Regional Business Director, West

Regional Business Director, US Diagnostics
Location: US Remote Based

Position Summary
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.

Sales Performance
• 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

Field Sales Team efficiency and effectiveness
• 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

Excellence in colleague development and engagement
• 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 Regional performance and preparing them for further advancement.

Required Experience and Skills
• Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
• Exemplifies being a change agent, continuous learner, and pushing self / others beyond dominant logic
• 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.
• Ability to drive strategy from insight and analytics to tactical execution and measures the results.
• Project / process management and attention to detail.
• Financial analysis skills including the ability to manage expenses and budgets
• Superior verbal, written, presentation, interpersonal, and communication skills.
• Demonstrated ability to exercise good judgment and make thoughtful / fair decisions based on relevant information
• Computer skills (MS Office, Outlook, and ability to learn/use Zoetis systems such as Tableau and Salesforce)

Preferred Qualifications
• Capital Equipment Sales
• Undergraduate degree (BS/BA) preferred
• 10+ years of related experience including sales management and / or non-sales function such as marketing or veterinary operations
• Zoetis HQ experience preferred
• Animal Health experience and knowledge of companion animal veterinary medicine preferred
• Proficiency in PowerPoint, Excel, and Word applications

The U.S. base salary range for this full-time position is $164,000 - $266,000. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the base pay target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

This position is also eligible for short-term incentive compensation.

This position is also eligible for long-term incentives.

In addition to compensation, Zoetis offers a comprehensive benefits package that supports the physical, emotional and financial wellbeing of our colleagues and their families including healthcare and insurance benefits beginning on day one, a 401K plan with a match and profit-sharing contribution from Zoetis, and 4 weeks of vacation.

Visit zoetisbenefits.com to learn more.

Full timeRegularColleague

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.

Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status or any other protected classification. Disabled individuals are given an equal opportunity to use our online application system. We offer reasonable accommodations as an alternative if requested by an individual with a disability. Please contact Zoetis Colleague Services at View email address on us.fitly.work to request an accommodation. Zoetis also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must possess or obtain authorization to work in the US for Zoetis. Zoetis retains sole and exclusive discretion to pursue sponsorship for the acquisition or maintenance of nonimmigrant status and employment eligibility, considering factors such as availability of qualified US workers. Individuals requiring sponsorship must disclose this fact. Please note that Zoetis seeks information related to job applications from candidates for jobs in the U.S. solely via the following: (1) our company website at site, or (2) via email to/from addresses using only the Zoetis domain of “@zoetis.com”. In addition, Zoetis does not use Google Hangout for any recruitment related activities. Any solicitation or request for information related to job applications with Zoetis via any other means and/or utilizing email addresses with any other domain should be disregarded. In addition, Zoetis will never ask candidates to make any type of personal financial investment related to gaining employment with Zoetis.