Business Unit Director - Livestock Australia

Description

Position Summary

Are you ready to lead one of Zoetis’ largest international markets? As Business Unit Director (Livestock), you’ll be at the helm of a complex business unit, driving stretching sales targets and market share growth. You’ll be accountable for delivering results and ensuring our customer offering stands out from the competition. This is your opportunity to shape the future of livestock health in Australia and deliver unrivalled value to our customers.

Key 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
• 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 and equipment 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, portfolio leveraging, distribution, communications, customer segmentation and field force structure
• 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 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 including and supported by a direct sales distribution model. Manage this offer to contain a holistic package of products, equipment, 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 including direct sales distribution, 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 business unit, 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 business unit

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 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 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
• 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 business unit 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 business unit
• 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

Organizational Relationships

Regular interaction with:

• Key Livestock customers
• Senior CVP – ANZ
• Australian Operational Leadership Team
• ANZ Leadership Team
• Livestock Leadership Team
• ANZ Finance, HR, SCL, VMRD, GMS, CoE

Resources Managed

• Accountable for AUD256 million in net sales
• 9 direct reports; leading a BU with 42 colleagues plus 12 indirect reports
• Additional resources: Genetics Lead, Customer Service (Zoetis Direct)

Education & Experience

• Bachelor’s degree in business, veterinary science, or agricultural science (required)
• Master’s degree in business (highly desirable)
• Experience in Animal Health industry and multinational organisations (preferably pharmaceutical)
• Extensive leadership experience in marketing, sales, technical or organisational roles
• Proven financial management and strategic leadership capabilities

Technical Skills

• Results driven, commercial thinker
• Exceptional leadership and communication
• Strong analytical, project, and change management skills
• Customer centricity, effective relationship building, and influencing skills

Physical Requirements

• Hybrid role: Expectation of at least 3 days per week in Rhodes (Sydney) office
• Ability to travel regularly as required

For further details contact Di Cross, HR Lead APACA.

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.

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