VPS Lead (POM VPS)

Description

Job Title: VPS Lead - POM VPS

Team: VPS

Location: UK Field Force

Reporting to: Business Unit Director

Managed Resources: 6 FTE& Budget

Job Purpose:

The VPS Lead is responsible for managing and leading the VPS field force team, which consists of Key Account Managers, Senior Account Managers, Account Manager and the SQP Trainer. The team are responsible for selling Zoetis products and services to livestock trade retailers including key accounts.

They ensure the successful development and execution of business strategies and centrally developed marketing programmes in the VPS business. This requires the person in role to develop mutually beneficial and productive relationships with key internal, and indeed external, stakeholders, ie. BU Leadership Team, Vet Ops, Marketing, Commercial Operations, Learning & Development, HR, CKAMs and customers.

This role contributes to the overall success of Zoetis by leading a team that deliver and exceed the sales growth & market share gain targets nationally across all product lines for the VPS business.

The VPS Lead contributes to the forging of the VPS team strategy. They drive the achievement of the team’s strategic goals and financial objectives. They are a leader and a role model of outstanding leadership behaviours and the Zoetis values.

The VPS Lead is ultimately responsible for delivering financial results for their area of business as defined in the operating plan and will be a member of the Business Unit Leadership Team.

Core Responsibilities

Strategy and Planning

• Translate strategy into tactical delivery for the team. Align resources, activities and key account plans with marketing programmes and management direction.
• Maintain current knowledge of the market, industry trends and competition. Interpret the affects and opportunities that exist with our portfolio of products and services.
• Contribute to the development of creative and insightful strategic plans made by the Business Unit Directors and Leadership Team. Base input on comprehensive knowledge of customers and markets and a clear view of opportunities and threats that exist in the retail trade business.
• Regularly update the Business Unit Director and Leadership Team of progress towards strategic goals.
• Engage with the leadership of key account businesses to identify joint business opportunities and bring them to fruition.
• Oversee the key account plans across the team, applying a strategic and commercial view.

• Work closely and effectively with the Business Unit Director, marketing and livestock business units to produce accurate product forecasting based on business gains. Take steps to ensure adequate stock exists to meet retail trade demand.
• Plan frequent field visits with team members. Utilise field time to understand day to day issues affecting field force, and monitor attitudes, skills, morale and effectiveness.
• Play an active role and demonstrate leadership behaviours at all necessary company meetings, events and training. Set the expectation with team to do the same.

Field Force Effectiveness

• Pursue best in class sales execution with the team that is achieved within the framework of the Solution Selling model.
• Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver consequent growth.
• Monitor use of CRM system to record call activity and ensure use is in accordance with company guidelines. Promote the system and its complete functionality as a tool to enable success.
• Deliver a clear vision of roles and expectations at all levels in the field force structure.
• Undertake leadership activities that enable the team to be productive and effective; coach, monitor, feedback, train and support.
• Deliver strategic messages and marketing programmes to the field force that fit 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

• Lead the team with constant involvement and presence. Give them a specific and clear direction for the strategy, objectives, policies, practices and expectations.
• Manage performance and behaviours of team members day-to-day and when required use formal people processes; performance management, training & development, individual development plans and talent & succession planning.
• Lead the team through periods of organisational change. Be a vocal supporter of change that will drive process enhancements and deliver improved results.
• Work closely with other national managers and support services to agree training priorities and development plans for the team.
• Make active contributions to talent pipelining processes and act to retain and grow the talented individuals that exist in the team.
• 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.
• Create effective cross functional working groups throughout the business that enable idea sharing, relationship building and the development of support networks.

Relationships

• Work in conjunction with key account stakeholders to develop mutually beneficial and productive long-term partnerships with our customers.
• Work in constant partnership with internal stakeholders. Nurture productive relationships built on a common goal of commercial success and a shared desire to deliver for the customer.
• Drive the creation of networks of resources within the business unit around each key account, utilising all existing resources.
• Be the voice of the VPS team when inputting into country wide plans and programmes and be the vehicle by which communications from other functions are given to the team.
• Contribute to the success of the business unit by role modelling best practice with colleagues, proactively welcoming ideas, sharing successes and enabling the team to do the same across the business.
• Provide guidance and direction to the team 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. 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
• Strong written and verbal communication skills
• Relationship and stakeholder management, interpersonal skills and influencing abilities.
• A focus on planning and strategic goals
• Drive and resilience, demonstrated with a persistent attitude.
• Leadership capabilities; strong communication skills, grows talent, identifies potential, coaches, inspires and enables
• Analytical thinking, makes robust decisions using sound interpretation of data and information.
• Commercially focus, a strong aptitude for business management and financials
• Skills in enabling and motivation. Ability to deliver results through others

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.

Experience

• Experience in a commercial industry.
• Professional experiences gained in industries or sectors outside of Animal & Human Health are welcomed

Travel Requirements

• Regular travel within the UK. Drivers Licence required
• Regular time in field with team

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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