Role Description
We are seeking a highly capable individual for Head, Sales & Technical Services, Precision Animal Health Division (PAH). Primary responsibilities include leadership and development of colleagues, while utilizing solution coaching and business planning capabilities to execute overall strategies to maximize sales performance globally. Teams include US Beef Sales, International Key Accounts, and Global Technical Services. The successful candidate will lead and model Zoetis Core Beliefs within the teams and company.
The position will require travel and nights away from home.
Responsibilities
Leading People
Lead and develop all colleagues accordingly based on position
Consistently demonstrate Solution Coaching capabilities included in-the-field coaching
Direct the business activities and efforts of the US Beef Sales Team and International Key Account Management Team to meet objectives set forth by management
Key Account Managers:
Business development and account management in the world's largest livestock enterprises, most complex and most influential strategic partners.
Utilization of enhanced solution selling, territory management, and business planning capabilities to execute strategies to maximize sales performance within the assigned geography
Coaching in identifying and transitioning between Business development and Account management activities
Leadership of strong collaborative relationships with all team members, customers and across Zoetis.
US Beef Sales:
Development and execution of a territory business plan
Account management - demonstration of ability to retain business and identify new business for growth and potential
Product knowledge expertise
Attract, develop, evaluate, differentiate, and retain top talent through recruiting/hiring, ongoing coaching, proactive/effective use of both colleague development tools and performance management, and performance reviews.
Spend +75% of available time coaching reports to help them meet performance objectives by strengthening their core capabilities
Sales Performance
Meet or exceed sales objectives (quota) both overall and for key growth products via development and coaching of Key Account Managers and US Beef Sales Team within targeted accounts
Successfully lead the launch of new products/services
Demonstrate success in other key sales metrics such as growth rates and improving the health of your business by improving leverage and managing analytical insights reports
Leading the Business
Ensure clear and routine communication with commercial leaders across Zoetis, especially US Beef Leadership
As a member of the PAH Leadership team, provide operational insight and strategic thinking to assist in high-level decision making
Partner with PAH Leadership team to define future companion genetics strategy across PAH organization
Develop, implement, and maintain management and KPI dashboards and scorecards
Develop annual strategic business plans including demographics, economics, performance, potential, actionable items, tracking and reporting for Key Accounts and US Beef
Develop presentations for senior management on Forecasts and Operating Plan. Responsible for presenting to broader PAH groups as needed at PAH town halls, lunch and learns, etc.
Serve as a subject matter expert representing the PAH business within interdisciplinary committees and subteams across Zoetis as assigned
Coordination and resource allocation of marketing efforts, balancing needs of Key Account Managers and US Beef Sales Team
Lead and contribute to initiatives designed to enhance customer experience and satisfaction
Handling various administrative and reporting documents
Performing special projects and other duties as assigned
Qualifications
Education
Undergraduate degree (BS/BA) Required
Master's in animal science or equivalent degree is a plus
Experience
Success in previous roles including people leadership and creatively finding opportunities or solving problems to drive sales performance.
A minimum of 8+ years Sales Management or Strategic Account Management, and/or non-sales function such as Marketing or Animal Health experience and knowledge of industry is preferred
Skills
Excellent communication, interpersonal, business management, and computer skills
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
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