Corporate Key Account Manager (CKAM)

Zoetis is looking for a Corporate Key Account Manager (CKAM).

This field-based position is responsible for the strategic management of the key accounts such as national Key Account Veterinary Businesses across relevant groups. The Corporate Key Account Manager engages with the leadership teams of these businesses to negotiate contracts, find new opportunities within those existing partnerships, and drive the provision of Zoetis product.

The CKAM role operates with an exceptional level of business and financial acumen to ensure the best negotiated terms with our customers. Holding the ownership of national accounts, the CKAM is responsible for a significant revenue stream for Zoetis in a sector of substantial growth.

The person in this role is required to develop mutually beneficial and productive long-term partnerships with our customers. They maintain these relationships alongside the Account Managers from the business unit, with the appropriate quantity and quality of activity. They work collaboratively to utilise the resources from the clinical team, Leadership Team, the CoE and the business unit to bring a significant level of knowledge and expertise to the customer.

This role contributes to the overall success of Zoetis by delivering against net sales growth & market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

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
• Analyse 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, utilising all available resources and tools
• Address the specific and individual needs of customers proactively and effectively
• Work effectively at all levels in the team; with the Business Manager on planning, and with all relevant Account Managers giving them the direction to carry out strategy and plans
• 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 unit

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 including CRM

KEY SKILLS

Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Commercially mentality and focus on financial results
• Relationship and stakeholder management, interpersonal skills and influencing abilities
• Str