1. PURPOSE OF POSITION/ROLE
¡¤ Meet or exceed personal objectives, sales performance targets and satisfy customers within designated territory
2. KEY ACCOUNTABILITIES AND RESPONSIBILITIES
Ethical Standard
¡¤ Represent the company through appropriate professional and ethical conduct at all times consistent with Zoetis Values, Zoetis Leader Behaviors and Zoetis Code of Business Conduct and Policy
Financial Performance
¡¤ Achieve individual targets within designated territory
¡¤ Seek support from District Sales Manager to resolve problem customers
¡¤ Accounts Receivable:
ü Collect customers¡¯ outstanding accounts receivables and bad debt effectively & promptly
ü Seek support from District Sales Manager to resolve customers¡¯ problem
ü Implement and execute AR plan to meet the AR target within territory
¡¤ Returned Goods: Manage returned goods within the company returned goods policy.
Strategies & Policies
¡¤ Manage territory accounts in accordance with the sales policies and strategies in order to maximize profitability of existing business and develop new opportunities
¡¤ Develop territory sales plans and territory management plans to grow business through existing and new customers in coordination with DMs
Allocation of Resources
¡¤ Develop and implement a systematic sales call cycle (including pre-call planning and post call analysis) to focus on customers according to their potential for contributing to achieving company objectives
¡¤ Maximize effective utilization of personal time considering customers¡¯ grade, potential and other prioritization factors
¡¤ Insure maximum return on minimum expenses
¡¤ Allocate promotional resources properly
Target Setting
¡¤ Periodically forecast target and budget on a customer and product basis & report to DMs
¡¤ Cooperate and manage credit control and status of customers with Customer Services Representatives
Customer Relations
¡¤ Communicate company policies to customers clearly and in a timely manner
¡¤ Analyze customers to identify their purchasing patterns and business attitudes
¡¤ Identify customers¡¯ full business potential for Zoetis products and ensure that they maintain appropriate levels of inventory
¡¤ Build and develop relationships with key existing and potential customers and influencers to:
o Promote Zoetis products and services
o Identify and exploit current and future sales opportunities
¡¤ Organize regular seminars or group details for customers in conjunction with District Managers, Technical specialist
¡¤ Respond appropriately to customers¡¯ inquiries regarding the company¡¯s products and services (e.g. indications, contraindications, dosing)
Market information
¡¤ Collect relevant and timely market information accurately in order to contribute to company objectives
¡¤ Analyze relevant customer and market information in designated territory to identify sales opportunities.
¡¤ Monitor and collect Zoetis product feedback including adverse events from customers
Communication
3. SKILLS, KNOWLEDGE, QUALIFICATIONS AND EXPERIENCE
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