Associate Director of Business Development- Greenline

As an Associate Director of Business Development- Greenline, you will have overall commercial and operations responsibility for IDEXX’s business with one or more corporate and strategic customers. These veterinary hospital operators represent highly strategic partners for IDEXX and a fast-growing customer segment in veterinary healthcare. You will leverage a matrixed leadership approach with internal and external stakeholders in an effort to commercialize campaigns, loyalty programs, wellness plans and other strategic initiatives built off the Greenline platform. Lead a team of Business Development Managers who will be focused on specific corporate groups.  They will be tasked with working with our corporate partners to find the right mix of programs to drive profitability and bring enhanced visibility to operations. Interact with and influence the executive leadership and remote managers of assigned strategic accounts to deliver key annual objectives.

What is Greenline? Greenline Pet has recently come into the IDEXX Veterinary Software product portfolio. They are a leading SaaS data platform providing an automated solution for delivery of digital coupons and rebates for animal health manufacturers. The Greenline software platform automates a previously manual, paper-based coupon process. The platform reduces friction for the practice and pet owner, shortens the reimbursement timeline, and captures valuable data for manufacturers on campaign performance and pet owner behavior.   

Within IDEXX, Greenline are a part of the IDEXX Veterinary Software portfolio. With a focus on software solutions, we are dedicated to enhancing the health and well-being of pets, people, and livestock around the world. Through the power of the cloud, our solutions simplify the flow of information across any practice and link vets to what they need when they need it. Patient data. Client communications. Business insights. All at their fingertips. 

Our journey is solving veterinary practices’ most pressing needs by focusing on innovation to drive meaningful improvements in animal health. 

What to expect?

You will ensure the team and overall IDEXX business maintains primary relevance to the assigned organization at all levels, so strategies and initiatives can be successfully implemented. Full responsibility to deliver a complex mix of objectives on a quarterly and annual basis for assigned corporate accounts. Objectives include mix of products, overall usage of the Greenline platform, and working with IDEXX counterparts to maximize sales coverage.  Coach and develop Business Development Managers to position them for successful interactions with customers. At the corporate and remote locations, conduct regular business reviews, conference calls, team meetings, and national meetings to maximize growth opportunities for the Greenline platform and overall IDEXX portfolio. Deep understanding and insight into the veterinary market, assigned accounts, people, practices, bias’s, competitive strategies and tactics. Assist others at all levels to leverage this knowledge into actionable plans and results. Deliver business intelligence and recommendations based on this market intelligence and also look for development opportunities that can be layered onto the Greenline platform. Conduct presentations, face-to-face meetings, and contract negotiations with assigned corporate accounts.

What you need to succeed:

• 10+ years of progressive experience in corporate / strategic account sales

• Animal health business development experience

• 7+ years proven leadership experience

• Experience working in corporate & remote office settings

• Executive C-Suite selling and Account Management

• Bachelor’s degree; Master’s Degree preferred

• Proficient in Microsoft Outlook, Excel, Word, PowerPoint

• Ability to build high impact presentations

Leadership/Interpersonal Skills:

• Ability to influence and motivate extended teams and others to assist in driving business objectives; lead with authority

• Strong leadership, negotiation, and persuasion skills

• Business / financial acumen

• Ability to work collaboratively in matrixed environment

• Strong knowledge and understanding of business needs, with the ability to establish and maintain a high level of customer trust and confidence while simultaneously managing constructive conflict with partners

• Ability to model and design complex solutions and assess and evaluate goals

Location: This role will require monthly time onsite at our Greenline Nashville, TN office for training & meetings with the team. 50%-70% travel requ