Diagnostic Specialist

JOB PURPOSE:

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 license.
• 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.

Full time

Regular

Colleague

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.