Director Relationship Management

Covetrus•Harrisburg, CT

21h•Remote

About The Position

Covetrus is a global animal-health technology and services leader dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We bring together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best. Our passion for the well-being of animals and those who care for them drives us to advance the world of veterinary medicine. At Covetrus the Director, Relationship Management is more than a team leader — you are a regional growth owner! You’ll shape strategy, drive growth, and inspire performance across a high-impact team of Veterinary Relationship Managers (VRMs) focused on clinics with low to mid-level adoption of Covetrus solutions. Your mission: transform these accounts into loyal, thriving customers by deepening relationships, expanding solution usage, and delivering measurable value. You’ll lead with data, insight, and heart — combining commercial discipline with a customer-first mindset. This is a dynamic, remote-based leadership role that blends consultative sales, business development, and virtual team management in a fast-paced, high-growth environment. Candidates should be based in or near New York, Pennsylvania, Vermont, New Hampshire, Maine, Massachusetts, Connecticut, or New Jersey.

Requirements

10+ years in sales, business development, or account management leadership roles.
Minimum 5 years leading virtual or inside sales teams in veterinary, healthcare, or SaaS environments.
Strong track record of leading cross-functional initiatives and driving operational results in matrixed organizations.
Strategic and commercially minded with deep customer empathy.
Strong command of Challenger-based and insight-led selling models.
High competence in CRM-driven performance management (Salesforce experience preferred).
Skilled in managing through complexity, ambiguity, and rapid change.
Trusted leader with a passion for developing people and building high-performing cultures.
Bachelor’s degree in business, Technology, or related field (or equivalent experience).
Must reside in or be willing to relocate to the Sales Region.
Travel up to 75% as needed for team support, customer engagement, and sales meetings.

Responsibilities

Regional Strategy & Business Planning: Operate your territory like a high-performing business — accountable for revenue, margin, and customer success. Build and execute regional business plans aligned with growth, retention, and solution adoption targets. Monitor local market dynamics, whitespace, and team capacity to optimize strategy and investments.
Consultative Selling Leadership: Champion Insights-based selling: teach, tailor, and take control of the customer conversation. Coach your team to translate PHR, Pulse, and AI insights into practice-level strategies. Drive value-led messaging customized to customer role, maturity, and lifecycle stage.
Performance Management & Sales Excellence: Lead with clarity and accountability: define KPIs, manage conversion trends, and forecast accurately. Conduct skill-based 1:1s, structured deal reviews, and proactive coaching sessions tailored to each VRM’s growth path. Address underperformance swiftly while celebrating and scaling success.
Customer Engagement & Growth: Drive full-cycle relationship management—from onboarding and education to optimization, cross-sell, and renewal. Oversee execution of VetSuite lead handoffs and account collaboration with Account Executives via Salesforce. Identify and resolve friction points in the customer journey before they impact satisfaction or retention.
Talent Development & Culture Building: Own all talent decisions: recruit top performers, accelerate onboarding, and build future leaders. Foster a culture of accountability, curiosity, and continuous improvement. Reward excellence and address low performance with urgency and compassion.
Cross-Functional Execution: Collaborate with Product, Marketing, Enablement, and Customer Success to align field strategy with GTM priorities. Leverage feedback loops from the field to shape product direction and customer experience strategy. Execute virtual engagement programs using internal content, webinars, and optimization tools.