Senior National Account Manager

Preferred candidate identified.

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 accounts.  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 for optimal customer experience.  The colleague plays a critical role in the execution of the Channel Business Plan to achieve strategic and financial objectives.  The Channel Account Manager will report directly to the Director of Sales, US Channel Management.

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 Diagnostics. 

×           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 Sales, Channel & Marketing Leadership.

×           Work with Distribution Partner to align correct resources to Zoetis Sales Force.

×           Create and continuously refine accounts plans to differentiate Zoetis from competitors and deliver agreed upon sales objectives.

×           Review and analyze distributor level data and proactively collaborate with the leadership team to drive positive change, strategy and sales targets.

×           Ensure clear understanding of marketing programs/resources/promos and brand management direction and communicate that direction to key account decision makers.

×           Identify customer opportunities when they arise, and clearly communicate the opportunity to make the most impact.

×           Coordinate with colleagues in order to achieve positive changes to the customers’ understanding and use of our portfolio of products, services and pricing. 

×           Collaborate across franchise teams to integrate Channel into strategic pricing and promotion plans.

×           Manage proper product and program training for the assigned Distribution account sales force via web-ex, regional meetings, district meetings, national sales meetings and call centers to drive engagement and results with Zoetis field sales.

×           Support existing use of our products and services in order to defend against competitor activity.

×           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 Zoetis’ product inventory with each channel partner and execute shipments aligned with promotional terms and quarter/year business targets.

×           Maintain an understanding of the companion animal markets, customers and competitive dynamics especially as it relates to Channel.

×           Actively identify synergies and efficiencies across species and provide a unique One Zoetis view that helps identify new opportunities, challenges and innovations for Zoetis.

×           Assist in the management of, and to gain efficiency with process, promotions, 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.

×           Meet weekly with the Director of Sales to set actionable activities to drive revenue, review business analytics and execute strategy.

×           The Channel 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

×           7+ years of related marketing, sales and operations experience required

×           Animal health, Channel, Distribution or pharmaceutical experience

×           Experience working in a collaborative department

×           Experience working with Large Complex N