Director, Relationship Management

At Covetrus the Director, Relationship Management is more than a team leader — you are a regional growth owner! You’ll shape strategy, drive growth, and inspire performance across a high-impact team of Veterinary Relationship Managers (VRMs) focused on clinics with low to mid-level adoption of Covetrus solutions. Your mission: transform these accounts into loyal, thriving customers by deepening relationships, expanding solution usage, and delivering measurable value.

You’ll lead with data, insight, and heart — combining commercial discipline with a customer-first mindset. This is a dynamic, remote-based leadership role that blends consultative sales, business development, and virtual team management in a fast-paced, high-growth environment.

• Looking for candidates in Minnesota, Iowa, North Dakota, South Dakota, Nebraska, or Kansas

• Operate your territory like a high-performing business — accountable for revenue, margin, and customer success.
• Build and execute regional business plans aligned with growth, retention, and solution adoption targets.
• Monitor local market dynamics, whitespace, and team capacity to optimize strategy and investments.

• Champion Insights-based selling: teach, tailor, and take control of the customer conversation.
• Coach your team to translate PHR, Pulse, and AI insights into practice-level strategies.
• Drive value-led messaging customized to customer role, maturity, and lifecycle stage.

• Lead with clarity and accountability: define KPIs, manage conversion trends, and forecast accurately.
• Conduct skill-based 1:1s, structured deal reviews, and proactive coaching sessions tailored to each VRM’s growth path.
• Address underperformance swiftly while celebrating and scaling success.

• Drive full-cycle relationship management—from onboarding and education to optimization, cross-sell, and renewal.
• Oversee execution of Vet Suite lead handoffs and account collaboration with Account Executives via Salesforce.
• Identify and resolve friction points in the customer journey before they impact satisfaction or retention.

• Own all talent decisions: recruit top performers, accelerate onboarding, and build future leaders.
• Foster a culture of accountability, curiosity, and continuous improvement.
• Reward excellence and address low performance with urgency and compassion.

• Collaborate with Product, Marketing, Enablement, and Customer Success to align field strategy with GTM priorities.
• Leverage feedback loops from the field to shape product direction and customer experience strategy.
• Execute virtual engagement programs using internal content, webinars, and optimization tools.

• Regional revenue and gross profit growth
• Point solution (CVET Technology) bookings
• Incremental gross profit and net revenue retention
• Contribution to SVP-aligned regional targets
• Team quota attainment and KPI alignment

• 10+ years in sales, business development, or account management leadership roles.
• Minimum 5 years leading virtual or inside sales teams in veterinary, healthcare, or SaaS environments.
• Strong track record of leading cross-functional initiatives and driving operational results in matrixed organizations.

• Strategic and commercially minded with deep customer empathy.
• Strong command of Challenger-based and insight-led selling models.
• High competence in CRM-driven performance management (Salesforce experience preferred).
• Skilled in managing through complexity, ambiguity, and rapid change.
• Trusted leader with a passion for developing people and building high-performing cultures.

• Bachelor’s degree in business, Technology, or related field (or equivalent experience).
• Must reside in or be willing to relocate to the Sales Region.
• Travel up to 75% as needed for team support, customer engagement, and sales meetings.