Global Strategic Accounts Lead - International Center of Excellence (COE)

POSITION SUMMARY

A member of the COE Leadership Team, the Global Strategic Account (GSA) Lead develops, implements and coordinates processes, strategies and tactics to drive the growth in our GSAs and regional corporate account partners.

The International Commercial Centre of Excellence in partnership with the International Operations Leadership Team (IOLT), country organizations and above market teams such as GCD, ZTD & Global DX will develop an annual program of strategic and tactical activites to support the delivery of enterprise growth targets at a market level aligned to international key priorities delivering both operational and marketing excellence. The GSA Lead will facilitate and lead the translation and elevation of these initiatives to bespoke programs for individual Global Strategic Accounts and corporates with the objective to drive Zoetis’ share of wallet in and overall demand generation in defined categories across markets, making Zoetis the partner of choice for the individual GSAs and corporates in these categories.

The GSA Lead is responsible for establishing and maintaining processes to ensure:

• internal strategic alignment across IOLT, US Leadership Team and leaders of above-market functions
• development and execution of strategic plans and customer value propositions for GSAs
• alignment with GSA and corporate customer organisations
• building industry-leading Strategic Account Management expertise across Zoetis
• governance  and monitoring of GSA corporate account agreements

POSITION RESPONSIBILITIES

Creation and maintenance of internal strategic alignment

Establishing and maintaining:

• shared understanding across IOLT, US Leadership Team (USLT) and leaders of above-market functions about the significance of the GSAs and corporatesfor delivery of enterprise growth targets
• processes for setting cross-functional leadership objectives to support growth with GSAs and corporates
• process for regular review & prioritization based on segmentation / classification of current & future GSAs and corporates

Development of strategic plans & customer value propositions

Establishing and maintaining:

• processes for identification and validation of opportunities within individual GSAs and corporates (bottom-up & top-down)

• processes of developing, adjusting and sharing strategic roadmaps for increased share of wallet and growth  involving IOLT, USLT and above-market functional leaders
• processes for the identification, prioritization and execution of strategic initiatives and investment plans in order to achieve strategic objectives across International markets, US and above-market functions.

Creation and maintenance of alignment with GSA and corporate customer organizations

Establishing and maintaining:

• process & system (adaptations) for creating and maintaining transparency of key stakeholders within the organization and mapping of counterparts within Zoetis on functional and market level.

• standards for and levels of engagement to be maintained between stakeholders on functional and market level as well as processes & systems to track quality of relationship on all levels.
• Voice of Customer programs

Building industry-leading Strategic Account expertise

Establishing and mainting:

• Processes for hiring, developing and retaining top talent for Strategic Account Managers within Zoetis
• Process for sharing best practices amongs Strategic Account Managers and functional colleagues interacting with GSA and Corporate Account stakeholders
• Process for creating and developing the best-in class cross-functional Strategic Account Management teams serving the aninal health industry

Governance

Establishing and maintaining:

• Processes, systems and tools to monitor (sales) performance of teams against set objectives
• Incentive systems to align rewards for team members with performance against objectives
• Budgeting processes and systems to ensure proper allocation and accounting of cost and resources
• Processes to monitor contract compliance

General

• Promote the significance of GSAs and corporates throughout the organization and instill a more customer centric organizational culture across all functions
• Understand and communicate the Zoetis Core Beliefs and holds the organization accountable for demonstrating a One-Zoetis mindset
• Promote the value of effective relationships, both within Zoetis and with GSAs and corporates at various levels of customer organization across international. Focus on mutual benefit, trust, best practis