Director, Corporate Accounts - MVH

Antech•California Remote Loc, CA

1d•$155,000 - $193,050•Remote

About The Position

The Director, Corporate Accounts - MVH, uses advanced consultative and strategic sales approach and tactics to grow penetration of Antech Diagnostics to Mars Veterinary Health customers. The Director will lead and develop sales professionals to develop and execute strategic account plans for MVH customers. This role promotes and delivers targeted solutions in order to retain/renew MVH customers, expand business with existing MVH customers, and win new MVH business. The Director is accountable for creating the strategy and implementation plan for promoting the strategic account business vision. This involves close collaboration with the Sales and Specialty Groups and developing appropriate sales support tools and internal standards and templates to ensure consistency of our value proposition in the marketplace and increase successful closing of sales opportunities. The Director must also understand operationally the functionalities of each business unit to expand Antech Diagnostic and Imaging share. The Director is also responsible for generating innovative and ongoing new business opportunities for MVH service areas and acceleration of product adoption. This may include understanding business operations and networks, generating leads at industry events and exploring new opportunities with existing clients.

Requirements

Minimum 10 years experience in animal health sales, pharmaceutical sales, marketing, or biotechnology experience.
Minimum of 2 years’ national account and/or channel experience
University Degree in Science or Management, post-graduate degree an asset.
Proven ability to network and develop new business relationships.
Proven track record with corporate veterinary practice groups, channel management or equivalent
Strategic Thinking: Ability to assess various approaches to solve customer challenges and adapt to changing contexts.
Relationship Building: Ability to build and maintain strong customer relationships by understanding and addressing customer needs.
Negotiations: Expertise in high-level, high-stakes negotiation planning and execution; ability to forge win-win agreements while maintaining long-term, value-driven relationships
Effective Communication: Effective written, oral, and visual (PPT) communication skills. Excellent interpersonal skills.
Priority-Setting: Ability to organize and prioritize effectively for the team based on business objectives.
Organizational Agility: Ability to navigate matrixed organizations and cross-functional teams effectively.
Analytical Capability: Ability to utilize data and understand complex financial models to support deal development.
Leadership: Demonstrated strength in leadership, coaching and developing others to perform to their fullest potential.

Nice To Haves

Minimum of 3 years of sales management with a proven track record of success preferred.
Strong preference for experience with MVH leadership and hospitals

Responsibilities

Development of a Strategic Account Development Business Plan that supports new business growth objectives for all divisions of Antech Diagnostics (reference lab & in-house diagnostics), Antech Imaging Services, and Sound equipment, including specific sales strategy, objectives, and tactics.
Ability to network and partner with MVH leadership to identify growth opportunities and accelerate share by creation and execution of strategic and marketing initiatives
Active pursuit of qualified and prioritized new business opportunities with support on closing of new business through reviewing presentations, participation in the sales pitch and providing knowledge transfer
Liaising with superior to make decisions for MVH operational activities and set strategic goals
Develop organic opportunities with existing customers and develop new business relationships with emerging customers.
Ongoing monitoring of the current market landscape for new business development-related opportunities and challenges.
Collaborate with Strategic Account Representative(s) and Field Sales teams to identify opportunities, create targeted campaigns to grow market share, and expand new business wins.
Coordination of proposal process, including document templates, standard text, quality assurance, and document management.
Management of broad Antech representation at select industry events.
Build and develop a highly engaged and skilled sales team with a can-do attitude while establishing a strong performance culture.
Provide coaching, mentorship, and guidance to help team members achieve individual and team goals.
Ensure regular sharing of best practices across the team to develop talent further and drive targeted outcomes.
Actively seek customer feedback to improve team skillsets and capabilities.
The Director, Corporate Accounts -MVH will also be assigned other duties and tasks as required occasionally.
Work with internal functional teams by attending zone and regional meetings to facilitate the understanding of corporate account opportunities for growth and standardization of offerings by the field team.
We share a collaborative obligation to ensure that we conduct ourselves in the utmost ethical manner and that we hold each other accountable to the values and standards of the organization.
Every employee is responsible for asking questions, seeking guidance, and reporting concerns and/or violations of company policy or ethical standards.