Senior National Account Manager

Role Description

States considered: Position is preferred to be located in the Midwest or Eastern region of the US; 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, 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 Livestock and Equine 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, 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.
• 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 distr