Senior Retail Account Manager - Parsippany, United States - Zoetis
Description
Location: US Remote
Role Description
This is a highly visible position within the expanding US Retail Team. This position will lead and manage critical business partners within the retail team, including and other emerging OMNI partners. Preferred candidate will not only manage the day-to-day account relationship(s) across multiple merchant teams but will work cross functionally to execute long term strategic and tactical business plans.
The candidate must have relevant experience in the areas of Sales, Marketing, Forecasting, Complex Contract Negotiation and Compliance, Budget Management, and MAP (Minimum Advertised Price) Policy adherence with ecommerce retailers. Candidate will manage communication both externally and internally, while ensuring alignment of account activation plans across our internal Marketing and Operations teams. Candidates efforts will center around Companion Animal Rx product, 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 profitable sales growth, improve our strategic alliances and operational efficiencies
Proven ability to engage and collaborate with internal and external cross functional teams in large organizations to develop impactful and efficient sales and marketing solutions that meet business objectives/strategies and drive growth.
Proven background of account management, sales, complex contract negotiation and marketing.
Proven ability to establish Key Performance Indicators (KPIs) and measure performance against them.
Strong written, verbal, and presentation skills with proven ability to think strategically and act decisively.
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.
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 cross functional teams in the creation and execution of effective business plans with each customer that maximizes Zoetis growth and defends against competition.
Ownership of yearly promotional and go to market plan and ensure cross functional alignment & support to execute it.
Create and maintain effective forecasting that accurately represents customer growth plans & initiatives.
Proven ability to successfully manage financial funds and positive ROI on spending.
Development long-term & strategic partnerships with accounts that optimize their life-time value to Zoetis.
Maintain appropriate level of contact with customer (Associate director, Sr. Managers, Analysts, etc.) and evolve the strategic alliance to optimize our companys 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.
*Identify new opportunities within account based to drive demand, and formulate action plan to drive to success.
EDUCATION AND EXPERIENCE
Education: BS or BA required, MBA or relevant advanced degree strongly preferred.
Professional:
7+ years of National Account Management experience & customer development.
Experience in Animal Health, Consumer Packaged Goods, Retail, or Home Delivery is required.
Experience successfully navigating complex contract negotiations.
Experience successfully direct and indirect accounts strategically.
Experience successfully managing a customer specific budget is required.
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.
TECHNICAL SKILLS REQUIREMENTS
7+ years of related marketing, sales and operations experience required in an ecommerce or omni environment.
Experience developing, implementing, and measuring marketing and sales plans, campaigns and programs.
Need to be proficient Microsoft Windows Suite; Excel, Outlook, Word, and PowerPoint to utilize data to uncover insights and create compelling selling stories that support key organizational strategies.
PHYSICAL POSITION REQUIREMENTS
Ability/Willingness to travel periodically (15-20%) to manage assigned accounts and business needs as necessary
The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (Colorado). Base pay may vary based on location and other factors.
Base Pay Range: $119,000 - $185,000
The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (California), (NJ Remote), (NY Remote), or (Washington). Base pay may vary based on location and
other factors.
Base Pay Range: $119,000 - $185,000
[This position is eligible for short-term incentive compensation.] [The position is also eligible for long-term incentive.]
We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, and retirement savings benefits along with paid holidays, vacation and disability insurance.