Associate Director, Equine Strategic Accounts

POSITION SUMMARY

The US Equine business is focused on delivering maximum value to our customers through portfolio solutions and by building and sustaining relevant partnerships. 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 direct sales field force, aligned technical services teams providing technical support directly to customers, and novel value-added solutions that differentiate us from competitors.

The Associate Director of Strategic Accounts is a key member of the US Equine Leadership Team and a proactive champion for our strategic customers within the US Equine business. This colleague works directly with the Equine Leadership Team (ELT,) sales leaders, marketing team, technical service and cross functional operations functions to assure maximal alignment, teamwork, and effectiveness. Reporting to the Vice President Equine, this colleague plays a key role in leading the customer loyalty function; ensuring the right program for the right customer, executing and measuring contracts, and developing and executing Equine strategies and tactics to maximize revenues with customers who have chosen to partner with Zoetis. Ideally this position will be located in our Parsippany NJ HQ location but other remote locations may be considered.

POSITION RESPONSIBILITIES

The Associate Director will have responsibility for the Zoetis Equine customer loyalty function; consisting of Corporate Accounts, Strategic Growth Agreements (SGA,) and My Zoetis Rewards (MZR.) They will work with the National Sales Director to identify strategic customers and deploy the appropriate partnership agreement to maximize mutual growth. They will be responsible for deploying a sales-medical-marketing 3-legged stool approach to these customers to grow our business and support initiatives spanning multiple functions within the Equine business.

* Meet or exceed sales targets for Corporate, SGAs, and MZR accounts

* Provide field-level intelligence on competition

* Help Area Business Managers (ABMs) coach Equine Specialists (ES's) to deploy the right program

for the right customer

* Partner with Equine Marketing on seasonal programs and promotions to ensure strategic alignment

with our annual retention and loyalty structure

* Demonstrate an exceptional level of communication and collaboration within the ELT and channel

partners

* Move further away from transactional relationships to preferred partnership with less focus on price

and greater focus on win/win initiatives

Corporate Accounts

* Manage the relationship with our corporate account partners including contracting, rebate tracking,

pricing, data reporting, and planning.

* Participate in customer quarterly business reviews and strategic workshops

* Work closely with Customers and Zoetis marketing and medical teams to design and execute

tactical initiatives for mutual growth

* Responsibly manage all resources (human, rebates, discounts, ME funds, etc.) to ensure we

maximize growth opportunities and profitability in corporate accounts

* Frequent collaboration with field leaders to "mainstream" major accounts pull-through, enhance field

execution, and plan events / demand creation activities.

* Create performance and execution reports that can be shared with customers and Equine Field

Force as opportunity identification and/or aligned "scorecards"

* Aid in building relationships and contracts new, existing, and emerging major accounts

Strategic Growth Agreements

* Construct new sales opportunities for the full Equine portfolio with SGAs to maximize value

throughout the continuum of care: Predict, Prevent, Detect, Treat

* Develop and implement a consistent framework (sandbox) for partnerships

* Work with finance and Net Revenue Management (NRM) to ensure adequate margins / profit

* Work directly with all levels of field teams to structure SGAs, align with NRM and submit through

Icertis our Contract Lifecycle Management (CLM) solution system.

* Assist the ABMs and ES's with customer quarterly business reviews and measurement

My Zoetis Rewards

* Launch new MZR program summer 2025

* Drive successful management for and continuous improvements of the new MZR program

* Work in partnership with the marketing team to leverage full program capabilities and maximize

value with enhanced content and promotions, etc. to implement best practices.

* Enrich contact level data and retain contacts.

* Measure performance and work with the loyalty team on customer opportunity reports to be

leveraged by the ES's

* Maintain a detailed roadmap and coordinate implementation with creative, development, and

marketing teams.

EDUCATION AND EXPERIENCE

* Undergraduate degree (BS/BA) or equivalent work experience

* 10 years proven record of accomplishments including successful sales management and strategy

execution experience.

* Animal Health experience and knowledge of Equine veterinary medicine preferred

* Deal and Program Design / Strategic Pricing / Net Revenue Management experience preferred

TECHNICAL SKILLS REQUIREMENTS

* Proven track record in previous roles in managing customer relationships, 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 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, Outlook, PowerPoint, and ability to learn Zoetis systems)

* Ability to interact with and influence Senior Management, peers and other functions

* Strong analytical thinking, problem solving skills, business acumen and attention to detail

PHYSICAL POSITION REQUIREMENTS

* Ability and willingness to travel overnight approximately at least 50% 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.