SUMMARY:

The National Key Accounts Business Manager leads the team responsible for selling Zoetis products and services to Zoetis poultry key accounts. They manage a field force of Key Account Managers (KAM) designated to sell product lines to identified and agreed customers. They also directly manage 1-2 strategically significant account.

The NKAM is a key person of the BU Leadership team and is responsible forsuccessful execution of business strategies and centrally developed marketing programmes in the corporate business. This requires the person in role to develop mutually beneficial and productive internal partnerships across all business units – specifically with Veterinary services, Business Consulting teams, Marketing, Technical teams, Commercial Operations, Learning & Development and HR.

This role contributes to the overall success of Zoetis by leading a team that deliver and exceed the sales growth & market share gain targets nationally across all product lines in the business unit.

The National Key Accounts Manager is a key member of the BU and contributes to the forging of the corporate team strategy. They drive the achievement of the team’s strategic goals and financial objectives. They are a leader and a role model of outstanding leadership behaviors and the Zoetis values.

CORE RESPONSIBILITIES:

Strategy and Planning

• Translate strategy into tactical delivery for the business unit. Align resources, activities and key account plans with marketing programmes and management direction.
• Maintain current knowledge of the market, industry trends and competition. Interpret the affects and opportunities that exist with our portfolio of products and services.
• Contribute to the development of creative and insightful strategic plans made by the Business Unit Directors and Leadership Team. Base input on comprehensive knowledge of customers and markets and a clear view of opportunities and threats that exist in the corporate business.
• Regularly update the Business Units and Leadership Team of progress towards strategic goals
• Oversee the key account plans across the team, applying a strategic and commercial view for driving positive results.
• Work closely and effectively with the Business Unit Director, marketing, medical services & engineering team to execute strategies.
• Work with BUD & marketing to provide periodic sales forecast for ensuring supplies.
• Plan frequent field visits with KAMs. Utilise field time to understand day to day issues affecting field force, and monitor attitudes, skills, morale, and effectiveness.
• Play an active role and demonstrate leadership behaviours at all necessary company meetings, events and training. Set the expectation with team of KAM’s to do the same.

Field Force Effectiveness

• Pursue best in class sales and negotiation execution with the team that is achieved within the framework of the Solution Selling model
• Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver consequent growth
• Monitor use of CRM system to record call activity and ensure use is in accordance with company guidelines. Promote the system and it’s complete functionality as a tool to enable success
• Deliver a clear vision of roles and expectations at all levels in the field force structure
• Undertake leadership activities that enable the team to be productive and effective; coach, monitor, feedback, train and support
• Deliver strategic messages and marketing programmes to the field force that fit into the context of the Solution Selling model
• Work closely with Head of Sales Force Effectiveness to deliver area and individual KPIs and improve performance.

People Development

• Lead the team with constant involvement and presence. Give them a specific and clear direction for the strategy, objectives, policies, practices and expectations
• Manage performance and behaviours of team members day-to-day and when required use formal people processes; performance management, training & development, individual development plans and talent & succession planning
• Lead the team through periods of organisational change. Be a vocal supporter of change that will drive process enhancements and deliver improved results
• Work closely with other managers and support services to agree training priorities and development plans for the team
• Make active contributions to talent pipelining processes and act to retain and grow the talented individuals that exist in the team
• Use coaching as a tool to grow team members in ability and achievement. Embed a coaching culture in the team
• Ensure people in the team are managed using the expectations set out in our company vision, mission, values, behaviours and policies
• Create effective cross functional working groups throughout the business that enable idea sharing, relationship building and the development of support networks
• Work in conjunction with key account stakeholders to develop mutually beneficial and productive long term partnerships with our customers.
• Work in constant partnership with internal stakeholders. Nurture productive relationships built on a common goal of commercial success and a shared desire to deliver for the customer
• Drive the creation of networks of resources within the business unit around each key account, utilising all existing resources
• Be the voice of the corporate sales force when inputting into country wide plans and programmes and be the vehicle by which communications from other functions are given to the corporate team
• Contribute to the success of the business unit by role modelling best practice with colleagues, proactively welcoming ideas, sharing successes and enabling the team to do the same across the business
• Provide guidance and direction to KAMs on business strategy, delivery of targets, people management and day to day operations
• 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
• Ensure the recording of accurate business records including CRM. Communicate effectively, sharing account information with other stakeholders
• Manage allocated budget with tight control to avoid overspends

KEY SKILLS:

Capability in, or potential to develop.

• Leadership capabilities: strong communication skills, grows talent, identifies potential, coaches, inspires and enables
• Skills in sales and negotiation including virtual selling skills
• Commercial aptitude. Capability in business and financial management
• Skills in enabling and motivating others. Ability to deliver results through others
• Customer centricity with a strong service orientation
• Stakeholder and relationship management skills. Interpersonal skills and influencing abilities

Skills in analysis. Ability to make robust decisions using sound interpretation of data and information

BEHAVIORS:

Our Colleagues make the difference

• 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.

Always do the right thing

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

Customer obsessed

• 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.

Run it like you own it.

• 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.

We are one Zoetis

• 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.
• Develop motivated, positive and empowered individuals and unite them in a high performing team

TRAINING & QUALIFICATIONS:

Graduate with high level of understanding of Poultry Business

EXPERIENCE:

• High quality of business relationship with top poultry customers in India
• Experience in leadership role, either as first line manager or as a leader of leaders
• Experience gained in a commercial function. 13-15Years
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed.

TRAVEL REQUIREMENT: Regular travel within India. Driver’s License required.