Director, Relationship Management

Covetrus is a global animal-health technology and services leader dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We bring 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. 

At Covetrus the Director, Relationship Management is more than a team leader — you are a regional growth owner! You’ll shape strategy, drive growth, and inspire performance across a high-impact team of Veterinary Relationship Managers (VRMs) focused on clinics with low to mid-level adoption of Covetrus solutions. Your mission: transform these accounts into loyal, thriving customers by deepening relationships, expanding solution usage, and delivering measurable value. You’ll lead with data, insight, and heart — combining commercial discipline with a customer-first mindset. This is a dynamic, remote-based leadership role that blends consultative sales, business development, and virtual team management in a fast-paced, high-growth environment.

*Looking for candidates in either Texas, Oklahoma, Kansas, Missouri, or Arkansas

What You’ll Own

Regional Strategy & Business Planning

• Operate your territory like a high-performing business — accountable for revenue, margin, and customer success.

• Build and execute regional business plans aligned with growth, retention, and solution adoption targets.

• Monitor local market dynamics, whitespace, and team capacity to optimize strategy and investments.

Consultative Selling Leadership

• Champion Insights-based selling: teach, tailor, and take control of the customer conversation.

• Coach your team to translate PHR, Pulse, and AI insights into practice-level strategies.

• Drive value-led messaging customized to customer role, maturity, and lifecycle stage.

Performance Management & Sales Excellence

• Lead with clarity and accountability: define KPIs, manage conversion trends, and forecast accurately.

• Conduct skill-based 1:1s, structured deal reviews, and proactive coaching sessions tailored to each VRM’s growth path.

• Address underperformance swiftly while celebrating and scaling success.

Customer Engagement & Growth

• Drive full-cycle relationship management—from onboarding and education to optimization, cross-sell, and renewal.

• Oversee execution of VetSuite lead handoffs and account collaboration with Account Executives via Salesforce.

• Identify and resolve friction points in the customer journey before they impact satisfaction or retention.

Talent Development & Culture Building

• Own all talent decisions: recruit top performers, accelerate onboarding, and build future leaders.

• Foster a culture of accountability, curiosity, and continuous improvement.

• Reward excellence and address low performance with urgency and compassion.

Cross-Functional Execution

• Collaborate with Product, Marketing, Enablement, and Customer Success to align field strategy with GTM priorities.

• Leverage feedback loops from the field to shape product direction and customer experience strategy.

• Execute virtual engagement programs using internal content, webinars, and optimization tools.

Key Outcomes & Performance Measures

• Regional revenue and gross profit growth

• Point solution (CVET Technology) bookings

• Incremental gross profit and net revenue retention

• Contribution to SVP-aligned regional targets

• Team quota attainment and KPI alignment

What You Bring

• 10+ years in sales, business development, or account management leadership roles.

• Minimum 5 years leading virtual or inside sales teams in veterinary, healthcare, or SaaS environments.

• Strong track record of leading cross-functional initiatives and driving operational results in matrixed organizations.

Skills & Attributes

• Strategic and commercially minded with deep customer empathy.

• Strong command of Challenger-based and insight-led selling models.

• High competence in CRM-driven performance management (Salesforce experience preferred).

• Skilled in managing through complexity, ambiguity, and rapid change.

• Trusted leader with a passion for developing people and building high-performing cultures.

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