VP of Channel & Retail

Role Description:

At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a global leader in animal health, we're seeking a visionary and results-driven leader to oversee relationships with some of our largest and most important customers in the US.

The VP of Channel and Retail is responsible to drive revenue growth and profitability by developing and managing strategic partnerships and agreements with channel and retail partners. This role will develop and execute strategies to deliver profitable growth across channels while building strong partnerships with key C-suite stakeholders. This position will be pivotal in ensuring alignment between our partners and Zoetis US's broader business goals; staying at the forefront of omni-channel evolution and its implications on our business; and fostering innovative partnership approaches in the ever-evolving animal health industry.

Position Responsibilities:

Strategic Business Development

• Lead teams that manage the full spectrum of engagement with our largest customers, from spearheading the identification of opportunities and cultivation of relationships with emerging business partners, to exploring expansion opportunities with our existing partners within the following key segments:
  • Corporate and Specialty hospitals
  • Retail partners (eCommerce, Brick & Mortar, Hybrid/omni-channel)
  • Distribution and Home Delivery
  • Lead negotiations, contract development, and trade fund management, consistently measuring performance while identifying optimization opportunities.
• Monitor account performance and implement corrective actions as needed to achieve financial goals

Strategic Business Development:

* Lead teams that manages the full spectrum of engagement with our largest customers, from spearheading the identification of opportunities and cultivation of relationships with emerging business partners, to exploring expansion opportunities with our existing partners within the following key segments:

* Corporate and Specialty hospitals

* Retail partners (eCommerce, Brick & Mortar, Hybrid/omni-channel)

* Distribution and Home Delivery

* Lead negotiations, contract development, and trade fund management, consistently measuring performance while identifying optimization opportunities.

* Monitor account performance and implement corrective actions as needed to achieve financial goals

Customer relationship management:

* Hold teams accountable to develop and implement strategic account management plans to achieve revenue and growth targets; Monitor and evaluate team performance, providing regular feedback and coaching.

* Work closely with customers and partners, ensuring their needs are met with reliable service and quick issue resolution. This may involve collaborating with cross-functional stakeholders (e.g., Sales, Customer Service, etc.)

* Conduct regular business reviews with clients to ensure satisfaction and identify opportunities for growth; stay abreast of industry trends and potential impact on our customers

Strategic Planning:

* Contribute to long-term strategic goals for the Retail, and Distribution teams supporting company growth and expansion into new markets, channels & product lines

* Identify consumer-centric opportunities for innovation and collaboration, driving long-term, sustainable growth across Zoetis Brands

Performance Management

* Set performance goals and metrics for the account management team

* Monitor and evaluate team performance, providing regular feedback and coaching

* Implement training and development programs to enhance team capabilities

Organizational relationships

* Member of the US Leadership team

* Petcare Portfolio and Therapeutic Area Leads Livestock Marketing leadership

* Sales leadership (both Petcare and Livestock)

* Finance

* Net Revenue Management

* Global Strategic Accounts

* Market Research

* Business Analytics

Experience & Education

* Significant experience (15+ years) working in commercial functions (account management, sales, marketing, strategic partnerships) with a proven track record of managing strategic accounts

* Experience and facility with negotiations and strategic contracting

* Extensive leadership and team management experience Undergraduate degree (BS/BA) in Business, Management, Economics, or related field. MBA strongly preferred.

Required competencies:

* Strong leadership skills - ability to work across functions to drive to decisions and business outcomes; ability to manage a team under direct and indirect authority

* Strong negotiations skills with the ability to set-up and facilitate, at times, difficult discussions.

* Understanding of consumer and B2B pricing and contracting concepts

* Knowledge of animal health and /or agri-marketing a plus

* Strategic problem-solving and ability to drive creative solutions in a complex environment

* Understanding of Gross to Net calculations and reporting

* Ability to build collaborative working relationships with senior members of the business and finance teams

* Excellent written and oral communication skills

* Proficiency in Microsoft Office applications

Travel Requirements

* Expected travel is 50% for customer and partner meetings, industry conferences, and internal meetings (National Sales Meeting, Managers Meeting, etc.)

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.