CA BUD

Description

POSITION SUMMARY

The CA BUD is responsible for managing a sophisticated business unit with the objective of achieving ambitious sales
targets and driving market share growth. The CA BUD is ultimately accountable for delivering these results.

In their division, they plan for and manage the development of the marketing, technical and sales resources –
including services and consultancy – necessary for sustained business results. Our offer to customers in its entirety is
a key differentiator from our competitors and the CA BUD ensures the successful provision of this unrivalled value to
the customer.

In pursuit of ‘One Zoetis’, this role undertakes much collaboration outside the CA BU, through China Commercial
Team and globally. This role drives the achievement of the teams strategic goals and the financial objectives. He/She
a leader of leaders and is a role model of outstanding leadership behaviours and the Zoetis values.

Responsible for a large team with varied roles, the CA BUD, ensures a population of engaged and effective people
work together to achieve the business unit’s objectives. Revenue of China CA Business :$195.5MM

POSITION RESPONSIBILITIES

Financial Management
- Deliver agreed operating plan and budget. Ensure sales revenue, margin, operating expenses and profit exceed targets
- Develop the Op plans for the business unit annually
- Leverage all revenue streams, long and short term; assets, technology, services, pricing, consultancy, solutions and process enhancement
- Ensure the financial control of the business unit and maintain financial integrity in all areas
- Produce accurate financial and volume forecasting
- Manage the Business Unit budget with tight control to avoid overspends. Report regularly on budget forecast
- Use the discretionary budget amount in responsible, value driven and innovative ways. Conduct ROI analysis both pre and post spend
- Conduct regular assessment of payroll cost vs. ROI. Lead structural changes to affect ROI when necessary
- Manage business unit expenses to comply with the Expenses Policy and avoid overspends

Planning
- Maintain a constant view of market conditions. Anticipate fluctuation. Make calculated judgements to harness the commercial potential from changing market conditions at business unit level
- Maximize growth by formulating creative and insightful strategic plans alongside stakeholders, that are based on comprehensive knowledge of customers and markets
- Continually assess customer growth opportunities with regular account profiling. Find opportunities for additional needs and possible segmentation
- Use business analytics to monitor and measure brand performance; in-line brand market share, equity, positioning and drivers within the business unit
- Implement wider company strategies within your business unit that relate to in-line product positioning, pricing, packaging improvements, distribution, communications, customer segmentation and field force structure - Ensure accurate sales forecasts are provided to enable reliable product supply
- Focus the business unit on plans that deliver sustained commercial success
- Translate the strategy into tactical delivery for the business unit. Effectively allocate and align resources to enable delivery of the strategy
- Identify and develop new and growth business opportunities

People Development
- Provide to your direct reports, a specific and clear direction for the strategy, objectives, policies, practices and expectations within the business unit
- Lead your team through periods of change that will drive process enhancements and deliver improved results. Through action, create an environment of innovation and entrepreneurialism
- Drive the achievement of excellent individual results by using formal people processes; performance management, training & development and talent & succession planning
- Attract, grow and retain the best people,
- Develop rigourous and robust processes for the pipelining of talent by contributing to the overall talent management and sourcing strategy for the department.
- Use coaching as a tool to grow your managers in ability and achievement. Embed a coaching culture in the business unit
- Ensure people in the business unit are managed using the expectations set out in our company vision, mission, values, behaviours and policies

- Have in place a thriving culture of reward and recognition in the business unit. Enable individual results and accomplishments to facilitate a team members progress in the company
- Embed effective cross functional working groups throughout the business that enable idea sharing, relationship building and the development of support networks

Relationships
- Create channels for the sharing of feedback, information and process improvements. Actively give feedback at all levels and ask for it often
- Eliminate working in silos by creating partnerships throughout the business that build on our organisational capabilities and enable holistic solutions
- Develop a broad network of contacts – opinion leaders, key influencers, industry consultants, industrial bodies – and maintain long term relationships with them
- Lead a business unit that creates mutually beneficial relationships and knows the importance of win:win
- Work in partnership with Zoetis teams outside the BU. Nurture these relationship and use them as a stream to share best practice
- Utilise the resources of the COE in providing knowledge, best practise, training and greater oversight to the business unit - Maintain effective working relationships with major distributors, customers and key industry groups.
- Championing new methods of customer interaction including non-traditional channels
- Leverage technology to achieve optimal customer experience, ensure satisfactory level of technical support for customers

ORGANIZATIONAL RELATIONSHIPS

Internal
-Directly reports to GM, Greater China Cluster
-Zoetis Global Companion Animal resources
-Zoetis China supporting functions (HR, Fin, Regulatory, CS, COE, L&D, etc.)
-Zoetis China Companion Animal Leadership team

External
-Primary distributors’ executives
-Veterinary key opinion leaders
-Owners of big veterinary clinics

ESSENTIAL EXPERIENCE

-Master’s degree in relevant tertiary qualification (scientific, marketing or business qualification) is preferred
-At least 10 years management experience in building and maintaining high performing teams & leading teams through significant change.
-Extensive marketing, sales, technical or organisational leadership experience
-Experience in international organisation with fast evolving environment
-Proven to produce outstanding financial record including B2B, B2C, and digital marketing.
-Demonstrated experience developing talent.
-Broad commercial experience and proven ability to establish strong influential relationships with key stakeholders
-Financial management experience - P&L and operating budget management
-Experience in a strategic role and in a senior leadership role
-Product and Technical Knowledge of life science Industry, including a background in Vet Science is preferred
-Proficient in Chinese and English communication

CORE COMPETENCIES

Embraces Vision and Purpose, and Creates a Winning Culture
-Communicates the Zoetis vision and sense of purpose in a compelling and inspiring way
-Builds a strong and diverse leadership pipeline aligned to the strategic direction of the company
-Motivates the organization to embrace the Core Beliefs in pursuit of our mission and vision
Inspires Innovation
-Leads the organization to act based on a deep understanding of business priorities and our customers’ current and evolving priorities
-Thinks holistically, and sometimes disruptively, to seek creative and innovative opportunities
-Builds collaborative partnerships within and outside of Zoetis
Strategic Acumen
-Anticipates the future and builds change- agile organizations
-Can orchestrate multiple activities at once and manages organizational resources effectively
-Puts Zoetis business interests first and “connects the dots” across the enterprise
Executive Presence
-Manages complex situations, emotions and relationships with sound action, behavior and judgment
-Stays calm under pressure
-Is an outstanding communicator and is always willing to listen
Global and Cross-functional Perspective
-Connects people and opportunities
-Understands the global business, aligns crossfunctional interests, and simplifies complexity for others
-Demonstrates empathy, champions diversity and works well with different cultures and mindsets

WORKING LOCATION

-Location based in Shanghai, China
-Freqent travel within the country

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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