Deal Operations Manager

States considered: Remote – West Region

Role Description

Location:  Remote – West Region

Position Summary

The Deal Operations Manager will be part of the Zoetis transaction engine focused on helping sales win good deals and make good decisions for the business. In this role, you will have responsibility in supporting the development, negotiation, and execution of customer agreements which meet the strategic and financial objectives of Zoetis Diagnostics. As a Deal Operations Manager at Zoetis, you will partner with sales, marketing, finance, legal, and other stakeholder teams to ensure agreement pricing and business terms are consistent with Zoetis Diagnostics business and financial objectives as well as our policies and processes. The candidate will report directly to the Head of Revenue Operations & Strategy and will be remote. This role will collaborate cross-departmentally with the Petcare Strategic Growth Team when it comes to larger portfolio deals that have a scope outside of Diagnostics. This role will also lead the CPQ and Contracting Tool development, roll out and training. Occasional travel may be required (less than 10%).

Position Responsibilities

• Be a critical member of the Sales support team that acts as a key enabler of deal formation and execution with a focus on improving deal velocity and minimizing sales cycle times while optimizing revenue, profitability, and/or market share based on business priorities.
• Consistently collaborate with sales, marketing, legal, finance, and other teams to address deal related challenges and drive business success.
• Apply knowledge, skills, and judgment to make moderately difficult decisions and resolve issues.
• Train sales and other teams on Deal Strategy processes, policies and best practices to improve overall effectiveness and negotiation skills – inclusive of RBD, ABM, DSC
• Work independently on assignments and escalations that are diverse in scope, requiring seasoned judgment in resolving issues or in making recommendations.
• Share best practices with and provide cross-training for peers, team members, and outside business units to enhance the quality and efficiency of support and contribute to the knowledge base.
• Ensure all approved requests have been properly documented in accordance with approval policies and escalated to the appropriate approval level
• Continuously review deal progression and collaborate with stakeholders to ensure optimal deal cycle times and precise execution.
• Identify and monitor deal trends in effort to inform on gaps and make recommendations for improvements to overall deal-making process
• Participate in and/or lead various internal projects related to the improvement of sales efficiencies, deal strategy optimization, and the deal-making/proposal building process.
• Partner with sales and marketing leadership to identify areas of opportunity and provide them with detailed insights into the business.
• A willingness to enforce deal governance and compliance related policy to deals.
• Work with Finance and Net Revenue Management (NRM) to ensure adequate margins / profit
• Lead the CRM+CPQ development and quoting automation maintenance as well as rollout and training

Education and Experience

• 1 to 3 years of experience as a Deal Desk Manager or Analyst
• 7-10 years animal health industry/sales experience
• Minimum of a Bachelor’s degree; preferably with a business emphasis or equivalent experience.
• Deal and program design / strategic pricing / net revenue management experience a plus
• Experience in Salesforce required; additional sales productivity tools preferred (i.e. CPQ).

Technical Skills and Competencies

• Exceptional project management experience including ability to organize and prioritize multiple projects in a fast-paced environment and deliver high performance and quality on deadline
• Strong organizational skills, keen attention to detail, and ability to spot errors.
• Highly responsive with excellent communication skills and proven ability to think strategically and act decisively.
• Sound business judgment that allows you to navigate ambiguity, work independently, but also escalate issues when necessary.
• Ability to work with varying seniority levels
• Comfortable operating under pressure/with a sense of urgency.
• Strong research, analytical, and problem-solving abilities.
• Intermediate to advanced knowledge of Excel (ability to create ad-hoc models and analysis).
• Demonstrated financial and business acumen
• Assist in field force training and coaching at every level (RBD, ABM, DSC)

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (Colorado). Base pay may vary based on location and other factors.

Base Pay Range: $89,000-$128,000

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (California), (NJ Remote), (NY Remote), or (Washington). Base pay may vary based on location and
other factors.

Base Pay Range: $100,000-$144,000

[This position is eligible for short-term incentive compensation.] [The position is also eligible for long-term incentive.]

We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, and retirement savings benefits along with paid holidays, vacation and disability insurance.

Full time

Regular

Colleague

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.

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