National Sales Director, Poultry

States considered:  NC

Role Description

POSITION SUMMARY

We are seeking an experienced and proven sales leader for National Sales Director, US Poultry Division. This position is responsible for achieving/surpassing sales targets and supporting the achievement of the overall U.S Poultry sales budget while demonstrating and upholding Zoetis Core Beliefs and Leader Behaviors.

The US Poultry National Sales Director directly manages two Area Business Managers. This position is responsible for leading all selling activities, business sales analytics, strategic business planning, coaching and development, and is responsible for delivery of approximately $125M in annual sales. The colleague is required to be located within a geographic area where poultry industry is prominent.

POSITION RESPONSIBILITIES

Sales Performance:

• Meet overall sales objectives (quota) both overall and for key growth products via demand generation within aligned strategic accounts and targeted geographies
• Successfully launch new product and service offerings
• Demonstrate success in other key sales metrics such as growth rates and improving the health and profitability of the poultry business
• Work closely with distribution counterparts to support strong execution of strategic plans that advance the business.
• Evolve sales strategies and tactics in account plans to maximize growth and market leadership

Field Sales Team Efficiency & Effectiveness:

• Lead all colleagues to successfully and consistently meet their annual goals and objectives.
• Ensure Area Business Managers are in the field effectively coaching and developing Account Managers, e.g. completing written coaching guides after each field ride and providing specific, constructive feedback to each colleague.
• Execute sales coaching and colleague development of direct reports and across the business. Invest significant field time with area and account managers in field coaching days, educational events/Key Opinion Leader meetings, corporate account meetings, Strategic Account planning and business reviews, performance reviews, leading regional business planning meetings, Individual Development Plan (IDP) discussions and provide aligned written feedback
• Lead specific initiatives aligned to our expectations of enhancing the team’s capabilities (e.g., Field Coaching/Field Coaching Guides, Solution Selling, Strategic Account Management, Product and Production Technical Knowledge, Financial Acumen, and Territory Management).
• Lead ongoing alignment and execution of strategic contracts resulting in greater value to and performance of these customers
• Lead ongoing partnership and collaboration with our Technical Service and Managed Services Teams to execute on opportunities resulting in greater value to and performance of targeted customers

• Lead all colleagues to develop and execute specific key accounts, strategic  accounts, and key opinion leader objectives/strategies/tactics as part of their business plans
• Ensure resource allocation, investment and utilization effectiveness to create demand and grow  business
• As appropriate ensure successful implementation of any pilots and / or new product introductions within the field-sales team
• Monitor selling activities as well as compliance with assigned expense and marketing budgets ensuring OPEX and marketing budgets are not exceeded. Ensure appropriate recruitment and selection of Account Managers. To the extent requested, support recruitment & initial development of other members of the strategic account management team, i.e., Marketing, Technical Services and Managed Services.

Excellence in Colleague Development & Engagement:

• Increase colleague development and engagement
• Provide proactive, consistent communication to team to assist with account management and development
• Execute formal individual monthly calls and at least quarterly field coaching account meetings with each direct report to review sales performance, talent management, and other key topics within the poultry segment.
• Building “best in class” leadership and coaching capabilities with your Account Managers around the core aspects of a field sales team (e.g., Field Coaching Days, Talent Management, Solution Selling, Business Planning, Customer Service