Regional Business Director

Location: US Southeast Region

The US Companion Animal Division is one of the largest businesses within Zoetis’ worldwide operations. We focus on maximizing the value of our broad veterinary solutions portfolio by building and sustaining relevant partnerships with veterinarians and pet owners. Based on our business model and operating environment we bring more than just medicines, services, and expertise to the marketplace – we deploy a range of targeted activities to support our solutions offerings in meeting the needs of our customers. These activities include a large direct sales field force, strategic account team that helps veterinarians better run and grow their business, aligned veterinary operations team providing technical support directly to customers, a dedicated Corporate Accounts team, and novel offerings that differentiate us from competitors.

We are seeking a highly capable individual for Regional Business Director, US Companion Animal Division (CAD).  Primary responsibilities include actively participating in the strategic and tactical planning for the CAD business and leading all aspects of planning, execution, and performance.

Significant travel of at least 50% and some weekend work / travel is a requirement of the position.

Sales Performance

• Meet overall sales objectives (quota) both overall and for key growth products via demand generation within targeted geography.
• Successfully launch new product and service offerings.
• Demonstrate success in other key sales metrics such as growth rates and improving the health of your business.
• Field Sales Team efficiency and effectiveness.
• Lead all colleagues in Region to successfully and consistently meet their annual objectives.
• Execute 3-in-car rides with Area Business Managers (ABM) and spend significant other field time on Account Manager (AM) / Executive Account Manager (EAM) field days, educational events / Key Opinion Leader meetings, Corporate Account meetings, ABM Business Reviews, Performance Reviews / IDP discussions, attending Area POA meetings, etc and provide aligned written feedback.
• Lead specific initiatives aligned to our expectations of enhancing the Regional team’s capabilities (e.g., Field Coaching / FCGs, Solution Selling, Business Planning, Technical Knowledge, Territory Management).
• Lead ongoing partnership and execution of Veterinary Operations opportunities within your Region resulting in greater value to and performance of targeted customers.
• Lead all colleagues in Region to develop and execute specific Key Accounts, Corporate Accounts, and KOL objectives / strategies / tactics as part of their business plans.
• Ensure resource allocation and utilization effectiveness to include differential resourcing.
• As appropriate ensure successful implementation of any pilots and / or new introductions within the field-sales team.
• Lead ongoing efforts to oversee and teach leadership team oversight for diversion activities. When identified, take appropriate actions.
• Align & create appropriate culture with sales leadership, sales team.

Excellence in colleague development and engagement

• Increase Regional colleague development and engagement.
• Execute individual monthly calls and / or two times per year live meetings with each ABM to review sales performance, talent management, and other key topics in each Sales Area.
• Building “best in class” leadership and coaching capabilities with your ABMs around the core aspects of a field sales team (e.g., Field Coaching Days, Talent Management, Solution Selling, Business Planning).
• Consistently communicate with Region team to keep sales, capability performance, and execution of key initiatives front of mind.
• Work with Director Professional Services Veterinarian, as well as high potential talent to provide ongoing exposure, coaching, developmental opportunities and regional projects to RBDMs as part of improving Regional performance and preparing them for further advancement.

Professional Development

• Successfully complete Individual Development Plan.
• Exhibit willingness to accept and incorporate feedback.

Required Experience and Skills

• Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
• Gets more out of individuals, teams, and assigned geography (revenue) than others believe possible.
• Exemplifies what it means to be a change agent, continuous learner, and pushing self / others beyond dominant logic.
• 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.
• Drives strategy from insight and analytics to tactical execution and measures the results.
• Project / process management and attention to detail.
• Financial analysis skills including the ability to manage expenses and budgets.
• Verbal, written, presentation, interpersonal, and communication skills.
• Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information.
• Computer skills (MS Office, Outlook, and ability to learn Zoetis systems)

Minimum Qualifications

• Undergraduate degree (BS/BA) preferred
• 10+ years of related experience including sales management and / or non-sales function such as marketing or veterinary operations
• Animal Health experience and knowledge of companion animal veterinary medicine preferred
• Proficiency in PowerPoint, Excel, and Word applications
• Ability and willingness to travel overnight approximately at least 50% of the time to include some weekends

The US base salary range for this full-time position is $Base Pay Range: $160,080 – $260,015. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the base pay target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

 

This position is also eligible for short-term and long-term incentives compensation

In addition to compensation, Zoetis offers a comprehensive benefits package that supports the physical, emotional and financial wellbeing of our colleagues and their families including healthcare and insurance benefits beginning on day one, a 401K plan with a match and profit-sharing contribution from Zoetis, and 4 weeks of vacation.

 

Visit zoetisbenefits.com to learn more.

Full time

Regular

Colleague

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