Sr. Retail Account Manager

Zoetis, Inc
United States, Parsippany
Dec 08, 2023
This is a highly visible position within the expanding US Retail Team.The preferred candidate will lead/manage several of our largest and most sophisticated retail customers, whose business models range from pure Ecommerce & Brick & Mortar, to complex hybrid/omni-channel accounts. The preferred candidate will not only manage the day-to-day account relationship(s) but also create and execute long term strategic and tactical business plans that incorporate all of the other cross functional teams (i.e. Corporate & Specialty Team) and channels (i.e. Distribution) involved in the customer's business model/ecosystem. The candidate should be experienced/accomplished in the areas of Sales, Marketing, Forecasting, Complex Contract Negotiation and Compliance, Budget Management, and MAP (Minimum Advertised Price) Policy adherence. Maintaining communication both externally and internally, while ensuring alignment of account activation plans across our internal Marketing and Operations teams, will be critical. Most of the candidate's efforts will center around Companion Animal Rx products but you will also have responsibilities for Zoetis's Large Animal/Equine as well as our OTC (Over-the-Counter) portfolios. POSITION RESPONSIBILITIES Key Skills & Competencies: * Proven ability to create and execute 12-18 month customer plans that successfully drive sales, improve our strategic alliances and operational efficiencies. * Create and maintain effective forecasting that accurately represents customer sales * Consistently engage and collaborate with internal and external cross-franchise/functional teams to develop impactful and efficient sales and marketing solutions that meet business objectives/strategies and drive growth. * Proven understanding of account management, sales, complex contract negotiation and marketing. * Proven ability to manage account marketing funds, and accounts expectations. * Proven ability to establish Key Performance Indicators (KPIs) and measure performance against them. * Proven ability to think strategically and act decisively. * Strong written, verbal, and presentation skills. Must also have an understanding/experience in basic Financial and Net Revenue Management (NRM) concepts. * Ability to organize and prioritize large customers and categories in a fast-paced environment and deliver high performance and quality on deadline. * Must demonstrate initiative, resourcefulness, accountability and willingness to accept challenges and lead change. Responsibilities: * Act as the owner and knowledge expert of your accounts, and lead alignment with marketing, sales, and other support teams in the creation and execution of effective business plans with each customer * Development a long-term, strategic partnership with accounts that optimize their life-time value to Zoetis * Maintain appropriate level of contact with customer and evolve the strategic alliance to optimize our company's evolutions and product priorities. * Ensure accounts understand and are compliant with Zoetis Retail Strategy, contract requirements, and MAP compliance. * Work with accounts to create accurate sales and spending forecasts that are communicated in a timely and accurate manner to all cross-functional teams and all layers of leadership. * Create innovations in commercial strategy and ways of working that increases efficiencies and positively differentiates Zoetis from competitors * Ensure clear understanding of marketing programs/resources/promos and brand management direction and communicate that direction to key account decision makers * Identify customer and channel opportunities when they arise, and clearly communicate the opportunity to make the most impact. * Create and execute plans that rigorously defends against Zoetis competitors EDUCATION AND EXPERIENCE Education: BS or BA required, MBA or relevant advanced degree strongly preferred. Professional: * 7+ years of related Sales, Channel Customer Development, Complex Contract Negotiation, Strategic Account Management and/or Animal Health, Retail, Pharmacy, Home Delivery or Consumer Packaged Goods experience required. * Ability to manage direct and indirect accounts strategically. * Candidate must have experience developing and activating business plans and marketing activity. Execute all contracted value/services in a way that optimizes our ROI and drives profitable sales growth. * Computer experience: Need to be proficient in Excel, and experienced with Microsoft Windows, Outlook, Word, and PowerPoint. TECHNICAL SKILLS REQUIREMENTS * 7+ years of related marketing, sales and operations experience required. * Animal health, Retail, Pharmacy Channel, Distribution, or pharmaceutical experience preferred. * Candidate must have experience developing, implementing, and measuring marketing and sales plans, campaigns and programs. * Computer experience: Need to be proficient in Excel, and experienced with Microsoft Windows, Outlook, Word, and PowerPoint. PHYSICAL POSITION REQUIREMENTS * Ability/Willingness to travel extensively (20%) to manage assigned accounts and business needs as necessary Opportunities for remote can be considered Full time Regular Colleague Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search. Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at zoetiscolleagueservices@zoetis.com to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at www.Zoetis.com/careers site, or (2) via email to/from addresses using only the Zoetis domain of "@zoetis.com". In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis.