Key Accounts Manager (Poultry)

• This field-based position is responsible for the strategic management of key accounts for poultry businesses. The Poultry Manager engages with the KA leadership of the designated accounts to identify joint business opportunities and bring them to fruition. They develop and execute account plans aimed at selling designated product lines; achieving and exceeding sales growth & market share gain targets and growing the profile and reputation of our business.
• The KAM also owns the marketing strategy for the portfolio of poultry products and services. They are responsible for the development and implementation of marketing information and activity that they also deliver direct to the customer.
• The marketing strategies they develop are designed to deliver appropriate impact, product positioning, market growth and profitability. The activities they undertake support the wider Zoetis marketing strategy and the company wide direction for each product or service.
• The person in role is required to develop mutually beneficial long-term partnerships with our customers. They maintain these relationships with the appropriate quantity & quality of activity. They work collaboratively to utilize the resources from the business unit to bring a significant level of knowledge and expertise to the customer.
• This role involves contact with customers who commonly have strict biosecurity regulations. In order for best fulfilment of the job description it is therefore a requirement that the employee does not own any poultry or pet birds or live on a premises where avian species are kept.

CORE RESPONSIBILITIES:

Strategy and Planning

• Develop the account strategy and align activities and account plans to marketing programmes and management direction
• Develop and maintain 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

• 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 or indirect. Use the network of contacts effectively
• 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.

• Develop and deliver marketing activities that achieve appropriate impact, product positioning, market growth and profitability, with consideration for both the short and long term
• Focus on the customer journey to understand how best to reach the customer at each touchpoint
• Provide ongoing guidance and training to the Poultry team to ensure all promotional materials, events and PR are supported
• Create campaigns that allow marketing messages and product information to be easily translatable into the context of the Solution Selling model
• Manage the Direct Marketing Expenditure (DME) budget using thorough market analysis and appropriate prioritisation. Make calculated judgments that ensure expenditure drives sales
• Analyse DME spending activities and their effectiveness. Take results of return on investment analysis forward to inform future spends
• Gather data and feedback from a range of sources - market data, customer visits, field force feedback, market research, publications, conferences and industry contacts. Analyse and interpret; using results of analysis to inform commercial decision making

• Develop 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 with the team to coordinate available resources in line with account sales
• 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

• 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.

• A strong working knowledge of key marketing disciplines and of marketing techniques
• Exceptional sales ability
• Commercially minded with strong financial acumen
• Analytical thinker, able to interpret data and information from multiple sources
• Strong communication skills; written, verbal and presentation skills
• Strategic and innovative thinker
• Exceptional relationship management, interpersonal skills and influencing abilities
• Knows their stuff - able to retain and recall product information to a detailed level
• A strong focus on planning and strategic goals

• Practice and role model ongoing learning. Encourage self-awareness and self-assessment.
• Be an ambassador for continuous improvement and effective change. Promote the value of innovation and quality improvement.
• Harness the momentum from success and the learnings from failure. Use it to drive the team forward.

• Lead a field force of widely trusted and ethical managers who sell responsibly and respectfully.
• Manage the team with consistency and fairness.

• Create a customer-focused environment where the needs and expectations of customers are the highest priority.
• Challenge yourself to consider how the work of the team contributes to achieving our Vision.

• Make bold decisions and back them up with knowledge, planning and proven instinct.
• Find every opportunity for incremental improvement - in sales performance, in behaviours, in processes, systems and ways of working.

• Empower decision making in others. Unlock the potential that exists in the team and grow it.
• Focus on cooperation, not competition. Take action that brings people together.

• Experience as a field sales representative or in key accounts.
• Experience in a role with marketing responsibilities.
• Employee in animal health industry or a related industry.