Director, Strategic Accounts

The Strategic Account Director is a leadership role that manages the performance of Strategic Account Executives (SAE). The position is responsible for motivating team members to develop and maintain strong relationships with key animal health groups, implement strategic account plans, and ensure the successful delivery of products and services to meet the unique needs of each strategic partner. Furthermore, the Strategic Accounts Director will guide SAEs through cross-functional collaboration with key stakeholders at Covetrus and C-Suite executives of top strategic accounts among others. The Strategic Account Director will enhance individual contributor support, conduct weekly 1:1 coaching sessions with SAEs, and design and manage a strategic accounts business plan for their defined group of corporate and/or specialty accounts.

Essential Duties and Responsibilities:

• Organizes and oversees Request for Proposals (RFPs), engages in effective contract negotiation / renewal conversations, and contributes to the pull-through of the company’s overall strategic objectives through successfully executing All-In corporate contracts.

• Guides SAE team in working with C-Suite executives to understand needs, deliver value and build mutually beneficial contracts to create further aligned accounts.

• Leads SAM team in cultivating and maintaining relationships with account base, effectively identifying customers’ needs, and providing enhanced relationship management that maximizes sales, gross profit, and compliance.

• Attends customer meetings in-person or virtually alongside SAEs to underscore the importance of client relationships and demonstrate commitment to client satisfaction.

• Facilitates and oversees shadowing experiences for new SAEs to ensure effective onboarding and skill development.

• Coaches SAEs to refine selling and strategic accounts management skills and provides clear and consistent feedback.

• Mentors SAE team in developing activation and pull-through strategies and ensures SAEs are collaborating cross-functionally with key, internal Covetrus stakeholders to ensure value is delivered across products, services, and operations.

• Conveys SAE team activation and pull-through strategies to other Sales leaders and other internal teams, acting as a liaison between customer and operations.

• Proactively identifies and manages underperforming SAEs, by looking at sales performance and job execution to expectations, cooperation, and willingness to be part of a team and deliver overall results.

• Ensures SAEs are informed and educated on all pertinent Covetrus strategies / decisions / programs.

• Creates strategic accounts business plan to be executed through SAEs, including growth planning objectives and other Covetrus priorities (i.e., ability to build All-In customers, strong and consistent financial performance, etc.).

• Reviews strategic accounts business plan with SAEs, actively monitors performance and adherence to plan, and drives the overall …