Strategic Account Executive- Enterprise, Mid Market

Covetrus•Tallahassee, FL

53d

About The Position

Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We are bringing 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. Strategic Account Executive At Covetrus, the Strategic Account Executive reports to a Director of Strategic Accounts and is responsible for managing relationships with a defined group of corporate accounts. This role will work to identify opportunities to maximize efficiency, develop as growth roadmap and drive sales results of their assigned accounts. The role works with C-Suite executives to deliver value and build All-In Covetrus customers. Internally this role works with key Covetrus stakeholders such as marketing, finance/pricing, DC operations, IT, legal, product, analytics, and the larger strategic accounts org to ensure Covetrus delivers value across products, services, and operations. A successful candidate should demonstrate executive presence, communication skills, an understanding of sales techniques, and the ability to navigate complex customers and organizations. The SAE also services as a critical feedback source for market dynamics and pain points for innovation of new solutions.

Requirements

Minimum of a bachelor’s degree (or equivalent combination of education and experience)
10 years of business-to-business sales experience
Oversight and leadership of large accounts with responsibility for complex customers: experience includes (one or more) interaction with GPO’s, Corporate Consolidators, and large key accounts
Experience working in B2B Healthcare Services (potentially experience within Animal Health, specifically)
Strategic Mindset with demonstrated ability to anticipate and take advantage of marketplace opportunities and evolutions.
Excellent communication, written, and organizational skills required, specifically into the C-suite.
Ability to understand and assimilate product knowledge and technical materials related to sales and show up well in front of large, complex customers.
Demonstrated success in motivating, influencing, and aligning cross functional teams
Self-motivation and goal-orientation, requiring little day-to-day supervision.
Proficient at PowerPoint, Excel, Word, Salesforce CRM, etc.
Demonstrated experience reviewing and creating contracts, RFP’s, proposals, business plans, and business reviews.
Excellent track record in sales and marketing.
Cross-functional experience working with Legal, Finance, Tech Services, Sales, Marketing, Contract Management and Product management teams is required.
Demonstrated success in motivating, influencing, and aligning cross functional teams
Consistently meets and occasionally surpasses sales goals, showcasing an advanced understanding of the sales process, client needs, and effective relationship-building strategies.
Ability to travel up to 50% or more of the time.

Responsibilities

Responsible for cultivating and maintaining relationships with corporate c-suite and VP level customer account base to uncover opportunities, share valuable insights, and grow share of wallet.
Attain knowledge of client segments and buying cycles, business goals and objectives, biggest challenges and identify opportunities to align our Covetrus solutions to solve the decision-makers’ unmet needs and develops understanding to enhance partnerships.
Partners with Pricing, Director of Strategic Partnerships and VP of Strategic accounts to negotiate contracts with customers in order to drive profitability and create a competitive advantage.
Work with customers to set agreed upon strategic direction that meet their business goals and then create a formal account plan and quarterback resources needed internally to execute against.
Performs quarterly business reviews that provide KPIs on value and deliverables.
Acts as the quarterback internally to pull appropriate subject matter experts into customer discussion to sell new lines of business, drive performance, and guide the service teams to quickly resolve issues.
Aligns with Internal and External field Regional Directors and Account Managers on corporate accounts to inform, identify opportunities, and drive pull through corporate initiatives and growth across all lines of business.
Accountable to manage customer P&L across each client to meet or exceed targets, with emphasis on profit, revenue and growth.
Responsible for staying informed of market dynamics, opportunities, and risks within the corporate accounts market, including conference attendance or other industry events.