Head of US C&S and Emerging Corporates
WFA Digital Insight
The demand for skilled commercial leaders in the diagnostics industry has seen a significant surge, with a 25% increase in job postings over the last year. As the industry continues to evolve, professionals with expertise in sales, account management, and strategic planning are in high demand. With Zoetis being a major player in the animal health sector, this role offers a unique opportunity to drive business growth and expand the company's diagnostic portfolio. Before applying, candidates should be aware of the importance of building strong relationships with corporate and specialty partners, as well as the need for financial acumen in contracting and agreement processes.
Job Description
About the Role
The Head of US Corporate & Specialty and Emerging Corporates plays a pivotal role in executing Zoetis Diagnostics' commercial strategy. This involves driving the commercial demand sales pipeline, ensuring market readiness, and maximizing business opportunities with corporate and specialty partners. The role is part of the US Sales team and reports to the VP of US Sales. The successful candidate will oversee a team of Commercial Leads, Corporate & Specialty, Emerging Corporate Strategic Account Managers, and other specialists, and will be responsible for the commercial evolution of the Zoetis Dx portfolio.As a key leader in the organization, this role requires a deep understanding of the diagnostics industry, as well as the ability to develop and execute strategic plans to drive growth. The role involves close collaboration with senior leadership in the Rx C&S commercial and marketing teams, as well as the Diagnostics HQ sales and marketing teams.
What You Will Do
- Drive the US commercial demand sales pipeline with incremental new and existing Dx C&S partners and Emerging Corporates across all diagnostic categories
- Develop the C&S Leads and Emerging Corporate SAMs responsible for critical accounts in the US
- Work closely with Lead Key Account Technical Specialists, Regional Business Directors, and Area Business Managers to align on management of critical key accounts
- Drive financial acumen in the contracting and agreement process for US critical accounts, teaming with Pricing, Loyalty, Rx/Dx Deal Desk, NRM, and Legal
- Serve as the primary liaison for C&S Sales with all Dx C&S functions, including Market Development, Marketing, Medical, and Sales Operations
- Collaborate with senior leadership in the Rx C&S commercial and marketing teams and the Diagnostics HQ sales and marketing teams
- Lead the C&S Market Development, Marketing, and Medical teams in execution coordination with the field-based Dx Sales, Marketing, and Medical teams
- Execute on key areas of growth by leading strategies, initiatives, and marketing plans that maximize growth and expansion of the Diagnostics business
- Support the development of recommendations for investments and platforms in critical areas to drive new growth with C&S customers
- Play a key role in the Operating Planning process and be responsible for quarterly updates on OpPlan
- Own demand generation forecasting for GMS
What We Are Looking For
- BS/BA degree in Business, Marketing, or related field
- 10+ years of sales and account management experience, preferably in the diagnostics industry
- Minimum of 5 years of experience in the Animal Health and/or Diagnostics industry
- Knowledge and/or experience in economic concepts, loyalty and contracts, strategic planning, and/or operations
- More than 5 years of sales and demand generation experience with a key focus on customer needs
- Minimum of 3 years of sales leadership in Animal Health Diagnostics
- Proficiency in Excel and other sales and marketing tools
Nice to Have
- Experience in reference lab operations, go-to-market strategies, and associated disciplines
- Operational knowledge of the tools and techniques used in the diagnostics industry
- Certification in sales, marketing, or a related field
Benefits and Perks
- Competitive salary and bonus structure
- Comprehensive health and wellness benefits
- Generous paid time off and holiday schedule
- Remote work stipend and equipment allowance
- Opportunities for professional development and growth
How to Stand Out
- Be prepared to showcase your experience in driving commercial demand sales pipelines and developing strategic plans to drive growth
- Highlight your ability to build strong relationships with corporate and specialty partners, as well as your financial acumen in contracting and agreement processes
- Emphasize your understanding of the diagnostics industry and your ability to develop and execute strategic plans to drive growth
- Make sure your resume and cover letter are tailored to the role and highlight your relevant experience and skills
- Prepare to discuss your experience with sales and marketing tools, including Excel, and be ready to provide examples of your ability to drive growth and expansion of a business
- Research the company and the role beforehand, and be prepared to ask questions during the interview process
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