Lori Guarino
Royersford,PA
Summary
Results-driven sales executive with extensive experience in the Animal Health sector. Successfully managed a $9.3M sales territory, enhancing customer retention and brand loyalty through tailored business strategies. Proven track record in executing change initiatives and fostering a collaborative environment to achieve maximum business results.
Overview
1
1
Certification
24
24
years of professional experience
Work History
SENIOR EXECUTIVE ACCOUNT MANAGER
Zoetis
Parsippany, NJ
01.2015 - Current
- Managed a $9.3M sales area, including SA products and services as well as Dx lead generation.
- Forged and nurtured relationships with largest Zoetis customers, enhancing brand loyalty and retention.
- Developed and executed business plans with strategies that align with organizational goals allowing for maximum results.
- Utilization of a consultative and needs-based approach to uncover, deliver and implement innovative solutions which enable veterinary practices to differentiate and grow in a rapidly changing environment.
- Negotiated and managed customer contracts to optimize relationships and business results.
- Acted as a change agent, guiding others through transformation (Apoquel FFI, transitioning ABM and GTM).
- Developed and implemented medical protocols for diverse product portfolio, achieving brand exclusivity with top customers.
- Created a high level of collaboration and partnership with colleagues through effective coaching and feedback, which created an environment of trust and accountability.
- Planned and executed educational events for target audiences, managing KOLs, venue logistics, and budgeting to ensure successful outcomes.
SENIOR KEY ACCOUNT BUSINESS MANAGER, PA & NJ
Zoetis
01.2003 - 01.2015
- Achieved recognition as a Senior Key Account Business Manager and Therapeutic Specialist in PA & NJ territories.
- Developed strong, professional relationships with customers, while creating customized solutions to meet individual needs.
- Demonstrated solution selling and insight selling skills, leveraging industry knowledge to influence behavior change effectively.
- Executed cross-portfolio selling strategies that generated demand and fostered brand loyalty.
- Presented and facilitated staff training to ensure product awareness, education, and created demand.
- Provided additional value by uncovering needs and presented solutions that not only encompassed our full product portfolio, but also veterinary business solutions, marketing, unique pricing models, and tools which led to trusted advisor status.
Education
B.A. - Psychology
Wilkes University
01-1993
Zigma-Xi - Psychology Research
01-1993
Everything DiSC - Accredited facilitator (i /D - personal profile)
Skills
- Consultative selling
- Customer retention
- Portfolio management
- Strategic planning
- Change management
- Problem Solution Mindset
- Continuous learning
- Collaborative teamwork
- Team engagement
- Consultative selling
Awards
- Simparica Trio, $2.79, 12/21
- #2 NE SAM GAR Ranking, 01/01/20
- FY Trio Launch Quota, 07/20
- Apoquel 7sr Itch, Philly Force, 01/01/20
- Lead Dog - SAM East Region, 01/01/17
- SR. KABM, Area 114, 01/01/13
- Simparica #1 Performer, NE SAM, 01/01/18
- President's Circle
- 2004
- 2007
- 2008
- 2009
- 2010
- 2011
- 2012
- 2013
- 2014
- Consistency of Performance, Exceeded quota 14 years (2007-2020)
- VP - Master's
Personal Information
Title: Senior Executive Account Manager
Mentees
- Reggie Williams (SAM)
- Cheryl Licata-Applefield (TBM)
- Julianna Ciarlante (ABM Mentor)
- Amanda Tirella
- Melody Schadler
- Tami Zubillaga
- Heather Underhill
Projects
Taskforce Teams, MA - FAST, 01/01/27, NE SAM, 01/01/27, NE Regional Para's Cross Portfolio, 01/01/27, Simparica Trio, 01/01/20
Certification
- Everything DiSC accredited
Timeline
SENIOR EXECUTIVE ACCOUNT MANAGER
Zoetis
01.2015 - Current
SENIOR KEY ACCOUNT BUSINESS MANAGER, PA & NJ
Zoetis
01.2003 - 01.2015
B.A. - Psychology
Wilkes University