Director, Strategic Account Sales

Henry Schein Animal Health

3d•Remote

About The Position

At Covetrus, the Strategic Account Sales Director is a senior leadership role responsible for guiding and motivating a team of Strategic Account Executives (SAEs) and Veterinary Relationship Managers (VRMs) in cultivating long-term growth partnerships with key veterinary groups. This role is responsible for driving profitable growth and strategic partnership expansion across Covetrus' largest corporate and specialty accounts. The Strategic Account Director also facilitates collaboration between SAEs, VRMs, C-suite executives and Covetrus stakeholders. The Sales Director provides executive oversight of contract negotiations and renewals, ensuring profitability and competitive outcomes. This role emphasizes strategic account planning, clinic-level execution of enterprise contract terms and conditions, cross-functional collaboration, and enterprise-level value delivery. Performance is measured by corporate revenue growth, gross profit, contract renewal rate, compliance improvement, relationship depth, solution adoption, and team engagement scores. The Sales Director acts as a coach, strategist, and executive liaison, ensuring Covetrus' integrated solutions - spanning distribution, technology, and pharmacy are aligned to meet the evolving needs of our most valued customers. This includes establishing a regular cadence of coaching and performance reviews to strengthen sales execution.

Requirements

Bachelor's degree in business, Communications, or a related field - or equivalent experience - required.
10+ years of sales leadership experience, preferably within the veterinary industry.
Proven ability to lead teams, align with Covetrus' strategic objectives, and cultivate a high-performance culture through effective coaching.
Strong cross-functional collaboration skills, including experience working with C-suite executives and managing strategic accounts.
Ability to support the team in developing impactful strategic account plans and Quarterly Business Reviews (QBRs).
Demonstrated success in communicating and executing strategic priorities.
Strong coaching mindset with a structured approach to sales leadership and excellent communication skills.
Expertise in talent development, pipeline management, customer relationship management, and sales best practices.
Proficient in Salesforce for account classification, territory management, and campaign execution.

Responsibilities

Lead and develop the SAE and VRM team in building and sustaining strong customer relationships, identifying client needs, and delivering enhanced relationship management that drives sales, gross profit, and compliance.
Create a P&L strategy and take ownership for regional growth within your book of business.
Coach and mentor SAEs to strengthen their sales techniques and strategic account management capabilities.
Establish and track KPIs, sales targets, and performance metrics to ensure consistent growth and profitability.
Guide the team in creating and executing activation and pull-through strategies.
Ensure SAEs and VRMs collaborate cross-functionally with internal Covetrus stakeholders to deliver value across products, services, and operations.
Serve as a liaison between customers and internal teams by clearly communicating activation and pull-through strategies to ensure alignment and execution.
Attend customer meetings - both in-person and virtual - alongside SAEs and VRMs to reinforce the importance of long-term client relationships.
Identify growth opportunities and develop tailored solutions to meet evolving client needs.
Oversee and manage the RFP process, lead renewal discussions, and support the execution of broader strategic objectives.
Develop and implement strategic account business plans through SAEs, incorporating growth objectives and Covetrus priorities (e.g., customer retention, financial performance).
Review and monitor strategic account plans with SAEs, ensuring alignment with goals and driving successful execution.
Report progress on strategic account plans to the VP of Strategic Accounts, making ongoing adjustments to ensure alignment with evolving priorities.
Facilitate onboarding by organizing shadowing experiences for new SAEs and VRMs, ensuring effective training and skill development.
Foster a high-performing team culture rooted in accountability, collaboration, and continuous improvement.
Provide market intelligence to cross-functional teams including marketing, product development, and customer service.
Collaborate with operations and finance to align on forecasting, inventory, and budget planning.