Diagnostic Account Manager

Ireland Field Based – Munster/South Leinster location

Job Purpose

The purpose of this field-based position is as a Diagnostics Account Manager who provides onsite support to existing Zoetis Vetscan diagnostics veterinary practices, laboratory research, and veterinary academic settings and is responsible for the overall business performance and customer satisfaction of their assigned territories.

Your primary purpose is to assist practices with all aspects of implementation, training, operation, applications, and problem resolution on all Zoetis veterinary diagnostics products. You will be involved in all phases of the onsite support process with emphasis on diagnostics implementation, optimisation, workflow improvements, and increasing utilisation of our products, including the identification of new equipment sales and consumable opportunities.

The person in role is required to develop mutually beneficial and productive long-term partnerships with our customers, and to maintain these relationships with the appropriate quantity & quality of activity.

This role contributes to the overall success of Zoetis by delivering, but not limited to the sales growth & market share gain targets for the designated product lines.

Core Responsibilities

Planning

Maintain high level of expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends Develop and maintain account plans in collaboration with other Account Managers, Corporate Key Account Managers, National Diagnostics Veterinary Manager, Diagnostics Training Manager, Zoetis Veterinary Consultants (ZVCs) and Diagnostic Sales Specialists and Area Business Managers Is responsible for identifying, quantifying, qualifying, tracking, and evaluating Veterinary Practice performance on territory; and, for facilitating, developing, designing and implementing clinic workflow processes that improve overall customer experience with our products Ensure customer information and call reports are continuously updated through CRM system Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets

Relationships

Develop mutually beneficial and productive long-term partnerships with our customers based on high quality Revegy account plans Implement bespoke customer solutions utilising all available resources including products, value add services, ZVCs and account managers Work with the Business Unit Manager, Area Business Manager, Product Manager, Training Manager, Diagnostics Sales Specialists, Technical Support and Account Managers to identify and report opportunities for additional Zoetis analysers in customer accounts as well as new opportunities through referrals from existing customers Identify opportunities for the sale of additional diagnostic equipment and consumables into existing customers in order to maximise their profitability and customer service. Contribute to the success of your team by sharing best practice with colleagues and proactively contributing ideas

Call activity

Deliver call activity in accordance with agreed KPIs to achieve the required coverage and frequency with identified target customers Respond to requests for onsite technical support which cannot be dealt with by L1 technical support, providing prompt and accurate technical assistance (where appropriate), troubleshooting, and resolution of complex system problems for veterinary clinics, laboratory research, and veterinary academic settings Provide clinics with guidance, instruction, and training on our diagnostic product line to increase productivity and performance through formal and informal presentations, lunch and learns, clinical clubs etc. Develop in-practice diagnostic champions to be the resident expert as a main point of contact Provide post-sale product installation and validation, applications and operations training (on-boarding). Ensure that all relevant site staff are trained and signed off for competent and confident use of all equipment. Monitor any staff changes and ensure new staff members are trained within 8 weeks of joining the practice. Ensure clear and specific objectives exist for each individual call, which are where possible pre-planned and proactive Deliver relevant marketing messages, product information and programmes consistent with management direction in line with the Solution Selling model Proactively identify customer opportunities and capitalize on them Co-ordinate with colleagues to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing Accurately record call activity in the CRM system, in line with company guidance and KPIs Ensure clear and timely follow up plan is in place and actioned

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 practise Maintain accurate business records including CRM and communicate effectively with your Area Business Manager, Diagnostics Training Manager, Corporate Key Account Managers and other stakeholders Manage customer support budget with tight control to avoid inappropriate overspends

Key Skills

Exceptional sales ability Digital and analytic fluency Problem solving Prioritisation Strong communication, influencing and negotiation skills Builds successful and effective internal and external relationships Learning mindset Change agile A strong focus on planning, and a balance of tactical planning with day-to-day operational requirements Ability to work independently Drive and resilience, demonstrated with a persistent, never give up attitude Confidence, likability, and an authoritative personality Stakeholder management – effective at using stakeholders as resources

Behaviours

Our Colleagues make the difference

Keep your selling skills sharp. Learn, train, and retrain Be an expert on your solutions – know them inside and out, and continue to learn Use the experience from setbacks and failure to drive your future success

Always do the right thing

Sell what you know your customers need; what you know will work for them Help build the reputation of our brand by understanding and supporting the things that we stand for

Customer obsessed

Know your customers. Know more than just their names, know their business Establish effective and lasting relationships with customers that build loyalty to our brand

Run it like you own it

Ground all account plans in commercially sound thinking Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better

We are one Zoetis

Give the team timely information and support that helps them to deliver their role Know what’s going on around the business and talk about it to your customers Communicate across roles, across regions, across species

Training & Qualifications

Relevant technical / clinical experience in the veterinary, medical, or scientific industry is essential and has a knowledge of veterinary practice purchasing and operations processes Experience of providing training / coaching to groups / individuals Sales qualification e.g. NOAH or AMTRA Current passport and valid driving licence IT literate. Able to use standard business software and communication tools

Experience

As either a;

Veterinarian or qualified Veterinary Nurse or technician Medical field sales representative, veterinary preferred employee in animal health industry or a related industry - employee in a customer facing role

Travel Requirement

80% of time is in-field, face-to-face requiring a high degree of travel within designated territory and region

Full time

Legal statement as below

This job advert indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities or responsibilities required of the incumbent. Incumbent may be asked to perform other duties as required. Additional position specific requirements/responsibilities are contained in approved training curricula. 

Visa status re must be eligible to work and live in Ireland as below

Colleague must be legally eligible to live and work in Ireland.

Summary of our Benefits

In addition, to being part the world leading animal health company focused on the needs of those who raise and care for animals we offer a range of benefits such as competitive salary, bonus, 25.5 days holiday per annum plus public holidays, a defined contributory pension plan, private medical insurance for you and your family and empowered flexible working, to name a few.

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