Regional Business Director

Location: US East Region

The US Companion Animal Division is one of the largest businesses within Zoetis’ worldwide operations. We focus on maximizing the value of our broad veterinary solutions portfolio by building and sustaining relevant partnerships with veterinarians and pet owners. Based on our business model and operating environment we bring more than just medicines, services, and expertise to the marketplace – we deploy a range of targeted activities to support our solutions offerings in meeting the needs of our customers. These activities include a large direct sales field force, strategic account team that helps veterinarians better run and grow their business, aligned veterinary operations team providing technical support directly to customers, a dedicated Corporate Accounts team, and novel offerings that differentiate us from competitors.

We are seeking a highly capable individual for Regional Business Director, US Companion Animal Division (CAD).  Primary responsibilities include actively participating in the strategic and tactical planning for the CAD business and leading all aspects of planning, execution, and performance for an approximately 100 person Region with over $290 million in annual sales. The location for this position is East Region. Significant travel of at least 50% and some weekend work / travel is a requirement of the position.

Sales Performance

• Meet overall sales objectives (quota) both overall and for key growth products via demand generation within targeted geography.
• Successfully launch new product and service offerings.
• Demonstrate success in other key sales metrics such as growth rates and improving the health of your business
• Field Sales Team efficiency and effectiveness.
• Lead all colleagues in Region to successfully and consistently meet their annual objectives.
• Execute 3-in-car rides with ABMs and spend significant other field time on TBM / SAM field days, educational events / Key Opinion Leader meetings, Corporate Account meetings, ABM Business Reviews, Performance Reviews / IDP discussions, attending Area POA meetings, etc and provide aligned written feedback.
• Lead specific initiatives aligned to our expectations of enhancing the Regional team’s capabilities (e.g., Field Coaching / FCGs, Solution Selling, Business Planning, Technical Knowledge, Territory Management).
• Lead ongoing alignment and execution of the SAM program within your Region resulting in greater value to and performance of these customers.
• Lead ongoing partnership and execution of Veterinary Operations opportunities within your Region resulting in greater value to and performance of targeted customers.
• Lead all colleagues in Region to develop and execute specific Key Accounts, Corporate Accounts, and KOL objectives / strategies / tactics as part of their business plans.
• Ensure resource allocation and utilization effectiveness to include differential resourcing.
• As appropriate ensure successful implementation of any pilots and / or new introductions within the field-sales team.
• Lead ongoing efforts to oversee and teach leadership team oversight for diversion activities.  When identified, take appropriate actions.
• Align & create appropriate culture with sales leadership, sales team.

Excellence in colleague development and engagement

• Increase Regional colleague development and engagement.
• Execute individual monthly calls and / or two times per year live meetings with each ABM to review sales performance, talent management, and other key topics in each Sales Area.
• Building “best in class” leadership and coaching capabilities with your ABMs around the core aspects of a field sales team (e.g., Field Coaching Days, Talent Management, Solution Selling, Business Planning).
• Consistently communicate with Region team to keep sales, capability performance, and execution of key initiatives front of mind.
• Work with Director Professional Services Veterinarian, as well as high potential talent to provide ongoing exposure, coaching, developmental opportunities and regional projects to RBDMs as part of improving Regional performance and preparing them for further advancement.

Professional Development

• Successfully complete Individual Development Plan.
• Exhibit willingness to accept and incorporate feedback.

Required Experience and Skills

• Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
• Gets more out of individuals, teams, and assigned geography (revenue) than others believe possible.
• Exe