Distribution Director

Description

POSITION SUMMARY:

The Distribution Director leads and manages the distribution Channel In Italy for all businesses with the highest level of professionalism and alignment with the Zoetis’ values and behaviors, to ensure achievement of its strategic goals and financial objectives, to provide unrivalled customer value to our distributors and to develop the potential of its marketing, technical, and sales resources.

As an LT member, the Distribution Director actively participates and contributes to the development of the overall business strategy and performance of the italian subsidiary and of the Cluster BU.

MAIN RESPONSIBILITIES/ACTIVITIES:

Financial Management

The Distribuion Director is accountable for financial leadership of the business unit:

• Delivers agreed upon BU operating plan and budget, ensuring sales IN, expenses and IBA meet or exceed targets, maintaining financial integrity consistent with the Zoetis values.
• Manages the BU P&L, proposing remediation actions to mitigate potential deviations and contributing to the financial results of the whole LE.

Business Strategic Planning & Execution

Monitors, anticipates and responds to changing market conditions to proactively grow the business at the regional / business unit level. Manages the business based on keen market intelligence, in-depth knowledge of distributors and insightful and creative strategic planning:

• Ensures the development of business unit strategic plans and budgets that meet or exceed Zoetis goals while optimizing market share. Prioritizes and focuses the business unit’s direction and energy on those activities that will ensure sustained commercial success and a profitable return on investment.

• Have a great coordination with species BUD?s, assuring the balance between achieving the Sales IN according Zoetis Italy financial objectives and organizing sales resources in the development of executable plans actions with Distributors to achieve the sales Out.

• Leads the KAM?s team

• Develops a deep and practical understanding of customer and Distributor needs and challenging industry, within the business unit by championing a customer-focused environment.

People Management and Development

The Distribution Director needs to be a change leader in his/her business; actively coaching and developing his/her people to strengthen both individual capabilities and the team’s ability to provide value to customers. He/she develops, motivates and inspires loyalty and commitment from the people he/she leads.

• Uses performance management, people development, talent planning and other processes to lead, motivate and develop individuals as well as cross-functional teams to capitalize on their potential for achieving results. Ensures that top talent are recruited, developed and retained for the organization effectively leveraging talent and resources between teams and across business units

• Leads and manages the implementation of change, allocating / re-allocating resources to effect change instilling entrepreneurial and innovative culture and driving process improvement. Recognizes, acknowledges and rewards business unit accomplishments and individual achievements that facilitate progress across the business unit and overall Zoetis.

• Promotes full understanding and compliance of his/her team of Zoetis’ values, mission and vision, of Zoetis Leadership behaviors and of Zoetis Code of Conduct and of all other policies and procedures designed to protect Zoetis’ integrity and reputation. Ensures that staff at all levels of the business unit is managed within such context of values and behaviors.

Builds and Maintains Internal and External Relationships & Communicates with Impact

The Distribution Director needs to develop and consolidate internal and external relationships to be leveraged to drive business growth. He/she must effectively communicate within Zoetis to ensure clarity and alignment.

• Represents Business Unit to Zoetis and represents Zoetis to his or her Business Unit. Communicates to International/ Cluster/ Business Unit consistent messages regarding business priorities, Zoetis policies, practices and overall strategies and metrics.
• Keeps Senior Management and fellow Cluster / Business Unit Directors fully apprised of activities, concerns and opportunities to facilitate pro-active planning.
• Effectively coordinates and partners with other leaders and teams within Zoetis - Cluster, Country Business Units - to drive growth, deliver results and build organizational capabilities and actively ensures team members do the same.
• Ensure the development of a broad network of long-term relationships with key customers and Distribution channel, and other business stakeholders.

Business Development

• The Distribution Director proactively manages and maximizes value from the entire product pipeline (rather than a few products).
• Ensures the identification of successful, sustained development of co-promote, joint ventures and other business alliances with Distribution channel.
• Analyzes strategy and operating plans in order to identify sales and/or profit gaps and whether a new brand / line extension / acquisition is required.

CORE COMPETENCIES/SKILLS:

• People Management:

Significant and successful experience in leading / managing people and /or organizations. Ability to assess and coach and motivate team members to exceed performance standards.

• Professional experience:

Extensive Marketing, Sales, Technical or other Enabling Function experience required, with at least one senior leadership position. P&L management experience. Experience working with, leading or managing cross-functional teams in developing and executing brand/business strategies, programs, systems, and/or tactic

• Skills:

Marketing and business acumen, strong customer focus, ability to think and act strategically and to develop a business vision.

Strong communication skills. Ability to build and maintain relationships. Demonstrated conflict management, influencing and negotiation skills.

• Level of Education and Qualifications:

Master degree in managament, engeneering or similar is a must - MBA level or advanced degree is highly desirable

Good knowledge of the local market associated with previous managing expereince in the same industry or similar

Proficiency in both Italian and English.

• Location: Rome, extensive travel on the field required.

About Zoetis

At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues’ careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

Diversity, Equity & Inclusion

Connected to our purpose and Core Beliefs, at Zoetis, we lead with inclusion. Our Diversity, Equity & Inclusion (DE&I) focus helps create an environment where each colleague can thrive. Our commitment to DE&I begins with our leadership team of diverse backgrounds, experiences and ethnicities, and it is demonstrated in our support of our colleagues and the animal health industry. We have nine colleague resources groups whose members spread awareness, foster inclusivity and make a positive impact on our business and communities.

Our commitment to advancing Diversity, Equity and Inclusion has earned us recognitions as a 2024 Catalyst Award recipient and a Top 50 Company for Workplace Fairness by Fair360 (formerly DiversityInc). Zoetis has also been named a Best Place to Work for LGBTQ+ Equality, a Best Company for Working Parents, a Top Company for Executive Women, among many others. Learn more here.

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