Sr. Commercial Lead, Corporate and Specialty

Zoetis•Parsippany, NJ

8d•$150,000 - $195,000•Remote

About The Position

We are seeking a highly capable individual leader for Sr. Commercial Lead, Corporate and Specialty Team. The Leader of Enterprise-Wide Accounts in the veterinary industry is responsible for overseeing and expanding strategic relationships with the organization’s largest veterinary health networks, corporate veterinary groups, and key industry partners. This leader ensures client needs are met with innovative solutions, drives cross-functional collaboration—including finance, net revenue management, legal, medical, and field sales teams—and delivers exceptional value to veterinary enterprise clients. The role sets the vision, develops account strategies, and guides a team to achieve revenue, retention, and satisfaction goals across all assigned veterinary enterprise accounts. Description of Opportunity: Zoetis Petcare is one of the largest businesses within Zoetis’ worldwide operations. We focus on maximizing the value of our broad veterinary solutions and diagnostics portfolio by building and sustaining relevant partnerships with veterinarians and pet owners. Based on our business model and operating environment we bring more than just medicines, 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 operations team providing technical support directly to customers, a dedicated Corporate and Specialty team, and novel offerings that differentiate us from competitors. This position relies on an individual capable of operating in a highly matrixed internal and external environment with demonstrated skills in managing corporate accounts with complex operating structures. The position reports to the Head of Corporate and Specialty.

Requirements

Education & Experience: Bachelor’s degree in Business, Veterinary Science, Animal Health, or related field (Master’s or DVM/VMD preferred).
8+ years of experience in enterprise account management, with at least 3 years in a leadership role within the veterinary, animal health, or healthcare sectors.
Veterinary Industry Knowledge: Deep understanding of veterinary practice operations, industry trends, and challenges faced by enterprise veterinary clients.
Familiarity with veterinary products, services, and technology solutions (e.g., practice management software, diagnostics, pharmaceuticals).
Strategic Thinking: Proven ability to develop and implement long-term account strategies in the veterinary market.
Strong business acumen and understanding of veterinary client environments.
Relationship Building: Exceptional interpersonal and communication skills; able to influence and negotiate with veterinary executives and senior stakeholders responsible for major contracts.
Demonstrated track record of building and maintaining senior client relationships in the veterinary industry.
Cross-Functional Leadership: Champion collaboration with finance, net revenue management, legal, medical, and field sales teams to deliver seamless, innovative solutions for enterprise clients.
Ability to interpret financial models, contracts, compliance requirements, and medical insights as they relate to enterprise accounts.
Analytical Skills: Ability to analyze account performance, identify trends, and make data-driven decisions.
Experience with CRM and analytics tools (e.g., Salesforce, Tableau) relevant to the veterinary sector.
Leadership & Team Development: Experience leading, motivating, and developing high-performing teams.
Skilled in conflict resolution, change management, and driving accountability.
Results Orientation: Demonstrated success in achieving revenue, retention, and satisfaction targets.
Strong project management and organizational skills.
Ability and willingness to travel overnight 60% of the time to include some weekends.
Demonstrated success leading cross-functional teams in complex, matrixed environments.
Proven ability to execute enterprise account strategies by partnering with medical, sales, finance, and legal stakeholders.
Advanced project management and analytical skills, with experience in tracking ROI and forecasting revenue.

Nice To Haves

Executive presence and credibility within the veterinary industry.
Consultative selling and solution development for veterinary clients.
Financial modeling and contract negotiation for corporate veterinary purchasing.
Experience with global/multinational veterinary accounts.
Change management and transformation leadership in clinical or operational settings.
Understanding of compliance and legal frameworks in the veterinary sector.
Collaborative leadership with medical and field sales teams.

Responsibilities

Strategic Leadership: Develop and execute account strategies tailored to the unique needs of corporate veterinary clients.
Drive visionary leadership for the enterprise account team, fostering a culture of collaboration, innovation, and continuous improvement.
Revenue Growth & Retention: Proactively identify and pursue opportunities to expand business within existing accounts, including upselling veterinary products, services, and educational offerings.
Monitor account health, address risks, and ensure exceptional client retention and satisfaction.
Maximize Zoetis revenues against strategic contracts and agreements
Meet sales objectives both overall and for key growth products via demand generation within aligned corporate customers.
Successfully implement and execute joint partnership programs to exceed contractual goals in conjunction with Petcare sales and medical team.
Successfully launch new products and service offerings.
Client Relationship Management: Serve as the executive sponsor for key veterinary enterprise clients, building trusted advisor relationships with veterinary C-Suit executives, senior operations, medical, and industry stakeholders.
Ensure proactive engagement and communication to anticipate client needs and deliver customized solutions to drive revenue.
Cross-Functional Leadership: Champion collaboration with finance, net revenue management, legal, marketing, medical, and field sales teams to deliver seamless, innovative solutions for enterprise clients.
Enterprise Account Plan Execution: Work closely with regional, marketing, medical and field sales teams to implement and execute enterprise account plans, ensuring alignment of clinical and commercial strategies for maximum client impact.
Performance Management: Set clear performance targets, track progress, and report on key metrics (e.g., revenue growth, client satisfaction, account profitability) specific to the veterinary corporate enterprise accounts.
Utilize our Customer Relationship Management system to identify and work against account growth opportunities.
Lead from the front with innovative programs to drive revenue and share.
Provide quarterly operations direction for the Corporate and Specialty sales team
Participate in quarterly business reviews with internal and external stakeholders and routinely adjust the strategies, tactics, and investments based on changing needs to maximize account performance.
Demonstrate excellent project management and financial/analytical skills.
Develop and utilize tracking tools to ensure ROI on investments.
Ensure accurate revenue forecasts.