Channel Account Manager

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The Channel Account Manager is a key member of the US Channel Management Team and will lead the management of revenue growth and channel development within the assigned accounts. The colleague collaborates directly with the Leadership Team, Diagnostic and Livestock Account Managers, Marketing, Sales, Supply Chain and Finance, as well as Channel cross-functional teams to ensure engagement, alignment and leverage of all resources for optimal customer experience. The colleague plays a critical role in the execution of the Channel Business Plan to achieve strategic and financial objectives. The Channel Account Manager will report directly to the Director of Sales, US Channel Management.


As the Channel Account Lead expert, align with marketing, sales and channel teams to help create and execute business plans across all business segments including PetCare, Livestock and Diagnostics.

Maintain appropriate level of communication with Account key contacts and its evolution to provide opportunities with the evolving portfolio of Zoetis products and services.

Maintain accurate business plans and communicate effectively with the Sales, Channel & Marketing Leadership.

Work with Distribution Partner to align correct resources to Zoetis Sales Force.

Create and continuously refine accounts plans to differentiate Zoetis from competitors and deliver agreed upon sales objectives.

Review and analyze distributor level data and proactively collaborate with the leadership team to drive positive change, strategy and sales targets.

Ensure clear understanding of marketing programs/resources/promos and brand management direction and communicate that direction to key account decision makers.

Identify customer opportunities when they arise, and clearly communicate the opportunity to make the most impact.

Coordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing.

Collaborate across franchise teams to integrate Channel into strategic pricing and promotion plans.

Manage proper product and program training for the assigned Distribution account sales force via web-ex, regional meetings, district meetings, national sales meetings and call centers to drive engagement and results with Zoetis field sales.

Support existing use of our products and services in order to defend against competitor activity.

Partner with internal teams and external groups to develop and implement programs to optimize channel engagement, solve business challenges, and help drive short and long-term growth of Zoetis products and services.

Assist in the management of Zoetis product inventory with each channel partner and execute shipments aligned with promotional terms and quarter/year business targets.

Maintain an understanding of the companion animal markets, customers and competitive dynamics especially as it relates to Channel.

Actively identify synergies and efficiencies across species and provide a unique One Zoetis view that helps identify new opportunities, challenges and innovations for Zoetis.

Assist in the management of, and to gain efficiency with process, promotions, training, resource deployment, data and growth metrics, and distributor rep alignment with Zoetis field team.

Coordinate the processing of rebates, reimbursements, or other payments for the assigned distributor accounts.

Meet weekly with the Director of Sales to set actionable activities to drive revenue, review business analytics and execute strategy.

The Channel Account Manager may be assigned additional distributor management responsibilities based on the evolving needs of the organization.


BA/BS required; MBA preferred

7+ years of related marketing, sales and operations experience required

Animal health, Channel, Distribution or pharmaceutical experience

Experience working in a collaborative department

Experience working with Large Complex National Distributors


Experience developing, implementing and measuring sales/marketing plans, campaigns and programs on a rolling 12-18 month basis.

Ability to succinctly communicate and influence across an organization.

Consistently engage and collaborate with internal and external cross-franchise/functional teams to develop impactful and efficient sales and marketing solutions that meet business objectives/strategies and drive growth

Proficiency in MS Office and Business Analytics: Microsoft Windows, Outlook, Word, PowerPoint, Excel, Tableau, CRM and Business Management tools

Ability to work as a team member and contribute to a team goal, as well as with multiple functional teams

Proven ability to think strategically and act decisively.

Proven understanding of channel account management, sales and marketing and how to leverage this experience with account partners.

Ability to organize and prioritize large customers and categories in a fast-paced environment and deliver high performance and quality on deadline.

Must demonstrate initiative, resourcefulness, accountability and willingness to accept challenges and lead change.

Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization. Adept at working in highly fluid, complex, and ever-changing environments.

Diplomacy and confidentiality are essential.


Ability/Willingness to travel extensively (70/80%) to manage assigned accounts and business needs, as necessary

Position is preferred to be located in the Midwest region of the US; however, it can be reasonably located anywhere in the US within close proximity to a national airport.

Full time



Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at ********************************** to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at ********************** site, or (2) via email to/from addresses using only the Zoetis domain of @**********. In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis.
  • 1
  • Negotiable
  • None
  • None
  • Re-204939
  • Permanent
  • 0

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