Covetrus
VP, Strategic Accounts - North America
Covetrus, Nashville, Tennessee, United States,
Job Posting Title:
VP, Corporate Accounts (R-2894)Job Description:
Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We are bringing 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.The Vice President, Corporate Accounts is responsible for leading and managing the development of strategy, growth roadmap, execution of tactics, relationship building, and performance of corporate accounts through their Corporate Accounts Team. In this capacity this forward-thinking leader must accelerate client value by leading a consultative strategy and overall client relationship with the goal of expanding the enterprise footprint. Internally, the VP must collaborate across the enterprise with key stakeholders including sales, sales leadership, customer engagement, commercial effectiveness, technology, marketing, regulatory, finance, and other departments. The VP also serves as a critical feedback source for market dynamics and pain points for innovation of new solutions.DUTIES AND RESPONSIBILITIES:
Senior-Level Relationships and Client Advocacy
Build and maintain strong working relationships with C-Level Leaders of Corporate Accounts, key Manufacturer Partners, and others as required to ensure success with all key stakeholders.Attain knowledge of client segments and buying cycles, business goals and objectives, biggest challenges and identify opportunities to align our Enterprise solutions to solve the decision-makers’ unmet needs. Collaborate with other business units to ensure we are planning and acting in an aligned manner with the customer.Ensure self and team builds strong relationships up, down, and across all aspects of assigned accounts, identifies, and resolves issues before they become problematic, and ensures full customer satisfaction.Account Strategy & Service Delivery
Lead and manage Corporate Account overall strategy, execution, and performance, which includes maximizing sales and profit goals; and opportunities such as sales/contract retention, upsell, and cross-sell. This encompasses how we manage accounts via account business planning, business analyses, aligned goals/KPIs, relationship management, and creating value through leveraging all of our business partners (other departments).Recruit, coach, develop, lead and manage the Corporate Account team members to achieve their goals and maximize assigned account performance by bringing the total value to our customers. Support team as needed regarding account management, by providing guidance through the sales cycle, and resolving escalated issues.Proactively collaborate with sales leadership to ensure they have the training, tools, and support to teach, coach, and lead assigned strategic account execution and performance.Collaborate with other stakeholders and departments to ensure we maximize all available resources to enable the Corporate Account team to bring our total value to our customers (e.g., Reporting/Dashboards, Marketing for targeted programs, Technology for integration solutions, Pricing/Finance for contract modeling and economics strategy).Collaborate with Sales Training to build needed Corporate Account team training and development programs (e.g., Account Management, Negotiation Skills), and any needed strategic account training for the general line sales force.FINANCIAL ACUMEN
Manage customer P&L across each client to meet or exceed targets, with emphasis on profit, revenue and growth.Expand the range of our services to the customer, increasing the depth and breadth of service offerings and expand clients’ share of wallet.Collaborate with North America Senior leadership, Financial VPs and product VPs to discuss financial opportunities in depth, budgeting and monitoring sales, expense and profit goals for the Corporate Accounts business; and to ensure team and customer goals are in place that complements Company objectives.PRODUCT and SOLUTION DELIVERY
Based on business needs and opportunities, perform analyses and develop proposals for adding any needed direct or indirect support for Corporate Accounts; including any needed customer/segment-specific sales strategy.Stay abreast of market and competitive conditions that may affect the Company’s sales/marketing performance in the short and long term; and ensure learning is promptly and accurately communicated to relevant stakeholders.Provide strategic support on new product launches and influence future innovation.Represent the company at any customer or industry-related events to enhance our visibility and reputation in the industry.REQUIRED QUALIFICATIONS:
Bachelor’s Degree in Business Administration/Management required; prefer MBA (or equivalent combination of education and experience).Minimum of eight years of experience in distribution or manufacturing industries, animal health experience a plus but not required. Ideally will have held progressively responsible and multi-functional positions.Minimum 3 years successful sales and/or strategic account leadership or equivalent leadership responsibility.Ability to travel up to 50% or more of the time.DESIRED QUALIFICATIONS:
Proven track record of building trust from ground zero, synthesizing account goals into service offering, selling for the mutual benefit of the account.Must have record demonstrative of strong sales/functional leadership and results.Demonstrated experience with systems sales approaches and sales force automation.Demonstrated ability to inspire acceptance of change as well as strong ability to motivate.Must be an outstanding communicator (oral and written) and presenter.Thought leadership: client advocacy; self-motivated; entrepreneurial spirit.Must be strategic thinker who understands the nature of the industry as well as customer and vendor relations.Ability to effectively direct and motivate the performance of others, effectively delegate and mentor staff.Strong analytical, problem-solving, and budgeting skills.Must be a global thinker who is able to sell and negotiate change.Must be a proponent of sales management tools and sales force automation as well as a promoter of training at all levels in the sales organization.Possess strong technical skills in computer technology, including proficiency in Word, PowerPoint, Excel, and Outlook; working knowledge of Access and AS-400 systems.Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
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VP, Corporate Accounts (R-2894)Job Description:
Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We are bringing 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.The Vice President, Corporate Accounts is responsible for leading and managing the development of strategy, growth roadmap, execution of tactics, relationship building, and performance of corporate accounts through their Corporate Accounts Team. In this capacity this forward-thinking leader must accelerate client value by leading a consultative strategy and overall client relationship with the goal of expanding the enterprise footprint. Internally, the VP must collaborate across the enterprise with key stakeholders including sales, sales leadership, customer engagement, commercial effectiveness, technology, marketing, regulatory, finance, and other departments. The VP also serves as a critical feedback source for market dynamics and pain points for innovation of new solutions.DUTIES AND RESPONSIBILITIES:
Senior-Level Relationships and Client Advocacy
Build and maintain strong working relationships with C-Level Leaders of Corporate Accounts, key Manufacturer Partners, and others as required to ensure success with all key stakeholders.Attain knowledge of client segments and buying cycles, business goals and objectives, biggest challenges and identify opportunities to align our Enterprise solutions to solve the decision-makers’ unmet needs. Collaborate with other business units to ensure we are planning and acting in an aligned manner with the customer.Ensure self and team builds strong relationships up, down, and across all aspects of assigned accounts, identifies, and resolves issues before they become problematic, and ensures full customer satisfaction.Account Strategy & Service Delivery
Lead and manage Corporate Account overall strategy, execution, and performance, which includes maximizing sales and profit goals; and opportunities such as sales/contract retention, upsell, and cross-sell. This encompasses how we manage accounts via account business planning, business analyses, aligned goals/KPIs, relationship management, and creating value through leveraging all of our business partners (other departments).Recruit, coach, develop, lead and manage the Corporate Account team members to achieve their goals and maximize assigned account performance by bringing the total value to our customers. Support team as needed regarding account management, by providing guidance through the sales cycle, and resolving escalated issues.Proactively collaborate with sales leadership to ensure they have the training, tools, and support to teach, coach, and lead assigned strategic account execution and performance.Collaborate with other stakeholders and departments to ensure we maximize all available resources to enable the Corporate Account team to bring our total value to our customers (e.g., Reporting/Dashboards, Marketing for targeted programs, Technology for integration solutions, Pricing/Finance for contract modeling and economics strategy).Collaborate with Sales Training to build needed Corporate Account team training and development programs (e.g., Account Management, Negotiation Skills), and any needed strategic account training for the general line sales force.FINANCIAL ACUMEN
Manage customer P&L across each client to meet or exceed targets, with emphasis on profit, revenue and growth.Expand the range of our services to the customer, increasing the depth and breadth of service offerings and expand clients’ share of wallet.Collaborate with North America Senior leadership, Financial VPs and product VPs to discuss financial opportunities in depth, budgeting and monitoring sales, expense and profit goals for the Corporate Accounts business; and to ensure team and customer goals are in place that complements Company objectives.PRODUCT and SOLUTION DELIVERY
Based on business needs and opportunities, perform analyses and develop proposals for adding any needed direct or indirect support for Corporate Accounts; including any needed customer/segment-specific sales strategy.Stay abreast of market and competitive conditions that may affect the Company’s sales/marketing performance in the short and long term; and ensure learning is promptly and accurately communicated to relevant stakeholders.Provide strategic support on new product launches and influence future innovation.Represent the company at any customer or industry-related events to enhance our visibility and reputation in the industry.REQUIRED QUALIFICATIONS:
Bachelor’s Degree in Business Administration/Management required; prefer MBA (or equivalent combination of education and experience).Minimum of eight years of experience in distribution or manufacturing industries, animal health experience a plus but not required. Ideally will have held progressively responsible and multi-functional positions.Minimum 3 years successful sales and/or strategic account leadership or equivalent leadership responsibility.Ability to travel up to 50% or more of the time.DESIRED QUALIFICATIONS:
Proven track record of building trust from ground zero, synthesizing account goals into service offering, selling for the mutual benefit of the account.Must have record demonstrative of strong sales/functional leadership and results.Demonstrated experience with systems sales approaches and sales force automation.Demonstrated ability to inspire acceptance of change as well as strong ability to motivate.Must be an outstanding communicator (oral and written) and presenter.Thought leadership: client advocacy; self-motivated; entrepreneurial spirit.Must be strategic thinker who understands the nature of the industry as well as customer and vendor relations.Ability to effectively direct and motivate the performance of others, effectively delegate and mentor staff.Strong analytical, problem-solving, and budgeting skills.Must be a global thinker who is able to sell and negotiate change.Must be a proponent of sales management tools and sales force automation as well as a promoter of training at all levels in the sales organization.Possess strong technical skills in computer technology, including proficiency in Word, PowerPoint, Excel, and Outlook; working knowledge of Access and AS-400 systems.Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
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