Strategic Growth, Retention and Defense Manager

The Strategic Growth, Retention and Defense Manager will have responsibility for identifying, assessing, negotiating, and executing customer contracts and agreements across the entire Petcare portfolio which meet the strategic and financial objectives of Zoetis. The successful candidate will report directly to the Head of Strategic Growth, Retention and Defense and will be field based. This role will collaborate cross-departmentally within the Petcare business unit at the leadership level as well as across regions within the U.S. The Strategic Growth Manager will be critical to training and coaching field teams and the Area Business Managers on competitive intelligence, customers, and market knowledge. They will assist the ABMs and field teams to create custom solutions to meet customer needs. This role will also lead the CRM and Contracting Tool development, roll out and training. The role will require 20%-50% travel.

POSITION RESPONSIBILITIES

• This position is responsible for the firsthand management of full portfolio / constructing and deconstructing of new sales opportunities for both RX and DX businesses
• Increase portfolio presence within veterinary hospitals to maximize, protect and defend the total customer value while supporting the customer throughout the continuum of care: Predict, Prevent, Detect, Treat
• Convert existing Zoetis customers to Zoetis Diagnostics (Dx) portfolio and convert existing Zoetis Dx customers to entire Zoetis portfolio
• Work cross-functionally with finance and Net Revenue Management (NRM) to ensure adequate margins / profit
• Work cross-functionally with legal to ensure legal compliance of situation specific agreements
• Be a product expert around new product launches
• Provide field-level intelligence on RX and Dx competition
• Work with sales enablement managers to drive promotions for growth
• Work directly with all levels of field teams to structure contracts, financing, etc.
• Help ABMs coach their Field Force Teams on RX and Dx-related tactics and cross-selling
  • Product Proficiency
  • Sales Proficiency
• Help Regional Business Directors (RBDs) develop and refine regional RX and Dx strategy and tactics while leveraging the breadth of the entire Zoetis portfolio
• Share best practices across regions (e.g., cross-selling success stories)

ORGANIZATIONAL RELATIONSHIPS

• This position reports directly to the Head of Strategic Growth, Retention and Defense
• Communication and collaboration with the Regional Business Directors, Area Business Managers, EAM's, AM's and Diagnostics Solutions Consultants
• Close collaboration with the Corporate and Specialty teams
• Close collaboration/partnership with Legal, Finance, NRM, Loyalty, and Pricing teams

EDUCATION AND EXPERIENCE

• Bachelor's Degree minimum or equivalent work experience
• Minimum of 4+ years animal health industry / sales experience
• Deal and Program Design and Strategic Pricing experience preferred

TECHNICAL SKILLS REQUIREMENTS

• Exceptional Project Management skills
• Demonstrated ability to organize and prioritize multiple projects in a demanding environment and deliver high performance and quality on deadline
• Ability to effectively communicate technical information to professionals with same or greater technical knowledge/skills
• Excellent people skills. Proven ability to think strategically and act decisively
• Ability to collaborate with and influence cross-functional teams
• Collaborator and motivating leader
• Must demonstrate initiative, resourcefulness, accountability, and willingness to accept challenges and lead change
• Demonstrate clear ability to understand and execute all aspects of lease financing, legal language, and contract administration
• Ability to creatively defend, retain and grow business while maintaining financial rigor
• Ability to learn and master skills to then turn around teach and coach
• Demonstrated financial and business acumen (deliver solid ROI)

PHYSICAL POSITION REQUIREMENTS

• Field-based
• Willingness to travel 20-50%

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (Colorado). Base pay may vary based on location and other factors.

Base Pay Range: $100,000 - $190,000

The following base pay range reflects the anticipated base pay for this position if a selected candidate were to be located in (California), (NJ Remote), (NY Remote), or (Washington). Base pay may vary based on location and

other factors.

Base Pay Range: $100,000 - $190,000

[This position is eligible for short-term incentive compensation.] [The position is also eligible for long-term incentive.]

We offer a competitive and comprehensive benefits package, which includes healthcare, dental coverage, and retirement savings benefits along with paid holidays, vacation and disability insurance.

Full time

Regular

Colleague

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.

Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at [email protected] to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at www.Zoetis.com/careers site, or (2) via email to/from addresses using only the Zoetis domain of "@zoetis.com". In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis.