General Manager - New Zealand

Job Purpose

The New Zealand General Manager (New Zealand GM) is tasked with running a complex market capable of achieving stretching sales targets and market share growth. The New Zealand GM is fully accountable for delivering results.

In their market, 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 New Zealand GM ensures the successful provision of this unrivalled value to the customer.

In pursuit of ‘One Zoetis’, this role undertakes much collaboration outside the cluster, through ANZ and globally. The New Zealand GM is also a member of the Cluster Leadership Team and contributes to the forging of the overall ANZ business strategy. They drive the achievement of the teams strategic goals and the countries financial objectives. They are a leader of leaders and are a role model of outstanding leadership behaviours and the Zoetis values.

Responsible for a large team with varied roles, the New Zealand GM ensures a population of engaged and effective people work together to achieve the markets objectives.

Core 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 market annually

- Leverage all revenue streams, long and short term; assets, technology, services, pricing, consultancy, solutions and process enhancement

- Ensure the financial control of the market and maintain financial integrity in all areas

- Produce accurate financial and volume forecasting

- Manage the Market 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 market 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 market level

- Formulate 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 market

- Implement wider company strategies within your market that relate to in-line product positioning, pricing, packaging improvements, distribution, communications, customer segmentation and field force structure

- Focus the market on plans that deliver sustained commercial success

- Translate the strategy into tactical delivery for the market. Effectively allocate and align resources to enable delivery of the strategy

- Identify all possible business alliances, acquisitions, licensing opportunities, joint ventures and co-promotions, and sustain their development

- Contribute to the development of pan-ANZ strategies. Work beyond the Cluster to develop and embed these

Customer proposition

- Drive the delivery of a customer centric offer. Manage this offer to contain a holistic package of products, services and consultancy. Ensure the evolution of the customer proposition in line with customer needs and the market direction

- Deliver ongoing refinement of the Commercial Policy, Customer Loyalty Programme and the Value Added Services catalogue, and align these schemes with other New Business services

- Deliver innovative services to the customer that align with business goals and marketing plans and maximise their commercial potential

- Manage strategic pricing policies that align with commercial goals, internal pricing plans and deliver value to the customer

- Instil a strong customer focus throughout the market, in all team members, regardless of role or technical expertise

- Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy and Global Vet Policy and other codes of practice and corporate policies

- Collaborate with ANZ and Global colleagues on the process and provision for international customers and ensure delivery of this in the market

People Development

- Provide to your direct reports, a specific and clear direction for the strategy, objectives, policies, practices and expectations within the market

- 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 keep the best people

- Develop rigourous and robust processes for the pipelining of talent

- Use coaching as a tool to grow your managers in ability and achievement. Embed a coaching culture in the market

- Ensure people in the market 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 market. Enable individual results and accomplishments to facilitate a team members progress in the company

- Ensure solution selling and field force effectiveness are part of the DNA in your team

- 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 market that creates mutually beneficial relationships and knows the importance of win:win:win

- Work in partnership with Zoetis teams outside the Cluster. 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 market

- Maintain close ties to the Commercial Development & Lifecycle Innovation community within Zoetis to draw on their wider knowledge and maximise the value of the product portfolio

Key Skills

- Results driven

- Adept at project and change management

- A commercial thinker with strong marketing, business and financial acumen

- Exceptional leadership capabilities; strong communication skills, grows talent, identifies potential, coaches, inspires and enables

- Customer centricity with a strong service orientation, champions a customer focused environment

- An analytical thinker, methodical and insightful at problem solving and decision making

- Effective at managing complexity and scope

- Influencing skills

- Strong networking skills, builds successful and effective relationships

Behaviours

Our Colleagues make the difference

- Be inclusive. Take people along with you.

- Show people what best practice looks like and empower others to deliver it

- Dedicate yourself to developing people in ability and behaviour

Always do the right thing

- Be an ambassador for the things we stand for as a business

- Provide opportunities to all in the business who work for it

- Pursue growth and learning

Customer obsessed

- Champion a customer-focused environment by maintaining a deep and practical understanding of customer needs

- Challenge yourself to consider how the work of the team contributes to achieving our Vision

Run it like you own it

- Take well thought through, calculated risks. Balance the investment of resources, the risk, and the potential gain

- Be an enabler of action. Allow people to do more and discuss less

- Make bold decisions to enhance the distinctiveness and reputation of Zoetis

We are one Zoetis

- Lead and encourage the exchange of opinion, discussion, debate and collaboration, in the market, the Cluster and internationally

- Listen to your team and act on what you hear. Promote a culture of open communication and honest feedback

- Unify people in success and failure. Bring people together to celebrate, commiserate, and look forward

- Be visible, be available and be generous – with time, support and praise

Training & Qualifications

- Bachelor’s degree is required

- Current passport and valid driving licence

- IT literate. Able to use standard business software and communication tools

- Proficient in spoken and written English

Experience

- Experience in, or demonstrated knowledge of the Animal Health industry,

- Experience in international organisation with fast evolving environment

- Extensive marketing, sales, technical or organisational leadership experience

- Financial management experience - P&L and operating budget management

- Experience in a strategic role and in a senior leadership role

- Experience in a customer centric industry

- Proven to produce outstanding financial results as a leader of teams

- Experience leading a business through significant change

Travel Requirement

- Regular travel within the country

- Occasional foreign travel