Strategic Accounts | Account Executive, Capital Equipment

The primary responsibility of the Strategic Accounts | Account Executive, Capital Equipment is to develop customized product and financial solutions for veterinary practices while driving the equipment sales process to generate revenue for Covetrus. This role focuses on identifying equipment sales opportunities and managing a pipeline of new build / de novo projects within the veterinary marketplace. Additionally, the Account Executive will develop and implement go-to-market strategies to maximize equipment sales adoption and engagement with Corporate and Strategic Account customers. They will also design and execute strategies to fully engage veterinary practices, advancing value-driven conversations around Covetrus Staging Services.

Sales Strategy and Business Development

• Identify and develop new business opportunities within the veterinary marketplace.
• Build and maintain a robust sales pipeline for new build / de novo projects, relocations and expansions for Strategic Account and corporate customers.
• Develop and implement go-to-market strategies to maximize equipment sales and de novo staging adoption.

Sales Process Management

• Lead the full sales cycle, from prospecting and qualification to closing and post-sales follow-up.
• Collaborate with internal teams, including Director, Strategic Accounts, Strategic Account Executives and Project Managers, to ensure smooth transitions and successful project execution.
• Provide accurate sales forecasts and regularly update CRM systems with account activity.

Customer Engagement and Relationship Management

• Establish and maintain strong relationships with key Corporate and Strategic Account executives and decision-makers within veterinary practices and organizations.
• Act as a trusted advisor, offering tailored solutions and value-driven conversations to meet customer needs.
• Develop pricing structure and strategics for Corporate and Strategic Account groups.
• Conduct site visits, presentations, and product demonstrations to support sales efforts.

Capital Equipment Expertise

• Serve as a subject matter expert for capital equipment, offering consulting and education to clients.
• Provide recommendations for equipment configurations, layout, and functionality to optimize operational efficiency.
• Prepare equipment quotes and determine appropriate sales prices based upon market conditions.
• Stay current with industry trends and product developments to maintain a competitive edge.

Cross-Functional Collaboration

• Partner with internal stakeholders, including marketing, operations, and support teams, to deliver a seamless customer experience.
• Works closely with the Capital Equipment Project Manager to manage de novo projects and staging services.
• Ensure alignment between sales efforts and company objectives.

Issue Resolution and Support

• Address and resolve customer inquiries related to equipment sales.
• Ensure customer satisfaction by providing ongoing support and post-sale follow-up.

Events

• Collaborate with the manager to identify, develop, and plan seminars, workshops, and educational sessions that promote equipment sales to veterinary practices.
• Represent the company at trade show events by managing equipment-related opportunities, providing expertise as the equipment resource, and engaging with attendees to generate leads.
• Oversee all aspects of trade events as they relate to equipment, including equipment solutions, software resources, and any associated logistical needs.
• Participate actively in various sales and educational events, such as national sales meetings, regional or zone conferences, career development programs, rookie training sessions, technology events, and collaborative events with other divisions.
• Lead and support educational workshops, including wet labs and other hands-on training sessions, ensuring alignment with territory evaluations and identified needs.

QUALIFICATIONS:

Education and/or Experience

• Bachelor’s degree or equivalent experience in business or animal health science, prefer MBA (or equivalent combination of education and experience) 
• Animal health equipment subject matter expert
• Animal health clinical experience
• Minimum of 7+ years of relevant experience, with 5+ years in a quota-carrying sales role within animal health equipment.
• Adaptability and strong problem-solving skills.
• Proven record of generating own leads, a hunter mentality.
• Proven track record of exceeding annual sales quotas.
• Demonstrated track record in sales and an outstanding industry reputation.
• Experience with objection handling.
• Must have the ability to follow through to solve customer problems.

Competencies (Skills & Abilities)

• Strong business acumen and executive presence.
• Demonstrated ability to influence decision makers related to large capital purchases.
• Possess strong technical skills in computer technology, including proficiency in Word, PowerPoint, Excel, and Outlook, and working knowledge of Access and AS-400 systems.
• Possess experience with Covetrus preferred business software applications, including Salesforce, Asana, Setvi, SharePoint.
• Strong presentation skills, including development and creation of content and materials.
• Budget and forecasting capabilities, analytical thinker, and problem-solving capabilities. Ability to think outside the box to address customer requests.
• Prioritizes customers based on account potential.
• Works collaboratively with marketing & product teams to develop sales strategies to drive demand and increase the market share of our equipment products and services with our veterinary partners.
• Collaborates with assigned Account Managers/Strategic Account Managers and Service Operations to proactively understand customer pain points, needs, and opportunities.
• Leverages all cross-functional teams as needed to close deals.
• Performs additional duties and tasks as necessary to support the team and company objectives.

PHYSICAL DEMANDS/WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Travel 15 - 25% of the time for customer visits, presentations, meetings, and training.
• Attendance at annual national and relevant regional sales meetings is required.
• Occasional night/weekend travel may be necessary.
• A valid state driver's license is required.

Salary may vary depending on factors such as confirmed job-related skills, experience, and location. It is not typical for an individual to be hired at or near the top end of the range for their role. Compensation decisions are dependent upon the facts and circumstances of each case.

However, the pay range for this position is as follows. Sales Positions are eligible for a Variable Incentive

We offer the following benefits for you to take advantage of while you are here provided you meet the eligibility requirements under each governing program:

•            401k savings & company match

•            Paid time off

•            Paid holidays

•            Maternity leave

•            Parental leave

•            Military leave

•            Other leaves of absence

•            Health, dental, and vision benefits

•            Health savings accounts

•            Flexible spending accounts

•            Life & disability benefits​

•            Identity theft protection

•            Pet insurance

•            Certain positions may include eligibility for a short term incentive plan

Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.