Head of US C&S and Emerging Corporates

Job description

Role Description The Head of U.S. Corporate & Specialty and Emerging Corporates will support the execution of Zoetis Diagnostics’ commercial strategy to grow our corporate and specialty customers across Point of Care (POC), Virtual Lab, and Zoetis Reference Labs (ZRL). As part of this responsibility, this role executes plans to drive a commercial demand pipeline and ensure market readiness for Zoetis Diagnostics with Corporate and Specialty partners, executing operational plans, strategic initiatives, and pilot offerings to maximize the business opportunity. In addition, this leader will oversee Commercial Leads, Corporate & Specialty, Emerging Corporate Strategic Account Managers, Diagnostics Operations Specialist-Corporate & Specialty and Emerging Corporates, and Key Account Technical Specialist team. This leader will be responsible for the commercial evolution of the Zoetis Dx portfolio, inclusive of ZoetisDx, POC equipment/consumables, ZRL, Imagyst, and Virtual Lab. This role contributes to the overall success of Zoetis by delivering against sales growth and market share gain targets and by growing the profile and reputation of our business through professional and mutually successful partnerships with our diagnostic corporate and specialty partners. This role will report to the VP of U.S. Sales. Duties and Responsibilities Drive the U.S. commercial demand sales pipeline with incremental new and existing Dx C&S partners and Emerging Corporates across all diagnostic categories. Develop the C&S Leads and Emerging Corporate SAMs responsible for critical accounts in the U.S. Work closely with Lead Key Account Technical Specialists, Regional Business Directors, Area Business Managers to align on management of critical key accounts. Drive financial acumen in the contracting and agreement process for U.S. critical accounts, teaming with Pricing, Loyalty, Rx/Dx Deal Desk, NRM, and Legal. Serve as the primary liaison for C&S Sales with all Dx C&S functions, including Market Development, Marketing, Medical, and Sales Operations. Collaborate with senior leadership in the Rx C&S commercial and marketing teams and the Diagnostics HQ sales and marketing teams. Serve as liaison for programs, promotions, new technology, and other appropriate campaigns that Dx HQ launches and/or has under development for existing and new customers. Lead the C&S Market Development, Marketing, and Medical teams in execution coordination with the field-based Dx Sales, Marketing, and Medical teams. Execute on key areas of growth by leading strategies, initiatives, and marketing plans that maximize growth and expansion of the Diagnostics business, leveraging the continuum of care and the broader Zoetis portfolio. Support the development of recommendations for investments and platforms in critical areas to drive new growth with C&S customers, including strategic analysis and recommendations regarding key business development opportunities. Collaborate with Sales, Marketing, NRM, Strategic Growth, L&D, Customer and Colleague Experience, Customer Service, Lab Operations, Business Analytics, and C&S partners. Play a key role in the Operating Planning process and be responsible for quarterly updates on OpPlan. Own demand generation forecasting for GMS. Education and Experience BS/BA degree in Business, Marketing, or related field with 10+ years of sales and account management experience, preferably in the diagnostics industry. Minimum of 5 years of experience in the Animal Health and/or Diagnostics industry; knowledge and/or experience in economic concepts, loyalty and contracts, strategic planning, and/or operations preferred. More than 5 years of sales and demand generation experience with a key focus on customer needs. Minimum of 3 years of sales leadership in Animal Health Diagnostics. Knowledge and/or experience in reference lab operations, go-to-market strategies, and associated disciplines, with operational knowledge of the tools and techniques used in this domain. Strategic thinker with the ability to clearly define short-term and long-term objectives and align resources to successfully deliver these objectives. Ability to navigate a matrix organization and create internal alignment with various stakeholders. MBA or other advanced degree/experience beneficial. Excellent relationship-building and problem-solving skills; strong capacity for managing multiple efforts and understanding details. Excellent verbal, written, and presentation skills. Proficient with Microsoft Office Suite, including Excel, Word, and PowerPoint. Location and Scope of Role This position is remote, will work closely with our Dx Commercial teams as well as C&S partners, and requires 60% travel. The US base salary range for this full-time position is $207,000 – $320,000. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the base pay target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. This position is also eligible for short-term incentive compensation. This position is also eligible for long-term incentive compensation. In addition to compensation, Zoetis offers a comprehensive benefits package that supports the physical, emotional and financial wellbeing of our colleagues and their families including healthcare and insurance benefits beginning on day one, a 401K plan with a match and profit-sharing contribution from Zoetis, and 4 weeks of vacation. Visit zoetisbenefits.com to learn more. Full time Regular Colleague Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search. Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications. Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at zoetiscolleagueservices@zoetis.com to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sol