Strategic Account Manager, Diagnostics

Zoetis•US OH Remote, WA

12d•$129,000 - $160,000

About The Position

The Strategic Account Manager, Diagnostics, is responsible for the customer experience journey of newly acquired strategic accounts, including contract updates, expansion implementation plans, and overall customer experience. The role develops the aligned area strategic pipeline of key accounts, including accounts with more than five locations in a single area that expect to grow to more than 20 locations across multiple states. It collaborates across the Diagnostic Business Unit and U.S. Diagnostics areas, and trains and coaches field teams on opportunities and retention. The successful candidate uses competitive intelligence and customer and market insights to shape strategy and support sustainable growth. The position reports to the Head of U.S. Corporate & Specialty. This field-based role manages the full portfolio and constructs or deconstructs new and retention sales opportunities for Diagnostics businesses. It supports customer value and the Staywell Journey, account installation and workflow, product launches, competitive intelligence, pipeline development, and cross-selling. The role requires 50%–60% travel and is based in a territory in the Northwest, specifically Seattle.

Requirements

Bachelor’s degree or equivalent work experience.
At least 8 years of animal health industry or sales experience.
Demonstrated proficiency in onboarding, workflow management, and pipeline execution.
Exceptional project management skills.
Ability to organize and prioritize multiple projects in a demanding environment and deliver high performance and quality on deadline.
Ability to communicate technical information effectively to professionals with equivalent or greater technical knowledge and skills.
Excellent people skills, strategic thinking, and decisive action.
Ability to collaborate with and influence cross-functional teams.
Ability to motivate and collaborate with others.
Initiative, resourcefulness, accountability, and willingness to accept challenges and lead change.
Ability to understand and execute lease financing, legal language, and contract administration.
Ability to defend, retain, and grow business while maintaining financial rigor.
Ability to learn and master skills and then teach and coach others.
Demonstrated financial and business acumen, including delivering solid ROI.

Responsibilities

Manage the full portfolio and construct or deconstruct new and retention sales opportunities for Diagnostics businesses.
Increase portfolio presence within veterinary hospitals to maximize, protect, and defend total customer value while supporting customers throughout the Staywell Journey.
Coordinate with Regional Business Directors, Area Business Managers, Strategic Growth Managers, Deal Desk, and Net Revenue Management to ensure adequate margins and profit.
Manage installation and workflow processes to provide new accounts with a strong customer experience.
Develop product expertise for launches including Imagyst, HUB, Vue+, and OptiCell.
Provide field-level intelligence on Diagnostics competition.
Help Area Business Managers coach their teams on Diagnostics tactics and cross-selling in larger-scale accounts.
Help Area Business Managers develop and refine the area pipeline for emerging corporates and drive current strategies and tactics in those accounts.
Share best practices across regions, including cross-selling success stories.
Train and coach field teams on key account opportunities and retention.
Collaborate with Corporate & Specialty leads, Regional Field Marketing Managers, Key Account Technical Specialists, area teams, Legal, Finance, Net Revenue Management, Loyalty, and Pricing teams.