Parsippany based preferred, remote candidate considered

Role Description

Zoetis U.S. Petcare 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, large corporate accounts, 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 (500+) direct sales field force, strategic account team that helps veterinarians better run and grow their business, aligned professional services team providing technical veterinary support directly to customers, a dedicated Major Accounts team, and novel offerings that differentiate us from competitors.

Position Purpose

The Senior Manager, Petcare Business Operations, is a key member of the Petcare sales leadership team and works directly with the Head of Petcare Business Operations. The colleague will need to effectively collaborate with a large cross functional group across all of US operations. There are 5 key areas of focus: 1 - Be a proactive champion for Petcare team across all of US Operations (Petcare, Cattle, Equine, and Pork) business units for execution. 2- They will also be a key advocate and sounding board across Zoetis globally for field/inside expansion and implementations. 3- The colleague will need to work across sales, marketing, technical services, and sales operations functions to ensure maximal alignment, teamwork, and usage of the Petcare coverage model. 4 - The colleague will take a leadership role in aligning the IDS team, C&S Sales Team and Independent Petcare teams. This colleague will be closely involved with strategic initiatives with NGSE, CRM, L&D and our Sales leadership team as well as any and all future capability development. 5- The person will play a key role in developing, evolving and tracking of key performance indicators (Call Reach & Frequency, Reorder size, penetration, SIB Attainment across salesforces, Connected calls, Talk Time, Dual/single Aligned ROI, Coverage Models, Reach and Frequency) and analyzing Petcare salesforce future opportunities in species, product or customer segments. This position reports directly to the Head, Petcare Business Operations, the colleague plays a key role in leading the alignment, development and execution of cross species organizational strategies and tactics that enable the US organization to strategically maximize revenues.

The ideal candidate would be Parsippany based and be open to travel. Remote candidates will be considered however, Parsippany based is preferred.

Primary Responsibilities

The Senior Manager, Petcare Business Operations primary responsibilities will be to lead in providing strategic thought partnership to the Head, Petcare Business Operations on organizational opportunities and strategies. Specifically: Sales Incentives, Strategic Deployment, Sales Force Automation, Sales Enablement, Business and Financial IDS, C&S and IP Analytics, Sales Budget Development and expense management/control, Sales Career Pathing, Developmental Planning and Performance Coaching, and staying abreast of organizational need. This role will support the necessary alignment across the supporting groups in HQ such as Business Analytics, Business Operations, Finance, Learning and Development, CRM/NGSE and Human Resources. The Senior Manager will be a primary interface with senior leaders in the Petcare, Diagnostics, Cattle, Equine, Poultry and Pork business units and will represent the perspectives of the Head, Petcare Business Operations and IDS/FF Managers daily while interacting with Colleagues across Business Units, both US based and international. This position will serve as a liaison between the sales force, enabling functions and sales leadership to coordinate efficient communications and maximize initiative execution across the Rx portfolio. This position will provide leadership of an effective and consistent approach and ongoing program evaluation for the FF and IDS teams.

The Senior Manager will have additional responsibility beyond Sales, supporting the Sales Leadership team on any/all initiatives spanning multiple functions and species strategically across the organization

FF / IDS Liaison:

• Ensure collaboration across business units with sales, marketing and operations.
• Ensure that the CRM platform and materials exceeds needs of the both the sales force and the customer. Partner with marketing to develop and track initiatives utilizing CRM software. Maximize CRM system to create feedback loop to sales force when alternate channels are used to reach customer base, creating more targeted sales process. Formalize, build and execute a 'smart' CRM system that enables data to drive selling priorities within specific accounts
• Lead collaboration with marketing to create critical new tools to support selling process. CRM Pop Up notifications - prioritizing & scheduling along with partnering and developing new follow up templates/event planning and ensure execution & consistent use across all teams.
• Coordinate strategic and tactical communications to IDS and the Field Force.
• Lead coordination of cross species strategic and tactics leveraging data and insights derived from collaboration with marketing and BU support
• Ensure seamless integration of legacy Zoetis Diagnostics business into the US Petcare Business Unit.

Zoetis HQ Enabling Operations Liaison:

• Business & Financial Analytics - Preparing the IDSM / ABMs with analytics focused squarely on the critical few for success to make decisions to exceed market growth rates.
• Build and continue to update business analytics platforms for FF &IDS use, ensuring they remain up to date, relevant and are consistently used across all areas to execute against primary business opportunities.
• Collaborates with cross species Learning and Development Colleagues to build, maintain and evolve a new hire program that assures all new hires can achieve effective performance in new position in the time frame established for the role.
• Partner with US Sales Learning to evolve existing curriculum to stay at the fore front of both field based and virtual solution selling skills as well as incorporate ongoing training on to best use existing and future technologies to engage with customers.

Petcare Team Operations Support:

• Career Path and Developmental Planning - Evolving the sales reps career path that attracts, motivates, retains and promotes talent that is aligned to the strategic plans of Petcare and Zoetis.
• Sales incentive support that ensures incentives designed to maximize focus on the critical few and deliver clarity in achievement against related goals and objectives
• Provide oversight and actively manage the sales phasing by region and quota development for the sales force
• Assist Head, B. Ops effective planning to optimize deployment of current and future strategies to meet the Petcare and Zoetis strategic plan.
• Ensure Petcare is properly investing in, utilizing and properly allocating resources that will enable meeting the demands of the current business objectives.

Cross Species business and capability Liaison:

• Engage each business unit throughout the organization to share capabilities, current ways of working, and abilities to support and enable the business
• Assist Head, Business operations in staying current with opportunities and challenges across species and business unit to foster partnership
• Lead and share the strategic mission and vision with BU leadership to build talent bench

Actively Participate / Lead Strategic Petcare Projects as required

Qualifications (i.e., preferred education, experience, attributes)

Required Experience and Skills

• Consistently proven track record in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
• Extensive knowledge of Zoetis products and the animal health industry or ability to learn quickly.
• Ability to analyze data, identify trends and create visuals to support field and leadership execution
• Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization.
• Adept at working in highly fluid, complex, and ever-changing environments.
• Drives strategy from insight and analytics to tactical execution and measures the results.
• Project / process management Exceptional verbal, written, presentation, interpersonal, and communication skills.
• Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information
• Proficient computer skills (MS Office, Excel, Outlook, PP, and ability to learn Zoetis systems)
• Headquarters and cross-functional experience a plus (e.g., product marketing, new product marketing, business development).
• Ability to interact with and influence Senior Management, peers and other functions
• Strong analytical thinking, problem solving skills, business acumen and attention to detail

Minimum Qualifications

• Undergraduate degree (BS/BA)
• 5+ years proven record of accomplishments including successful sales management and strategy execution experience.
• Animal Health experience and knowledge of companion animal veterinary medicine preferred
• Ability and willingness to travel overnight approximately at least 25-30% of the time to include some weekends

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.