territory management, and business planning capabilities to execute our strategies to maximize sales performance within the assigned accounts.  This is a field based/remote position.  Travel comprising of up to 60% and some evening and weekend work for educational programs including national conferences and sales meetings is a requirement of the position.  The position is salary + AIP based.  Consistent with all national accounts positions, there is no company vehicle provided – mileage reimbursements provided.

Position Responsibilities

• Maximize ZTS revenues against the Distributor contract:  The National Account Manager will help execute the details of Distributor contract including growth goals tracking, communication and implementation.
• The National Account Manager will meet aggregate sales objectives both overall and for key growth products via demand generation within aligned customers.  Partnering with internal and external sales and marketing leads to educate, align and implement growth goals.
• The National Account Manager will successfully implement and execute joint partnership programs to exceed contract goals aligning with ZTS objectives and Customer capabilities.
• The National Account Manager will aide in successfully launching new and grow existing product sales and service offerings via Selling Skills, Technical Knowledge, and Customer Value Delivery within the aligned accounts.
• The National Account Manager must demonstrate high levels of collaboration and cross functional communication via both internal and external stakeholders.  This includes sales, marketing and technical leaders within both organizations.
• Demonstrate the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrate Solution Selling skills.
• Build effective relationships with partner/customer teams to ensure/maintain relevance and access within each account, as well as interact with customers following all Zoetis contract guidelines Business Planning, Resource Allocation and Optimization.

Organizational Relationships:

Internal: Channel LT and National Account Management Team; Field Sales including RBD’s, ABM’s and Sales Teams; Major Accounts leads; Customer Service; Marketing Brand Team Leads; Malvern Support Team including Rebate Analyst;

External: C-Suite, VP of Sales, RD’s, ABM’s and AM’s; Sr. Director of Marketing; Director of Inside Sales, Inside Sales Management and ISR’s; Director of Learning and Development; Procurement Purchasing Manager

Financial Accountability

• Indicate the Average Budget or Revenue accountability, as applicable.
• Livestock and Equine Revenue Accountability in Partnership with National Account Managers across all Distributors and Retail Accounts~ $1.1 Billion
• Budget Accountability (M&E) in Partnership with National Account Managers ~ $1.5 Million

Supervision

• Internal - This position is responsible to support Channel Enablement across Field Sales - 4 RBD’s, 21 ABM’s and 200+ Field Force Colleagues.
• External – Supporting Distributor Field and Inside Sales at approx. 700 OSR’s and 300 ISR’s.  Retail Stores with over 4,000 locations.

Experience and Requirements

• Undergraduate degree (BS/BA) required
• 2+ years of Zoetis experience preferred

•    Success in previous sales roles including creatively finding opportunities or solving problems to drive sales performance.

•    Strong communication skills (verbal, written, speaking/presentation, interpersonal)

•    Proficiency in MS Office, Salesforce.com, Tableau applications

•    Strong project management skills

•    Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization.

•    Uses analytics and insights to enhance decision-making and tactical execution.

Physical Requirements

Ability and willingness to travel extensively and work

The US base salary range for this full-time position is $90,000-$130,000. Our salary ranges are

determined by role, level, and location. The range displayed on each job posting reflects the base pay target range

for new hire salaries for the position. Within the range, individual pay is determined by work location and additi