Regional Business Director, West

Regional Business Director, US Diagnostics

Location:

US Remote

US Dx 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. Based on our business model and operating environment we bring more than just medicines, diagnostics, 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 services team providing technical support directly to customers, a dedicated Major Accounts team, and novel solutions that differentiate us from competitors. We are seeking a highly capable individual for Diagnostics Regional Business Director.

Primary responsibilities include actively participating in the strategic and tactical planning for the Petcare business and leading all aspects of planning, execution, and performance for an approximately 100-person Region with over $100 million in annual sales. The location for this position is flexible within the designated region, with close proximity to a major airport highly preferable. The job entails significant travel of at least 50% and some weekend work / travel is a requirement of the position.

• Meet sales objectives (quota) both overall and for key growth products/services via demand generation within targeted geography
• Successfully launch new diagnostics and service offerings
• Demonstrate success in other key sales metrics such as growth rates and improving the health of your business

• Demonstrate leadership aligning ABMs in US Operations’ Solution Selling model and Pipeline management process
• 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 field days, educational events / Key Opinion Leader meetings, Corporate Account meetings, ABM Business Reviews, Performance Reviews / IDP discussions, leading/attending POA meetings, etc. and provide aligned written feedback and coaching guides to direct reports on a regular basis
• Lead specific initiatives aligned to our expectations of enhancing the Regional team’s capabilities (e.g., Field Coaching / Field Coaching Guides, Solution Selling, Business Planning, Technical Knowledge, Territory Management).
• Lead ongoing alignment and execution of the Diagnostic Technical Services team 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
• Effectively manage and control regional operating expense budget

• Increase Regional colleague development and engagement
• Execute individual monthly calls and / or minimum of four times per year live meetings with each ABM to review sales performance, pipeline mgt, 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 other internal resources to provide ongoing exposure, coaching, developmental opportunities and regional projects as part of improving…