Senior Manager, Sales Operations, Inside and Digital Sales (IDS)

Role Description

Zoetis U.S. Petcare 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, large corporate accounts, and pet owners. 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 large (500+) direct sales field force, strategic account team that helps veterinarians better run and grow their business, aligned professional services team providing technical veterinary support directly to customers, a dedicated Major Accounts team, and novel offerings that differentiate us from competitors. 

Position Purpose

The Senior Manager, Sales Operations, Inside and Digital Sales (IDS) is a key member of the IDS Leadership Team and works directly with the Director, Inside and Digital Sales and the IDS LT. The colleague will need to effectively collaborate with a large cross functional group across all of US operations. There are 5 key areas of focus: 1 - Be a proactive champion for IDS team across all of US Operations (Petcare, Corporate & Specialty) business units for execution. 2- They will also be a key advocate and sounding board across Zoetis globally for IDS expansion and implementations.  3- The colleague will need to work across sales, marketing, technical services, and sales operations functions to ensure maximal alignment, teamwork, and usage of all specialty sales roles (Zoetis for Shelters, Emerging Accounts, & Corporate & Specialty) within Petcare and externally to Zoetis customers. 4 - The colleague will take a leadership role in aligning the IDS team with current NGSE execution of activities (Marketing Engine and Advanced Call Planning) and future capability development. 5- The person will play a key role in developing, evolution and tracking of key performance indicators (Connected calls, Talk Time, Dual/single Aligned ROI, Coverage Models, Reach and Frequency) and analyzing IDSR future opportunities in species, product or customer segments. This position reports directly to the Director, Inside and Digital Sales, the colleague plays a key role in leading the alignment, development and execution of cross species organizational strategies and tactics that enable the US organization to strategically maximize revenues.

The position needs to be in our HQ office 50% either Malvern, PA or Parsippany, NJ and the other 50% colleague can be Remote. The colleague can live in either location if travel to both is not a challenge.

Travel of at least 20% and some weekend work / travel are a requirement of the position.

Primary Responsibilities

The Senior Manager, Sales Operations’ primary responsibilities will be to lead in providing strategic thought partnership to the Director, Inside and Digital Sales on organizational opportunities and strategies. Specifically: Sales Incentives, Sales Force Automation, Partnering with Sales Enablement, Business and Financial IDS Analytics, Sales Budget Development and expense management/control, Consistent Gap Identification of Developmental needs for the IDS team. This role will support the necessary alignment across the supporting groups in HQ such as Business Analytics, Business Operations, Finance, and Human Resources. The Senior Manager will be a primary interface with senior leaders in the Petcare, and Corporate & Specialty business units and will represent the perspectives of the Director, Inside and Digital Sales and IDS Managers on a daily basis while interacting with Colleagues across Business Units, both US based and international. This position will serve as a liaison between the sales force and marketing to coordinate efficient communications and maximize initiative execution across the Rx and Dx portfolio. The Senior Manager is also responsible to be the overall program lead for the continued evolution of the IDS Representative and Specialists roles. This position will provide leadership of an effective and consistent approach and ongoing program evaluation for the IDSR/IDSS team.

The Senior Manager will have additional responsibility beyond Sales, supporting the IDS Leadership team on any/all initiatives spanning multiple functions and species strategically across the organization.

IDS and Marketing Liaison:

• Ensure all functions are focused on how to leverage the full power of the IDS team including scope and breadth of team and technologies (NGSE).
• Ensure collaboration across business units with sales, marketing, and operations.
• Ensure that the CRM platform and materials exceeds needs of the both the sales force and the customer. Partner with marketing to develop and track initiatives utilizing CRM software. Maximize CRM system to create feedback loop to sales force when alternate channels are used to reach customer base, creating more targeted sales process. Formalize, build and execute a ‘smart’ CRM system that enables data to drive selling priorities within specific accounts.
• Lead collaboration with marketing to create critical new tools to support selling process. CRM Pop Up notifications – prioritizing & scheduling along with partnering and developing new follow up templates/event planning and ensure execution & consistent use across all teams.
• Coordinate strategic and tactical communications to IDS and the Field Force.
• Lead coordination of cross species strategic and tactics leveraging data and insights derived from collaboration with marketing and BU support.
• Ensure seamless integration of legacy Zoetis Diagnostics business into the US Petcare Business Unit.

IDS and Zoetis HQ Enabling Operations Liaison:

• Business & Financial Analytics - Preparing the IDSM & IDSR/IDSS with analytics focused squarely on the critical few for success to make decisions to exceed market growth rates.
• Build and continue to update business analytics platforms for IDS use, ensuring they remain up to date, relevant and are consistently used across all areas to execute against primary business opportunities.
• Engage in the development of the Zoetis Technology stack to ensure that the IDS team is maximizing current tools and technologies and is aware of and exploring new tools and technologies to maintain a market leader position.
• Collaborates with Learning and Development Colleagues to build, maintain and evolve a new hire program that assures all new hires can achieve effective performance in new position in the time frame established for the role. 
• Partner with Learning and Development to evolve existing curriculum to stay at the fore front of both field based and virtual solution selling skills as well as incorporate ongoing training on to best use existing and future technologies to engage with customers.

IDS Team Operations Support:

• Sales incentive support that ensures incentives designed to maximize focus on the critical few and deliver clarity in achievement against related goals and objectives.
• Provide oversight and actively manage the sales phasing by region and quota development for the sales force.
• Responsible for the annual and LE forecasts for department operational expenses.
• Assist Director, Inside and Digital Sales and IDS LT in effective planning to optimize deployment of current and future strategies to meet the Petcare and Zoetis strategic plan.
• Ensure IDS department is properly investing in, utilizing and properly allocating resources that will enable meeting the demands of the current business objectives.

Cross business unit collaboration and capability liaison:

• Engage each business unit throughout the organization to share capabilities, current ways of working, and abilities to support and enable the business.
• Assist Director, Inside and Digital Sales in staying current with opportunities and challenges across species and business unit to foster partnership.
• Lead and share the strategic mission and vision with BU leadership to build talent bench.

Actively Participate / Lead Strategic Petcare Projects as required.

Qualifications (i.e., preferred education, experience, attributes)

Required Experience and Skills

• Consistently proven track record in previous roles including managing talent, 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, PP, and ability to learn Zoetis systems)
• Headquarters and cross-functional experience a plus (e.g., product marketing, new product marketing, business development).
• Ability to interact with and influence Senior Management, peers, and other functions.
• Strong analytical thinking, problem solving skills, business acumen and attention to detail.

Minimum Qualifications

• Undergraduate degree (BS/BA)
• 7+ years proven record of accomplishments including successful sales management and strategy execution experience.
• Animal Health experience and knowledge of companion animal veterinary medicine preferred.

Ability and willingness to travel overnight approximately at least 25-30% of the time to include some weekends.

Full time

Regular

Colleague

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