JOB PURPOSE
Le informazioni riportate di seguito illustrano i requisiti del ruolo, l'esperienza richiesta ai candidati e le qualifiche associate.
For this role, preference candidate location is Bari area (Puglia, Italy)
The primary purpose is to generate new business and leads by placing Zoetis Diagnostic instruments into new practices, academia and research settings and gathering referrals from existing clients explaining the uses and benefits of Diagnostic products and services and effectively communicating our "value proposition".
To sell in the diagnostic equipment with a principle focus on generating strong consumable use on a daily / weekly basis and to assist practices with all aspects of installations, implementation, training, operation, applications, and problem resolution on all veterinary diagnostics products. You will be involved in all phases of the onsite support process with emphasis on diagnostics implementation, workflow improvements, and increasing use of our products, including the identification of new equipment and consumable opportunities. You will also have to ensure seamless installation, training, implementation, workflow improvements, and increasing use of our products, including the identification of new equipment and consumable opportunities.
Relationships
Develop mutually beneficial and productive long‑term partnerships with our customers based on high quality account plans
Implement bespoke customer solutions using all available resources including products, value add services, Veterinarians and Business Consultants
Works with the Area Business Manager, Professional Service Veterinary Manager and Account Managers to identify and report opportunities for additional analyzers in customer accounts as well as new opportunities through referrals from existing customers.
Identifies opportunities for the sale of additional diagnostic equipment and consumables into existing customers in order to maximize 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
Identifies clear target list of priority customers, liaise closely with your local AM to coordinate customer knowledge and relationship.
Respond to referral leads from the regional team and work closely to meet customer needs in the knowledge and understanding of the diagnostic equipment.
Ensure clear and specific objectives exist for each individual call
Deliver relevant marketing messages, product information and programs consistent with management direction in line with Solution Selling model
Proactively identify customer opportunities and capitalize on them
Co‑ordinate with colleagues in order 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
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 practice.
Attain AMTRA qualification within three years of employment with Zoetis
Maintain accurate business records including CRM and communicate effectively with the Manager and other stakeholders
Manage allocated customer support budget with tight control to avoid overspends.
KEY SKILLS
Exceptional sales ability
Strong communication, influencing skills
Builds successful and effective relationships
Knows their stuff – able to retain and recall product information to a detailed level
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 self‑confident personality
Stakeholder management – effective at using stakeholders as resources
TRAINING & QUALIFICATIONS
Sales qualification e.g. AMTRA is desirable
Relevant technical / clinical and Diagnostic equipment 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
Current passport and valid driving licence.
IT literate. Able to use standard business software and communication tools
EXPERIENCE
As either a:
Field sales representative
Diagnostics Technician preferred
Employee in a customer facing role
TRAVEL REQUIREMENT
High frequency of travel within designated region.
About Zoetis
At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award‑winning culture, built around our Core Beliefs, focuses on our colleagues' careers, connection and support. xjrgpwk We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well‑being in every sense, from health and financial wellness to family and lifestyle resources.
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