Platinum Performance was founded in 1996 by renowned equine veterinarian, Dr. Doug Herthel to support his cases in veterinary practice. From its earliest days, the company has held a strong commitment to veterinarians and the highest respect for their role in guiding the health, wellness and performance of the horse. For 25 years, Platinum Performance, now a wholly owned subsidiary of Zoetis, has been developing, manufacturing and marketing premium nutritional product formulas for wellness and athletic performance in horses as well as a range of pet care brands and human nutritional supplements.
The International Platinum Performance Veterinary Advisor is a highly specialized role that is primarily responsible for increasing the adoption of the Platinum Performance product line (equine focused, also including petcare and human products) with veterinary clinics, horse owners, trainers, veterinary schools, and KOLs internationally, and in select markets in the U.S. The colleague collaborates directly with the Leadership Team, Marketing, Advisor Team, Supply Chain, and Finance, as well as cross-functional teams to ensure engagement, alignment, while leveraging of all resources for optimal client experience. The colleague plays a critical role in the execution of the Platinum Performance International Business Plan to achieve strategic and financial objectives. The candidate must demonstrate a strong understanding of North American and European equine markets, supply chain logistics, and veterinary business. Illustrate high proficiency in technical nutrition expertise, exhibit exceptional large account management skills, demand creation and negotiation skills by leveraging business acumen, customer needs analysis, and value proposition communication.
This position report to the Associate Director Veterinary Advisors, and will call on market serving veterinary partners, key equine veterinary clinics, horse farms, equine events, and KOL's. These activities include the development of a comprehensive country level business and activation plan, execution of the Platinum Performance sales strategy, and business to business account management which will require the leadership of an internal account team that may span multiple specialties and reporting lines. The Platinum Performance International Veterinary Advisor will be the lead for resource deployment according to the account plan and opportunities for nutrition; be responsible for leading through influence a dedicated team that develops novel offerings that differentiate Platinum Performance from competitors and ensure that goals are met. It is essential for the person in this position to have in depth knowledge of the horse and veterinary industry, large account leadership skills, technical nutrition competency, along with business, and financial acumen. The position will require global travel and extended nights away from home.
Technical Knowledge
Understand and communicate technical nutrition concepts and research to veterinarians in a manner that drives interest, creates believers in the power of nutrition resulting in advocates that think of nutrition every case, every time.
Understand key industry trends, opportunities, and KOL networks. Effectively communicate relevant insights to clients that create value for their business.
Understand highly technical nutritional research papers.
Lead all market serving veterinary partner field force and in-practice nutrition training activities with veterinarians, clinic staff, and partner teams to maximize impact of nutrition in practice.
Consult with veterinarians and horse owners providing trial opportunity from established nutritional protocols in a way that improves horse wellness and performance.
Educate horse owners in a manner that allows for understanding of highly technical nutritional information through various methods such as barn meetings, vet clinic horse owner education events, and one-on-one interactions, building from feeds and feeding to cellular nutrition.
Lead account team nutritional training program so that team members are self-sufficient in basic product information, nutrition concepts, and development of recommendations over time.
Selling Skills
Establish rapport and credibility with key clinics in each targeted country through focusing on questioning to understand client needs, drivers, and aspirations in a manner that brings value and provides sales opportunities.
Ability to succinctly communicate and influence across an organization.
Proactively seize selling opportunities by demonstrating the ability to move seamlessly between technical product expertise and business development discussions; this includes consistently demonstrating Platinum Trusted Veterinary Advisor skills.
Call on market serving veterinary partners, equine veterinary clinics, trainers, and horse owners.
Demonstrating the value of Platinum Performance portfolio through a thorough understanding of our client's management and business processes and the steps necessary to demonstrate value.
Communicate effectively to deliver training and sales presentations to veterinary clinics, trainers, horse owners, and all related influencers.
Exemplify what it means to be a change agent, continuous learner, pushing self / others beyond dominant logic.
Demonstrate advanced advising and consulting skills - Teach new insights, understand and diagnose current situation, develop a solution to solve and finally tailor message to individual needs to effectively communicate solution, including implementation of new process that may be required as clients adopt new ways of doing things.
Ensure that account team meets its financial obligations.
Business Planning, Resource Allocation and Optimization
Manage a global geographic area with a diverse client base to achieve targets, increased market penetration and business objectives.
Ability to determine through object analysis strengths, weaknesses, and potential effectiveness of current and future market serving veterinary partners, including market supply planning, logistics knowledge, and field force requirements.
Strong negotiation skills leading to the establishment written agreements with market serving veterinary partners.
Experience developing, implementing and measuring sales/marketing plans, campaigns and programs on a rolling 12-18-month basis.
Consistently engage and collaborate with internal and external cross-functional teams to develop impactful and efficient sales and marketing solutions that meet business objectives/strategies and drive growth.
Develop Country and Account Team Plans and Priorities through data analysis, planning, utilization of resources and execution of business plans.
Deliver business reviews to each account team that include sales reports, progress of accounts and implementation of programs.
Plan ahead so that resources are ready when accounts are ready to progress with implementing nutrition in practice.
Continually educate oneself in financial, industry, and business acumen topics related to large account management, field level marketing, and the equine nutrition and supplement business.
Consistently log call activity in Salesforce.
Strategic Account Team Leadership/Teamwork, Collaboration and Coordination
Ability to organize and prioritize large clients, potential market serving veterinary partners and categories in a fast-paced environment and deliver high performance and quality on deadline.
Lead in a cross-functional team-based environment, align with and influence internal and external stakeholders.
Build relationships within key stakeholders in veterinary partners including equine veterinarians, horse trainers, barn managers, universities, local influencers, and KOLs.
Conduct quarterly business reviews with needed stakeholders to adjust the strategies, tactics, and investments based on changing needs to maximize territory and account performance.
Focus on teamwork - share, collaborate and act as a team player.
Perform other duties and responsibilities as assigned and directed.
Proven ability to think strategically and act decisively.
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.
ORGANIZATIONAL RELATIONSHIPS.
The position requires the ability to call on Equine Veterinarians, Horse Trainers, Barn Managers, Horse Owners, and Academic influencers.
The position also requires the ability to work with internal colleagues effectively as a team - Equine colleagues that share in account responsibilities and are critical to expanding the adoption of nutrition in veterinary practice.
EDUCATION AND EXPERIENCE
Undergraduate degree (BS/BA) preferred
MBA, M.S., PhD in Nutrition or DVM is preferred but not required .
5+ years of related experience including sales, account management, sales management, equine nutrition, equine veterinary pharmaceuticals, equine production, training, and management experience is preferred.
Animal Health experience and knowledge of equine supplement and feed production experience is preferred.
Ability and willingness to travel overnight approximately at least 70% of the time to include some weekends and extended trips.
TECHNICAL SKILLS REQUIREMENTS
Technical knowledge and proficiency in developing supplement recommendations.
Excellent oral, written and verbal communication skills.
Experience leading large accounts and their field force
Experience with horse barn feed management.
Proficiency with computer applications including Salesforce, Microsoft Outlook, Excel and Word.
Equine or Animal Science or Advanced Nutrition degree is a plus.
Project / Process management experience.
PHYSICAL POSITION REQUIREMENTS
Note the physical conditions in which work will be performed, if applicable to the position. Examples: Lifting, sitting, standing, walking, ability to travel, drive, unusual attendance requirements, weekend work or travel requirements, etc.
The position will require a valid driver's license.
Willingness to drive to customer locations across defined geography - Veterinary clinics, horse barns, training facilities.
Requires individual to be able to work in clinics, horse barns, training facilities, and equine event locales.
Requires individual to be willing to work with horses from basic husbandry and behavioral observation.
Full timeRegularColleagueZoetis 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 zoetiscolleagueservices@zoetis.com 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 www.Zoetis.com/careers site, or (2) via email to/from addresses using only the Zoetis domain of "@zoetis.com". 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.
