Equine Lead

Description

Job Title: Equine Lead

Team: Equine

Location: UK Field Force

Reporting to: Business Unit Director

Managed Resources: 2 FTE & Budget

Job Purpose:

The purpose of this field-based position is to lead the Equine Team and take responsibility for the performance thereof. The Equine Lead executes business strategies and centrally developed marketing programmes with the team. They lead the team to sell designated product lines and services to identified and agreed customers, veterinary practices, trade customers and to online pharmacies.

The Equine Lead works closely with other functions to deliver upon programmes and strategies – specifically, Marketing, Commercial Operations, VetOps, Learning & Development, etc.

This role contributes to the overall success of Zoetis by leading a team that deliver and exceed the sales growth & market share gain targets for the designated product lines and services in the specified area.

Will work as a member of the LVS & EQ Leadership Team

Core Responsibilities

Strategy

• The Equine Lead will support the development of a clear strategic plan for the Equine business and will be encouraged to work with International colleagues to ensure alignment with the longer-term Equine goals and strategy.

Selling & Performance

• The Equine Lead will be responsible for the sales performance of the Equine Business
• The Equine Lead will also have several of their own customers who they fully manage, and are accountable for, with selling our Equine product portfolio.

Planning

• Work with the Equine Team, including marketing and vet ops colleagues, to develop and maintain effective account plans, applying a strategic overview and sound commercial thinking.
• Maintain expertise with the evolving portfolio of products, services, pricing, competition, market and industry trends.
• Ensure the necessary recording of call activity takes place. Monitor the input of customer information and call reports to the CRM system.
• Ensure the alignment of activities and account plans to marketing programmes and management direction.
• Analyse and interpret actual and potential territory/customer sales and growth opportunities to support delivery of sales targets.
• Conduct frequent field visits to agreed KPI with the field force team, using time appropriately and effectively.
• Develop and maintain an effective business plan. Allocate and monitor resources to achieve regional area objectives.

• Prepare for and contribute in a positive way to all necessary company meetings, demonstrating leadership behaviours at all times, and sharing ideas and best practice.

Field Force Effectiveness

• Drive best in class sales execution with the team. Ensure a detailed and practical understanding of the Solution Selling model exists, is bought into and is leveraged.
• Promote the usage of TouchPoint and drive the understanding of its metrics and functionality.
• Provide a clear vision of roles and expectations.
• Undertake activities that enable the team to be productive and effective; coach, monitor, feedback, train and support.
• Monitor KPIs to drive the required coverage and frequency with identified target customers.
• Work with team members to translate marketing messages, product information and other programmes into the context of the Solution Selling model.
• Work closely with Head of Sales Force Effectiveness to deliver area and individual KPIs and improve performance.

People Development

• Manage the performance of team members on a regular and consistent basis. Manage performance and behaviours day-to-day and when required use formal people processes; performance management, training & development, individual development plans and talent & succession planning.
• Provide to your direct reports, a specific and clear direction for the strategy, objectives, policies, practices and expectations within the team.
• Support the team through periods of change that will drive process enhancements and deliver improved results.
• Work closely with BUD, Product Managers, L&D team and National Veterinary Managers to agree training priorities and development plans for the team.
• Act to retain the talented individuals that exist in the team.
• Make active contributions to talent pipelining processes.
• Use coaching as a tool to grow team members in ability and achievement. Embed a coaching culture in the team.
• Ensure people in the team are managed using the expectations set out in our company vision, mission, values, behaviours and policies.
• Support effective cross functional working groups throughout the business that enable idea sharing, relationship building and the development of support networks.
• Develop a team culture where feedback is welcomed and sought.

Relationships

• The person is required to develop mutually beneficial and productive long-term partnerships with our customers, and to maintain these relationships alongside the field force, with the appropriate quantity & quality of activity.
• Work in conjunction with account stakeholders to develop mutually beneficial and productive long-term partnerships with our customers.
• Create networks of resources within the team around each account. Utilise all resources available including Product Managers, value add service providers, Veterinarians etc
• Provide pragmatic sales team input to marketing plans and programmes
• Contribute to the success of the business unit by sharing best practice with colleagues, proactively contributing ideas, and enabling the team to do the same across the business.
• Work closely with Commercial Operations to ensure an appropriate and timely flow of information.
• Take guidance and direction from BUD on business strategy, delivery of targets, people management and day to day operations

Compliance

• Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel & expenses policy and local codes of practice.
• Ensure the recording of accurate business records including CRM and communicate effectively, sharing account information with other stakeholders.
• Manage allocated budget with tight control to avoid overspends.

Key Skills

Capability in, or potential to develop;

• Skills in sales and negotiation including virtual selling
• Commercial mentality and focus on financial results
• Relationship management, interpersonal skills and influencing abilities
• Leadership skills as an effective coach, motivator, and people manger
• Strong communication skills
• Ability to analyse and interpret data and information from multiple sources to help develop greater insights
• Stakeholder management skills

Behaviours

Our colleagues make the difference

• Show people what best practice looks like and empower others to deliver it.
• Be an ambassador for continuous improvement and effective change. Promote the value of innovation and quality improvement.
• Apply influence from a position of proven expertise and strength of relationship.

Always do the right thing

• Shape a field force of widely trusted and ethical managers who sell responsibly and respectfully.
• Be inclusive. Put in place plans and actions that take people along with you.

Customer obsessed

• Create a customer-focused environment where the needs and expectations of customers are the highest priority
• Understand the mechanics of business analysis and apply the levers that drive business performance.

Run it like you own it

• Make bold decisions. Back them up with knowledge, planning and proven instinct.
• Be an enabler of action. Expect more action and less talk.
• Find every opportunity for incremental improvement – in sales performance, behaviours, processes, systems and ways of working.

We are one Zoetis

• Empower decision making in others. Unlock the potential that exists in the team and grow it.
• Focus on cooperation, not competition. Take action that brings people together.
• Be visible, be available and be generous – with time, support and feedback.

Training and Qualifications

• No minimum level of education or qualification is required for this role
• NOAH accreditation (if not within 2 years of joining the industry)

Experience

• Experience in role dealing directly with customer
• Experience in a customer focused industry
• Experience leading a team, or working in a team whilst demonstrating leadership abilities and potential
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Travel Requirements

• High frequency of travel within designated region and to head office. Drivers Licence 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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