The Strategic Account Director is a leadership role that manages the performance of Strategic Account Executives (SAE). The position is responsible for motivating team members 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. Furthermore, the Strategic Accounts Director will guide SAEs through cross-functional collaboration with key stakeholders at Covetrus and C-Suite executives of top strategic accounts among others. The Strategic Account Director will enhance individual contributor support, conduct weekly 1:1 coaching sessions with SAEs, and design and manage a strategic accounts business plan for their defined group of corporate and/or specialty accounts.
Essential Duties and Responsibilities:
- Organizes and oversees Request for Proposals (RFPs), engages in effective contract negotiation / renewal conversations, and contributes to the pull-through of the company's overall strategic objectives through successfully executing All-In corporate contracts.
- Guides SAE team in working with C-Suite executives to understand needs, deliver value and build mutually beneficial contracts to create further aligned accounts.
- Leads SAM team in cultivating and maintaining relationships with account base, effectively identifying customers' needs, and providing enhanced relationship management that maximizes sales, gross profit, and compliance.
- Attends customer meetings in-person or virtually alongside SAEs to underscore the importance of client relationships and demonstrate commitment to client satisfaction.
- Facilitates and oversees shadowing experiences for new SAEs to ensure effective onboarding and skill development.
- Coaches SAEs to refine selling and strategic accounts management skills and provides clear and consistent feedback.
- Mentors SAE team in developing activation and pull-through strategies and ensures SAEs are collaborating cross-functionally with key, internal Covetrus stakeholders to ensure value is delivered across products, services, and operations.
- Conveys SAE team activation and pull-through strategies to other Sales leaders and other internal teams, acting as a liaison between customer and operations.
- Proactively identifies and manages 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.
- Ensures SAEs are informed and educated on all pertinent Covetrus strategies / decisions / programs.
- Creates strategic accounts business plan to be executed through SAEs, including growth planning objectives and other Covetrus priorities (i.e., ability to build All-In customers, strong and consistent financial performance, etc.).
- Reviews strategic accounts business plan with SAEs, actively monitors performance and adherence to plan, and drives the overall success of team's strategy.
- Reports strategic accounts business plan status to VP of Strategic Accounts and revises on an ongoing basis to ensure strategic priorities are executed.
- Develops and maintains relationships with defined strategic accounts as needed to both support SAM team and to evangelize the Covetrus mission and benefits.
Performance Measures:
- SAE Gross Profit
- SAE Revenue
- All-In Contracts
Experience Requirements:
- Bachelor's degree or equivalent experience in Business, Communications, or a related field is required, with a minimum 10 years of relevant experience in sales leadership or similar roles within the veterinary or healthcare industry.
Skill Requirements:
- Proven experience managing Request for Proposal (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 team to collaborate cross-functionally across Covetrus, work with C-Suite executives, and manage a collection of strategic accounts.
- Ability to assist team in creating impactful strategic accounts business plans and QBRs, as needed.
- Demonstrated proficiency in communicating and implementing strategic priorities.
- Strong coaching mindset with 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.
Preferred Qualifications:
Previous experience in sales leadership or equivalent role would be strongly preferred.
Salary may vary depending on factors such as confirmed job-related skills, experience, and location. However, the pay range for this position is as follows. Sales Positions are eligible for a Variable Incentive $122,500.00 - $227,500.00
We offer the following benefits for you to take advantage of while you are here provided you meet the eligibility requirements under each governing program: * 401k savings & company match * Paid time off * Paid holidays * Maternity leave * Parental leave * Military leave * Other leaves of absence * Health, dental, and vision benefits * Health savings accounts * Flexible spending accounts * Life & disability benefits * Identity theft protection * Pet insurance * Certain positions may include eligibility for a short term incentive plan Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
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Covetrus
parental leave, paid time off, paid holidays, 401(k)
Oct 23, 2024