Commercial Lead, U.S. Corporate & Specialty Diagnostics

Zoetis•Parsippany-Troy Hills, NJ

4d•$164,000 - $220,000•Remote

About The Position

The Commercial Lead U.S. Corporate & Specialty Diagnostics is responsible for supporting the execution of Zoetis Diagnostics Commercial strategy to grow our Corporate and Specialty customers across Point of Care (POC), Virtual Lab and Zoetis Reference Labs (ZRL). As part of this responsibility, this position is responsible for executing plans to drive a commercial demand pipeline, engage market readiness for Zoetis Diagnostics with our corporate and specialty partners - executing operational plans, strategic initiatives, and pilot offerings to maximize the business opportunity. In addition, he/she will work alongside other C&S colleagues, Dx Operations colleagues, and Dx Sales leadership to support the commercial evolution of Zoetis Dx portfolio, inclusive of ZoetisDx, POC Equipment/Consumables, ZRL, Imagyst and Virtual Lab, etc. This role contributes to the overall success of Zoetis by delivering against sales growth & market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with our diagnostic corporate and specialty partners.

Requirements

BS/BA degree in Business, Marketing, or related field with 10+ years sales and account management, preferably in the diagnostics industry.
Minimum of (5) years of experience in the Animal Health and/or Diagnostics industry; knowledge and/or experience in economic concepts, loyalty and contracts, strategic planning and/or operations preferred.
More than (5) years of sales and demand generation experience with a key focus on customer needs.
Minimum of (3) years of sales leadership in Animal Health Diagnostics.
Knowledge and/or experience in Reference Lab operations, ‘go to market’ and other associated disciplines with operational knowledge of the tools and techniques used in this domain.
Strategic thinker with ability to clearly define short-term and long-term objectives as well as align resources to successfully deliver these objectives.
Ability to navigate in a matrix organization and create internal alignment with various stakeholders.
Excellent relationship building and problem-solving skills.
Strong capacity for managing multiple efforts and understand details.
Excellent verbal, written and presentation skills.
Proficient with Microsoft Office Suite including Excel, Word and PowerPoint

Nice To Haves

MBA or other advanced degree/experience beneficial.

Responsibilities

Drive a commercial demand sales pipeline with incremental new and existing DX C&S partners in all diagnostic categories.
Drive visibility and advance new C&S opportunities with emerging mid-major groups nationally.
Be on-point for the identification, tracking, and lead assignment of all emerging C&S opportunities.
Serve as the corporate partner lead for all communications/meetings, sales presentations, proposal, and contract discussions and execution.
Serve as the primary liaison for C&S Sales with all Dx C&S functions including Market Development, Marketing, Medical, and Sales Operations.
This individual will serve as a point for collaborating with all Rx C&S commercial & marketing teams and the Diagnostics HQ sales & marketing teams.
This role will assist as the liaison for programs, promotions, new technology and other appropriate campaigns that Dx HQ launches and/or under development that may be appropriate for existing and new customers.
Serve as the partner-side liaison for all Dx C&S contract roll-out and execution.
This role would help design the POC and/or ZRL master plan for all communication and coordination of a white-glove customer experience and aftercare.
Assist the C&S Market Development, Marketing, and Medical teams with execution coordination among the field based Dx Sales, Marketing, and Medical teams.
Assist in executing on key areas of growth by leading through key strategies, initiatives and marketing plans which maximize growth and expansion of the Diagnostics business, leveraging the continuum of care and the broader Zoetis portfolio.
Support the development of recommendations for investments and platforms in critical areas to drive new growth with C&S customers. This includes but is not limited to providing strategic analysis and recommendations regarding key business development opportunities.
Engaging directly with local markets (labs/sales teams) to coordinate new opportunities for C&S Partners.
Liaising with proper shared services functions to ensure smooth business operations across our commercial teams - Sales, Marketing, NRM, Strategic Growth, L&D, Customer and Colleague Experience, Customer Service, Lab Operations, Business Analytics – and C&S Partners.
Identifying and coordinating high impact product and service improvement opportunities with the Product Management and business operations teams.
Use internal and industry data to anticipate factors affecting commercial activity.