This field-force position is located in the MADRID/ Center Area and reports to the Dx Area Coordinator within the Companion Animals Business Unit.
Job Purpose: The purpose of this field-based position is as a Diagnostics Specialist who provides onsite support to veterinary practices, laboratory research, and veterinary academic settings and is responsible for the overall business health and customer satisfaction of their assigned territories.
Core Responsibilities Sales Creation Generate sales by calling on existing customers, self-generated prospects and all potential animal health or research opportunities within your designated region. Clearly explaining the uses and benefits of Zoetis products and services and effectively communicating our value proposition, you will be required to generate new business and leads by placing Zoetis products into new practices, academia and research settings and gathering referrals from existing clients.
Your purpose is to assist practices with all aspects of understanding the practice and customer benefits in providing high quality diagnostics products and in-house diagnostic services.
Develop mutually beneficial and productive long-term partnerships with our customers and maintain these relationships with the appropriate quantity and quality of activity.
Contribute to the overall success of Zoetis by delivering at least the sales growth and market share gain targets for the designated product lines.
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, ATMs, ABMs and Dx coordinators
Identify, quantify, qualify, track, and evaluate Veterinary Practice performance; facilitate, develop, design and implement clinic workflow processes that improve overall customer experience with our products and services
Ensure customer information and call reports are continuously updated through the CRM system
Align activities and account plans to marketing programmes and management direction in line with the Solution Selling model.
Analyze 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
Work with the Dx Coordinator, Dxs, BUM, ABM, ATM and AM teams to identify and report opportunities in customer accounts as well as new opportunities through referrals from existing customers
Identify opportunities into existing customers 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
Respond to requests for onsite technical support, providing prompt and accurate technical assistance, troubleshooting, and resolution of complex system problems for veterinary clinics, laboratory research, and veterinary academic settings
Provide clinics with guidance, instruction, and training on our product line and services to increase productivity and performance through formal and informal presentations
Provide post-sale product installation and validation, applications and operations training; ensure that all staff are trained and signed off for competent and confident use of all equipment; monitor staff changes and ensure new staff are trained within 8 weeks of joining the practice
Ensure clear and specific objectives exist for each individual call
Delivering relevant marketing messages, product information and programs consistent with management direction in line with the Solution Selling model
Proactively identify customer opportunities and capitalize on them
Co-ordinate with colleagues to achieve positive changes to 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, Integral Vet Policy, Zoetis values, travel & expenses policy and local codes of practice
Maintain accurate business records including CRM and communicate effectively with the Manager and other Stakeholders.
Manage allocated budget with tight control to avoid overspends
Key Skills and Behaviors: Key Skills Exceptional sales ability
Strong communication and influencing skills
Builds successful and effective relationships
Able to retain and recall product information to a detailed level
Strong focus on planning, balancing tactical planning with day-to-day operational requirements
Ability to work independently and as part of a field force team
Drive and resilience, with a persistent, never give up attitude
Confidence, likability and an authoritative personality
Stakeholder management – effective at using stakeholders as resources
Behaviors aligned with our Core Beliefs 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
Education, Qualification and Experience University studies in health science, technology/engineering, or business discipline (e.g., Veterinary Science, Biomedical/Health Sciences, Biotechnology, Biomedical/Electrical Engineering, Business/Marketing, or similar).
Strong affinity for technology and digital tools; comfortable learning and explaining diagnostic equipment/software.
Solid understanding of veterinary practice workflows, purchasing processes, and in‐clinic diagnostics.
Valid driving license and willingness to travel frequently within the assigned region.
Proficiency with standard business software (CRM, Excel, PowerPoint) and remote collaboration tools.
Native Spanish speaker; good command of English will be a plus.
Training and Experience 2 years of field sales experience in diagnostics, medical devices, animal health, or related health‐tech sectors, with a record of meeting/exceeding targets.
Experience selling to veterinary practices or adjacent healthcare environments; able to navigate clinical and commercial stakeholders.
Proven capability to deliver product demos, run training, and onboard clinics (installation, validation, and staff upskilling).
Skilled in consultative/solution selling and pipeline management using CRM; strong territory planning and account development.
Experience troubleshooting/basic application support for diagnostic equipment or software is highly valued.
Demonstrated stakeholder management, influencing, and negotiation skills; resilient, self‐driven, and team‐oriented
Additional requests Valid Spanish driving license required.
High travel frequency within the assigned territory.
Full time
Regular
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