Role Description
Job Title - Account Manager (AM)
Team - International Operations
Business Unit - Companion Animal
Location - UK Field Force / Maidstone / Kent
Reporting to - Area Business Manager (ABM)

Managed Resources • 0 FTE

• 0 Budget

Job Purpose The purpose of this field-based position is to sell designated product lines to an agreed portfolio of Independent customers and Corporate key accounts; veterinary practices and direct to farmers where required.
The person in role is required to develop mutually beneficial and productive long-term partnerships with our customers, and to maintain these relationships with the appropriate quantity & quality of activity.
This role contributes to the overall success of Zoetis by delivering to at least the sales growth & market share gain targets for the designated product lines and growing the profile and reputation of our business through professional and mutually successful partnerships with the customer.

Core Responsibilities Planning

• Maintain high level of expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends.
• Develop and maintain account plans in collaboration with Veterinarians, Business Consultants and ABMs.
• Work in close collaboration with Key Account Managers to understand strategy and plans. Deliver on these plans to your corporate customers.
• Ensure customer information and call reports are continuously updated through CRM system in line with national KPI’s.
• Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.
• Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets.

Relationships

• Develop mutually beneficial and productive long-term partnerships with our customers based on high quality account plans.
• Implement bespoke customer solutions utilising all available resources including products, value add services, Veterinarians and Business Consultants.
• 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.
• All booked appointments are entered into the CRM system with a clear pre-call plan included in line with the solution selling model.
• Ensure clear and specific objectives exist for each individual call.
• Deliver relevant marketing messages, product information and programmes 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.

Sales

• Deliver agreed sales targets, growth and market share gains for specified product lines.
• Use Solution Selling model effectively. Connect customer needs with Zoetis products and services.
• Negotiate to a position of win:win:win. Know the impact on the account holder and the end customer.
• Interact with the customer with the goal of linking Zoetis, our products and our services to the long-term business needs of the customer.

Relationships

• Develop mutually beneficial long-term partnerships with our customers based on high quality interactions and exceptional provision of service.
• Implement bespoke solutions for the customer utilising all available resources and tools.
• Address the specific and individual needs of customers promptly and effectively. React with speed to their needs and requests.
• Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas.

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 practise.
• Attain AMTRA qualification within three years of employment with Zoetis.
• Maintain accurate business records including CRM and communicate effectively with the Area Business Manager and other stakeholders.
• Manage allocated customer support budget with tight control to avoid overspends.

Key Skills Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Communication and influencing skills
• Relationship management ability; can build successful and effective relationships
• Development of knowledge base. Able to retain and recall product and disease information to a detailed level.
• Account and stakeholder management skills. Focus on planning, with balance of tactical management with day-to-day operational requirements
• Ability to work independently
• Drive and resilience, demonstrated with a persistent attitude

Behaviours Our Colleagues make the difference

• Keep your selling skills sharp. Train, and retrain.
• Be an expert on your solutions – know them inside and out, and continue to learn.
• Use the experience from setbacks and failure to drive your future success.

Always do the right thing

• Sell what you know your customers need; what you know will work for them.
• Help build the reputation of our brand by understanding and supporting the things that we stand for.

Customer obsessed

• Know your vets, know your farmers. Know more than just their names, know their business.
• Establish effective and lasting relationships with customers that build loyalty to our brand.

Run it like you own it

• Ground all account plans in commercially sound thinking.
• Deliver on your commitments to customers and colleagues. Do what you say you’ll do – and quicker and better.

We are one Zoetis

• Give the team timely information and support that helps them to deliver their role.
• Know what’s going on around the business and talk about it to your customers.
• Communicate across roles, across regions, across species.

Training & Qualifications - No minimum level of education or qualification is required for this role

Experience

• Experience in role dealing directly with customer
• Experience in a customer focused industry
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Travel Requirement

• High frequency of travel within designated region. Drivers Licence required

Job Title - Senior Account Manager
Team - e.g. Central
Business Unit - e.g. CA & Equine
Location - UK Field Force
Reporting to - Area Business Manager (ABM)

Managed Resources • 0 FTE

• 0 Budget

A Senior Account Manager is expected to fulfil all of the above, as detailed in the Account Manager role profile and additionally, consistently fulfil the following Core Responsibilities;

• Demonstrate leadership behaviours such as supporting colleagues, coaching, mentoring, team focus.
• Consistently perform as a role model to Account Managers.
• Proactively share knowledge and expertise with Account Managers.
• Work with other teams and departments on cross functional activities and projects.
• Step up in responsibilities in the absence of the ABM.
• Involvement in and contribution to the company meetings.

Full time
Why Join Zoetis?
At Zoetis, we are driven by a singular purpose: to nurture the world and humankind by advancing animal care. As the world’s leading animal health company, we innovate, collaborate, and make a real impact—every day.
Innovative Science & Technology – Work with cutting-edge solutions that enhance animal health and well-being.
Global Impact – Join a team that supports veterinarians, farmers, and pet owners worldwide.
People-First Culture – Thrive in an environment that values diversity, growth, and work-life balance.
Sustainability & Responsibility – Make a difference in a company committed to a healthier, more sustainable world.
Comprehensive Benefits
✔ Comprehensive Benefits – Enjoy life assurance, group income protection, and a robust pension plan with a generous company contribution.
✔ Health & Wellness – Benefit from private medical insurance, health assessments, dental insurance, and discounted gym memberships.
✔ Financial Security – Access mortgage advice, will writing services, and a share ownership plan with matching contributions.
✔ Work-Life Balance – Take advantage of paid annual leave to rest and recharge.
✔ Professional Growth – Enjoy industry-competitive salaries, merit-based salary progression, and a global performance bonus.
✔ Employee Support – Our Employee Assistance Programme offers counselling, welfare advice, and a 24-hour confidential helpline.
Our Core Beliefs
✔ Our Colleagues Make the Difference – We invest in our people and their growth.
✔ Always Do the Right Thing – Integrity and ethics guide everything we do.
✔ Customer Obsessed – We put our customers at the heart of our business.
✔ Run It Like You Own It – We take ownership and drive results.
✔ We Are One Zoetis – Collaboration makes us stronger.
Your passion for animals and science can shape the future. Are you ready to grow with us? #Zoetis #JoinUs #AnimalHealth #CoreValues #Career

Core Responsibilities Planning

• Maintain high level of expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends.
• Develop and maintain account plans in collaboration with Veterinarians, Business Consultants and ABMs.
• Work in close collaboration with Key Account Managers to understand strategy and plans. Deliver on these plans to your corporate customers.
• Ensure customer information and call reports are continuously updated through CRM system in line with national KPI’s.
• Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.
• Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets

A Senior Account Manager is expected to fulfil all of the above, as detailed in the Account Manager role profile and additionally, consistently fulfil the following Core Responsibilities;

• Demonstrate leadership behaviours such as supporting colleagues, coaching, mentoring, team focus.
• Consistently perform as a role model to Account Managers.
• Proactively share knowledge and expertise with Account Managers.
• Work with other teams and departments on cross functional activities and projects.
• Step up in responsibilities in the absence of the ABM.
• Involvement in and contribution to the company meetings