Business Unit Director, Equine

Job Description

The Business Director of Equine, for the Companion Animal (CABU)/Equine Business Unit, will lead and direct all business activities in support of US Equine Business.  This oversight will include sales force direction and prioritization; direct oversight of 1 Equine Regional Sales Manager and field sales force of 12+, direct and lead the Equine Professional Services Veterinarian team of 5+, management of operational budget; collaboration with marketing team to provide field input; key customer, key opinion leader and distributor interface, primary contact for Equine distribution partners & Field Activation Lead, primary contact for strategic corporate & GPO accounts, liaison for Equine products and opportunities with R&D and Business Development. There will be 60% travel required for the position.

Essential Accountabilities:

Key responsibilities may include, but are not limited to:

• Direct supervision of Equine Regional manager.  Lead the Equine sales team to position our company's animal health's products and brands within the US Equine Market to ensure sales targets are achieved.  Provide clear expectations, clear metrics of measurement and support resources and tools to execute on sales.

• Direct supervision to Professional Services and Pharmacovigilance teams to insure sales reps and customers are educated and supported on our company's animal health's Equine products and carry out expectations of the roles.

• Provide field input to marketing related competitor activities, customer needs, areas for focus.

• Provide coaching and guidance to Regional Sales Manager on implementing corporate practices in the US.

• Use in-depth knowledge of P&L, budget management and forecasting, and our company's business processes, as well as the competitive landscape, the economic/market environments to understand tradeoffs and make complex decision regarding resource allocation and identification of business opportunities.

• Coaches others in the use of problem-solving tools and techniques encouraging others to think creatively to achieve new solutions and take preventive action.

• Build, develop and maintain strong business relationship with key opinion leaders, customer leadership and industry influencers to understand and communicate market trends and competitive activities and to develop business opportunities to increase product placement and occupancy.

• Lead, manage, and develop direct and indirect team members to increase talent, sales expertise, and drive performance; participate in the recruitment and selection of industry-leading talent to build a high-performing team; proactively shape culture to develop highly aligned, motivated sales team.

• Collaborate with Learning and Development team to assist in the design, implementation and execution of sales and marketing training to increase effectiveness of the field sale force.

• Collaborate with the Sales Operations team to develop and implement technology-based tools to increase sales force effectiveness by providing access to critical information related to customer sales trends, incentive program activity and achievement of customer purchasing targets.

• Achieves financial obligations and targets based on annual business plan.

• Interact with customers, key stakeholders and distribution partners to respond to inquiries, requests, and related issues.

• Shares best practices and organizational learnings with the broader team and company-wide, where appropriate.

• Participate as a member of the CABU Sales Leadership team, reporting to Commercial Sales and Operations Executive Director.

Minimum Qualifications:

Education Required:

• DVM Degree Required

Minimum Qualifications:

• Minimum of 10+ years of sales, marketing and/or business operations, including in-depth knowledge of the Animal Health market and competitive environment.

• Minimum of 7 years of people management experience required.

• Must have knowledge of biological/vaccine market.

• Strong strategic leadership ability.

• Strong financial acumen and budget planning skills.

• Strong strategic capability to successfully manage portfolio of products at various lifecycle phases.

• Ability to manage budget and resources effectively.

• Proven track record of managing, leading, coaching, and developing a high-performing teams.

• Ability to effectively influence key stakeholders, drive business decisions, and marketing strategies.

• Demonstration of excellent Business Acumen, Relationship Management, Negotiation and Account Management s