Sr. Manager Strategic Account Management

Covetrus•Boise, ID

About The Position

PSIvet is a group member organization serving over 5,500 independent veterinary practices across the United States. We are dedicated to supporting our membership by providing products, programs, and services designed to drive better financial and clinical outcomes. Through preferred supplier partnerships and consultative field engagement, PSIvet drives savings, share shift, and growth for both members and supplier partners. The Sr. Manager, Strategic Partnerships is a member of the PSI Leadership Team and is responsible for the commercial strategy, growth, and performance governance of PSIvet’s preferred partner portfolio. This leader defines partner performance expectations, establishes KPIs, leads commercial review cadence, and directly oversees the Practice Performance Advisor (PPA) team to drive adoption, compliance, share shift and financial growth for our partners and our company. PPAs operate as a partner performance overlay team assigned by strategic partner and are accountable for driving share shift, compliance improvement, and financial growth tied to specific preferred supplier programs. This leader ensures that PPAs execute disciplined partner growth plans and that partner performance is measurable, governed, and aligned to company growth objectives. Ultimately, this role is responsible for ensuring that strategic partnership strategies are executed with clarity, accountability, and measurable commercial impact.

Requirements

10+ years in strategic partnerships, supplier management, commercial leadership, or B2B growth roles.
5+ years of leadership experience managing field or consultative teams.
Ability to thrive in ambiguity without complete information.
Ability, determination, initiative and tenacity to move initiatives forward with large, complex business partnerships, injecting speed and focus with an emphasis on bottom-line impact.
Proven ability to align diverse stakeholders, mobilize cross-functional teams, and drive measurable results through strategic influence and relationship-building.
Demonstrates high integrity, adapts quickly to changing priorities, and drives measurable performance through rigorous execution and continuous improvement.
Ability to define KPIs and govern partner performance outcomes.
Strong commercial acumen and growth-oriented mindset.
Strategic thinker with disciplined execution capabilities.
Executive presence with ability to influence senior supplier stakeholders
Proven ability to lead field teams and drive measurable performance results.
Ability to interpret complex data and translate it into actionable commercial strategy.

Nice To Haves

Experience in animal health, healthcare distribution, or GPO environments preferred.

Responsibilities

Strategic Partner Portfolio Leadership Mange the partnership portfolio strategy providing leadership and recommendations on partner selection in alignment with the company’s strategy.
Establish annual partner growth plans aligned to commercial objectives.
Negotiate commercial agreements and performance expectations with preferred partners.
Identify portfolio gaps, expansion opportunities, and new partner categories.
Maintain executive-level relationships with supplier leadership.
Partner Performance Governance & KPI Direction Define partner performance KPIs, including: revenue and gross profit growth, share shift, compliance improvement, customer incentive and rebate attainment and program adoption.
Establish annual targets and quarterly performance benchmarks for each strategic partner.
Lead structured quarterly business reviews (QBRs) focused on performance versus plan.
Interpret dashboard insights and translate performance data into corrective action strategies.
Partner with analytics/BI teams to ensure partner dashboards reflect agreed KPIs and commercial priorities (dashboard development is owned outside of PSI).
Provide commercial performance summaries and strategic recommendations to the President of PSI.
Partner Financial Planning & Forecasting Develop partner-level revenue forecasts aligned to annual business plans.
Model share shift scenarios, compliance improvement impact, and growth opportunities.
Identify performance risks and proactively implement mitigation strategies.
Collaborate with Finance to evaluate co Leadership of Practice Performance Advisors (PPAs) Directly lead and develop the PPA team.
Establish performance expectations tied to partner growth, compliance, and share shift targets.
Translate partner annual plans into field execution priorities.
Coach PPAs to elevate consultative conversations aligned to partner objectives.
Monitor performance and ensure alignment with partner growth strategies.
Coordinate with Covetrus sales leadership to ensure aligned field execution.
Cross-Functional Commercial Alignment Serve as the commercial bridge between preferred partners, PPAs, Marketing and Operations.
Provide Marketing with partner growth priorities and value positioning guidance.
Provide Operations with KPI direction related to partner performance.
Contribute to strategic planning and long-range commercial strategy discussions.