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Strategic Account Leadership Position

2 months ago

Austin, Texas, United States Covetrus Full time
Strategic Account Director Job Description

The Strategic Account Director is a key leadership role at Covetrus, responsible for driving the performance of our Strategic Account Executives (SAEs). This position requires a strong leader who can motivate and guide their team to develop and maintain strong relationships with key animal health groups, implement strategic account plans, and ensure the successful delivery of products and services to meet the unique needs of each strategic partner.

Key Responsibilities:
  • Organize and oversee Request for Proposals (RFPs) and lead successful contract negotiations.
  • Guide SAEs in working with C-Suite executives to understand needs, deliver value, and build mutually beneficial contracts.
  • Lead the SAM team in cultivating and maintaining relationships with the account base, identifying customer needs, and providing enhanced relationship management that maximizes sales, gross profit, and compliance.
  • Attend customer meetings in-person or virtually to underscore the importance of client relationships and demonstrate commitment to client satisfaction.
  • Facilitate and oversee shadowing experiences for new SAEs to ensure effective onboarding and skill development.
  • Coach SAEs to refine selling and strategic accounts management skills and provide clear and consistent feedback.
  • Mentor SAE team in developing activation and pull-through strategies and ensure SAEs are collaborating cross-functionally with key internal Covetrus stakeholders to ensure value is delivered across products, services, and operations.
  • Convey SAE team activation and pull-through strategies to other Sales leaders and internal teams, acting as a liaison between customer and operations.
  • Proactively identify and manage underperforming SAEs by looking at sales performance and job execution to expectations, cooperation, and willingness to be part of a team and deliver overall results.
  • Ensure SAEs are informed and educated on all pertinent Covetrus strategies, decisions, and programs.
  • Create strategic accounts business plans to be executed through SAEs, including growth planning objectives and other Covetrus priorities.
  • Review strategic accounts business plans with SAEs, actively monitor performance and adherence to plan, and drive the overall success of the team's strategy.
  • Report strategic accounts business plan status to the VP of Strategic Accounts and revise on an ongoing basis to ensure strategic priorities are executed.
Requirements:
  • Bachelor's degree or equivalent experience in Business, Communications, or a related field.
  • Minimum 10 years of relevant experience in sales leadership or similar roles within the veterinary or healthcare industry.
  • Proven experience managing RFP processes and leading successful contract negotiations.
  • Demonstrated ability to manage a team and reinforce Covetrus' strategic objectives, cultivate a high-performance culture, and provide effective coaching to drive results.
  • Ability to focus and guide the team to collaborate cross-functionally across Covetrus, work with C-Suite executives, and manage a collection of strategic accounts.
  • Ability to assist the team in creating impactful strategic accounts business plans and QBRs, as needed.
  • Demonstrated proficiency in communicating and implementing strategic priorities.
  • Strong coaching mindset with an organized approach to sales leadership and exceptional communication skills.
  • Expertise in talent management, pipeline management, customer relationship management, and sales playbook and sales best practices.
Work Environment:

Required travel for team events and coaching, field visits, meetings, and training; travel may vary depending on region. Attendance at annual national and relevant regional sales meetings is required.