Associate Director, Livestock Customer Strategic Value

Role Description

The Associate Director, Livestock Customer Strategic Value leads our field-force customer engagement strategy across livestock. This person drives synergies with predictive analytics, digital tools and value-added services proactively identifying the services and platforms that are driving incremental growth to Zoetis and deepening customer loyalty. They will have a strong partnership with the livestock sales and marketing team and work to co-create customer-facing tools to support our strategic value-added services while driving field execution. Examples of these tools include but are not limited to Precision Animal Health Dairy Wellness Optix, PV360, Implant Summary Dashboard, and future Pork and Equine value-added tools that drive compliance and customer loyalty. The scope may vary based on the needs of the business and the specific platform in each species.

RESPONSIBILITIES

Vision & Strategy

Strategic & Tactical Planning of Field Force Driven Customer Value Solutions

The role will have responsibility for the Zoetis Livestock (inclusive of Beef, Dairy, Pork, Poultry & Equine), field-force and data driven customer engagement strategy.

• Work cross-functionally with the Livestock National Sales Directors, Marketing Directors, Managers of Customer Marketing, PAH, Tech Services and Area Business Managers to identify the platforms and value-added services that deliver maximal growth and loyalty and how they are most effectively utilized.
• Co-build the strategic and tactical plan with Marketing (as it aligns with the business plan) around each platform with an emphasis on change management, field execution and ROI
• Work with the Managers of Customer Marketing to develop ways to track, quantify, monitor and demonstrate the impact of our value-add services that is visible and available to Livestock leadership.
• Demonstrate an exceptional level of communication and collaboration within the livestock organization.
• Work cross-functional with the Livestock Operations and Strategic Growth Director to uncover areas to leverage and/or monetize our solutions for growth in contracts

Project Management & Execution

Cross-Collaboration with Precision Animal Health (PAH), Data & Digital Solutions (DDS) & Zoetis Tech & Digital (ZTD) Colleagues

• Represent the commercial business needs with key internal stakeholders to ensure a strong influence and thought partnership on the overall Livestock strategic priorities - representing the needs, timelines and value with our DDS and ZTD partners in order to accelerate enhancements to current platforms and create new resources as aligned on by leadership teams.
• Co-owns end-to-end development timelines for digital platforms; partners with Marketing & PAH to align milestones and launch plans, proactively communicates risks, delays, road blocks, and drives cross-functional mitigation to keep delivery on track.
• Work with enabling functions to build KPIs and metric success
• Demonstrate proactive collaboration and communication with all internal stakeholders
• Proactively identify and champion opportunities for cross-species alignment and streamlining of processes.

Change Management & Sustainment - Field Force Coaching & Training

• Partner with Sales leaders, Marketing, and Learning & Development to design and deliver training that upskills the field force on digital platform utilization and value-creation skills across livestock; tracks adoption and competency and iterates curricula to drive sustained customer impact
• Share and scale best practices across teams (e.g., cross selling, customer targeting, incremental growth success stories)
• Partner with Area Business Managers (ABMs) to coach sales colleagues on effective VAS salesmanship. Quarterly field rides as appropriate.
• Provide proactive, consistent communication to sales leaders to assist with field adoption and ROI - giving feedback on sales colleagues directly where appropriate.
• Conduct regular business reviews with key stakeholders, delivering strategic recommendations and insights into digital platform optimization and colleague development.
• Model and champion the Zoetis Values, Core Beliefs and livestock priorities
• Consistently lead and demonstrate change and learning agility.
• Drive a culture of transparency, empowerment, and accountability.
• Perform other duties as assigned by Head of Livestock Business & Sales Operations

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 Livestock business preferred
• Prior experience leading digital platform creation/execution preferred
• Strong people leader with a track record of performance and colleague development

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.
• Experience utilizing, developing, and/or coaching digital platforms for customer excellence.
• 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 REQUIREMENTS

• Ability and willingness to travel extensively, primarily in the U.S., with at least 25% travel and some weekend work/travel
• The ideal candidate will be located in Kansas but will consider remote candidates.

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.

Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.