Regional Business Director, West

Zoetis•US NJ Remote, NJ

7d•$164,000 - $266,000•Remote

About The Position

US Dx is one of the largest businesses within Zoetis’ worldwide operations. We focus on maximizing the value of our broad veterinary solutions portfolio by building and sustaining relevant partnerships with veterinarians. Based on our business model and operating environment we bring more than just medicines, diagnostics, services, and expertise to the marketplace – we deploy a range of targeted activities to support our solutions offerings in meeting the needs of our customers. These activities include a large direct sales field force, strategic account team that helps veterinarians better run and grow their business, aligned veterinary services team providing technical support directly to customers, a dedicated Major Accounts team, and novel solutions that differentiate us from competitors. We are seeking a highly capable individual for Diagnostics Regional Business Director. Primary responsibilities include actively participating in the strategic and tactical planning for the Petcare business and leading all aspects of planning, execution, and performance for an approximately 100-person Region with over $100 million in annual sales. The location for this position is flexible within the designated region, with close proximity to a major airport highly preferable.

Requirements

Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
Exemplifies being a change agent, continuous learner, and pushing self / others beyond dominant logic
Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization.
Adept at working in highly fluid, complex, and ever-changing environments.
Ability to drive strategy from insight and analytics to tactical execution and measures the results.
Project / process management and attention to detail.
Financial analysis skills including the ability to manage expenses and budgets
Superior verbal, written, presentation, interpersonal, and communication skills.
Demonstrated ability to exercise good judgment and make thoughtful / fair decisions based on relevant information
Computer skills (MS Office, Outlook, and ability to learn/use Zoetis systems such as Tableau and Salesforce)

Nice To Haves

Capital Equipment Sales
Undergraduate degree (BS/BA) preferred
10+ years of related experience including sales management and / or non-sales function such as marketing or veterinary operations
Zoetis HQ experience preferred
Animal Health experience and knowledge of companion animal veterinary medicine preferred
Proficiency in PowerPoint, Excel, and Word applications

Responsibilities

Meet sales objectives (quota) both overall and for key growth products/services via demand generation within targeted geography
Successfully launch new diagnostics and service offerings
Demonstrate success in other key sales metrics such as growth rates and improving the health of your business
Demonstrate leadership aligning ABMs in US Operations’ Solution Selling model and Pipeline management process
Lead all colleagues in Region to successfully and consistently meet their annual objectives
Execute 3-in-car rides with ABMs and spend significant other field time on field days, educational events / Key Opinion Leader meetings, Corporate Account meetings, ABM Business Reviews, Performance Reviews / IDP discussions, leading/attending POA meetings, etc. and provide aligned written feedback and coaching guides to direct reports on a regular basis
Lead specific initiatives aligned to our expectations of enhancing the Regional team’s capabilities (e.g., Field Coaching / Field Coaching Guides, Solution Selling, Business Planning, Technical Knowledge, Territory Management).
Lead ongoing alignment and execution of the Diagnostic Technical Services team within your Region resulting in greater value to and performance of these customers
Lead ongoing partnership and execution of Veterinary Operations opportunities within your Region resulting in greater value to and performance of targeted customers
Lead all colleagues in Region to develop and execute specific Key Accounts, Corporate Accounts, and KOL objectives / strategies / tactics as part of their business plans
Ensure resource allocation and utilization effectiveness to include differential resourcing
As appropriate ensure successful implementation of any pilots and / or new introductions within the field- sales team
Effectively manage and control regional operating expense budget
Increase Regional colleague development and engagement
Execute individual monthly calls and / or minimum of four times per year live meetings with each ABM to review sales performance, pipeline mgt, talent management, and other key topics in each Sales Area
Building “best in class” leadership and coaching capabilities with your ABMs around the core aspects of a field sales team (e.g., Field Coaching Days, Talent Management, Solution Selling, Business Planning)
Consistently communicate with Region team to keep sales, capability performance, and execution of key initiatives front of mind
Work with other internal resources to provide ongoing exposure, coaching, developmental opportunities and regional projects as part of improving Regional performance and preparing them for further advancement.