Strategic Growth, Retention and Defense Manager

 The Strategic Growth, Retention and Defense Manager will have responsibility for identifying, assessing, negotiating, and executing customer contracts and agreements across the entire Petcare portfolio which meet the strategic and financial objectives of Zoetis. The successful candidate will report directly to the Head of Strategic Growth, Retention and Defense and will be field based. This role will collaborate cross-departmentally within the Petcare business unit at the leadership level as well as across regions within the U.S. The Strategic Growth Manager will be critical to training and coaching field teams and the Area Business Managers on competitive intelligence, customers, and market knowledge. They will assist the ABMs and field teams to create custom solutions to meet customer needs. This role will also lead the CRM and Contracting Tool development, roll out and training. The role will require 20%-50% travel.

POSITION RESPONSIBILITIES

• This position is responsible for the firsthand management of full portfolio / constructing and deconstructing of new sales opportunities for both RX and DX businesses
• Increase portfolio presence within veterinary hospitals to maximize, protect and defend the total customer value while supporting the customer throughout the continuum of care: Predict, Prevent, Detect, Treat
• Convert existing Zoetis customers to Zoetis Diagnostics (Dx) portfolio and convert existing Zoetis Dx customers to entire Zoetis portfolio
• Work cross-functionally with finance and Net Revenue Management (NRM) to ensure adequate margins / profit
• Work cross-functionally with legal to ensure legal compliance of situation specific agreements
• Be a product expert around new product launches
• Provide field-level intelligence on RX and Dx competition
• Work with sales enablement managers to drive promotions for growth
• Work directly with all levels of field teams to structure contracts, financing, etc.
• Help ABMs coach their Field Force Teams on RX and Dx-related tactics and cross-selling
  • Product Proficiency
  • Sales Proficiency
• Help Regional Business Directors (RBDs) develop and refine regional RX and Dx strategy and tactics while leveraging the breadth of the entire Zoetis portfolio
• Share best practices across regions (e.g., cross-selling success stories)

ORGANIZATIONAL RELATIONSHIPS

• This position reports directly to the Head of Strategic Growth, Retention and Defense
• Communication and collaboration with the Regional Business Directors, Area Business Managers, EAM’s, AM’s and Diagnostics Solutions Consultants
• Close collaboration with the Corporate and Specialty teams
• Close collaboration/partnership with Legal, Finance, NRM, Loyalty, and Pricing teams

EDUCATION AND EXPERIENCE

• Bachelor’s Degree minimum or equivalent work experience
• Minimum of 4+ years animal health industry / sales experience
• Deal …