Regional Business Director

States considered: US Remote – Western US Preferred

Role Description

Location: Remote based in US

Position Summary

US Dx 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. Based on our business model and operating environment we bring more than just medicines, diagnostics, 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 services team providing technical support directly to customers, a dedicated Major Accounts team, and novel solutions that differentiate us from competitors.

We are seeking a highly capable individual for Diagnostics Regional Business Director. Primary responsibilities include actively participating in the strategic and tactical planning for the Petcare business and leading all aspects of planning, execution, and performance for an approximately 100-person Region with over $100 million in annual sales. The location for this position is flexible within the designated region, with close proximity to a major airport highly preferable. The job entails significant travel of at least 50% and some weekend work / travel is a requirement of the position.

Sales Performance

• Meet sales objectives (quota) both overall and for key growth products/services via demand generation within targeted geography
• Successfully launch new diagnostics and service offerings
• Demonstrate success in other key sales metrics such as growth rates and improving the health of your business

Field Sales Team efficiency and effectiveness

• Demonstrate leadership aligning ABMs in US Operations’ Solution Selling model and Pipeline management process
• Lead all colleagues in Region to successfully and consistently meet their annual objectives
• Execute 3-in-car rides with ABMs and spend significant other field time on field days, educational events / Key Opinion Leader meetings, Corporate Account meetings, ABM Business Reviews, Performance Reviews / IDP discussions, leading/attending POA meetings, etc. and provide aligned written feedback and coaching guides to direct reports on a regular basis
•     Lead specific initiatives aligned to our expectations of enhancing the Regional team’s capabilities (e.g., Field Coaching / Field Coaching Guides, Solution Selling, Business Planning, Technical Knowledge, Territory Management).
•     Lead ongoing alignment and execution of the Diagnostic Technical Services team within your Region resulting in greater value to and performance of these customers
•     Lead ongoing partnership and execution of Veterinary Operations opportunities within your Region resulting in greater value to and performance of targeted customers
•     Lead all colleagues in Region to develop and execute specific Key Accounts, Corporate Accounts, and KOL objectives / strategies / tactics as part of their business plans
•     Ensure resource allocation and utilization effectiveness to include differential resourcing
•     As appropriate ensure successful implementation of any pilots and / or new introductions within the field- sales team

• Effectively manage and control regional operating expense budget

Excellence in colleague development and engagement

• Increase Regional colleague development and engagement
• Execute individual monthly calls and / or minimum of four times per year live meetings with each ABM to review sales performance, pipeline mgt, talent management, and other key topics in each Sales Area
• Building “best in class” leadership and coaching capabilities with your ABMs around the core aspects of a field sales team (e.g., Field Coaching Days, Talent Management, Solution Selling, Business Planning)
• Consistently communicate with Region team to keep sales, capability performance, and execution of key initiatives front of mind
• Work with other internal resources to provide ongoing exposure, coaching, developmental opportunities and regional projects as part of improving Regional performance and preparing them for further advancement.

Required Experience and Skills

• Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
• Exemplifies being 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.
• Ability to drive 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
• Superior verbal, written, presentation, interpersonal, and communication skills.
• Demonstrated ability to exercise good judgment and make thoughtful / fair decisions based on relevant information
• Computer skills (MS Office, Outlook, and ability to learn/use Zoetis systems such as Tableau and Salesforce)

Preferred Qualifications

• Capital Equipment Sales
• Undergraduate degree (BS/BA) preferred
• 10+ years of related experience including sales management and / or non-sales function such as marketing or veterinary operations
• Zoetis HQ experience preferred
• Animal Health experience and knowledge of companion animal veterinary medicine preferred
• Proficiency in PowerPoint, Excel, and Word applications

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: $197,000 – $283,000

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: $223,000 – $320,000

[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

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