Job Description:

The US Petcare 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 Head of Corporates/GPOs, US Petcare Corporate & Specialty Team. Primary responsibilities include driving innovative growth within corporately owned practices and member services organizations across the entire portfolio of products and solutions, actively participating in strategic and tactical planning and leading all aspects of execution and performance of the team. The location for this position is remote.Significant travel of at least 50% and some weekend work / travel is a requirement of the position.

Responsibilities

• Sets the standard for how the Corporate & Specialty team communicates and transforms strategic initiatives.


• Serves as representative of the team to senior counterparts.


• Develops, communicates, and executes the overall strategic plan for the Corporate & Specialty Division of US Petcare


• Champions negotiation practices for teams. Sets tone for how teams partner together to develop solutions for customers that create win-win agreements.


• Manages the strategic needs of internal and external stakeholder groups.


• Represents Zoetis business with leadership within customer/partner counterparts to enhance relationships, foster strategic planning, and enhance the overall value proposition within each major account.


• Can incorporate customer landscape and market understanding into discussions with international counterparts, senior ZTS executive leadership.


• Able to coach and instruct Directors and other team members in these disciplines.


• Initiates and champions efforts to collaborate frequently with cross functional colleagues to maximize pull-through, field execution, and plan events/demand creation activities.

Strategic Thinking

• Defines strategic direction that is applicable across multiple international markets, accounts, and business units, yet customizable to meet the unique needs of specific countries, products, and portfolios, etc.


• Develops account plans that achieve meaningful customer objectives, and empower ZTS teams to meet or exceed financial targets for designated accounts.


• Drives relationships toward preferred partner status that includes less focus on price/transactional activities and greater focus on win/win initiatives, mutual strategic partnership, and preferred solution status.


• Conducts effective internal and external business reviews with senior ZTS executives and with our largest and most complex national and international customers and their executives


• Mentors and guides internal and external teams on the complexities and nuances of current and future market and industry trends.


• Demonstrates how portfolio and pipeline evolutionary knowledge is turned in to custom solutions for key customers.

Business/Technical Acumen

• Derives implications of a broad stream of data results for alignment on overall strategy and business goals.


• Owns/is responsible for sales achievement for all national accounts and downstream teams.


• Champions budget requests to leadership team to maximize resource allocations for accounts.


• Shares account plans and subsequent performance and execution reports with Petcare Leadership Team


• Champions a metrics-based culture that integrates financial, customer, product, and service-line forecasts into all planning and execution efforts.


• Benchmarking and comparing team abilities and execution of this discipline against best in class companies.


• Fluent in conversations of impact of contract/relationships on P&Ls of both the customer organization and ZTS. Can discuss with executive leaders in the customer organization and ZTS.


• Fluent in both full ZTS product and service ranges, and competitor product and service ranges. Fluent in future ZTS pipeline and market development. Fundamental understanding of international product lines.


• Serves as the go-to person for internal and external stakeholders for all animal health and industry/business knowledge.


• Is an everyday champion of the Zoetis suite of products, portfolios, and solutions, and how they uniquely solve the business needs of corporate and specialty customers.

Teamwork & Collaboration

• Ensures that teams are performing at the highest levels through role definition, collaboration, communication, strategic focus, and excellent market execution.


• Champions collaboration and is fully committed to serving the full Corporate & Specialty team.


• Empowers others to fully execute on solutions, clearing barriers, and paving the path to successful outcomes.


• Builds partnerships with stakeholders that serves the mutual benefit of Petcare National and International Major Accounts and the broader organization to shape current and future business opportunities.


• Assists in colleague development and maintains involvement in Individual Development Plans of the team.


• Routinely provides feedback and coaching on the principles of business acumen, strategic thinking, customer engagement and teamwork.


• Celebrates and recognizes individual and team wins.


• Intentionally provides opportunities for advancement, learning, and training.

Education and Experience

Undergraduate degree (BS/BA) required

10+ years of related experience including sales management and demonstrated success of working with corporate or member services organizations

Animal Health experience and knowledge of companion animal veterinary medicine preferred

Technical Skills

Successfully complete Individual Development Plan

Exhibit willingness to accept and incorporate feedback

Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.

Experience and demonstrated performance of executing programs and initiatives within corporate and specialty hospitals

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)

Proficiency in PowerPoint, Excel, and Word applications

Ability and willingness to travel overnight approximately at least 50% of the time to include some weekends

Physical Skills

This is an office-based position.

Full time

Regular

Colleague

Zoetis 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. Apply Now