Business Unit Director Companion Animals France

Description

Role belonging to International Operations / EME Region / France Commercial organization / France Leadership Team reporting to France General Manager.

Job Purpose :The Business Unit Director (BU Director) for Companion Animals (CA) is tasked with running a complex business unit capable of achieving stretching sales targets and market share growth for Small Animals & Diagnostic. The BU Director CA is fully accountable for delivering results. In his/her division, he/she plans for and manages the development of the marketing, technical and sales resources – including services and consultancy – necessary for sustained business results. The BU Director is also a member of the Market France Leadership Team and contributes to the forging of the overall France business strategy. He/she drives the achievement of the team’s strategic goals and the countries financial objectives. In pursuit of ‘One Zoetis’, this role undertakes much collaboration outside the region, through Europe and globally. He/she is a leader of leaders and is a role model of outstanding leadership behaviors and the Zoetis values. He/she builds a high collaborative and performing team.

Core Responsibilities :

Business Results :

• Deliver agreed operating plan and budget.
• Ensure sales revenue, margin, operating expenses, and profit exceed targets.
• Develop the Operating 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 and report regularly on budget forecast.
• 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 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.
• 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 EME strategies. Work beyond the Region 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 Program 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 maximize their commercial potential.
• 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 European and Global colleagues on the process and provision for international customers and ensure delivery of this in the business unit.

Leadership & People Development :

• Provide to direct reports, a specific and clear direction for the strategy, objectives, policies, practices, and expectations within the business unit.
• Foster an entrepreneurial mindset, build a safe environment for your direct reports to test, learn and deploy
• Lead team through periods of change that will drive process enhancements and deliver improved results. Through action and empowerment, 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 talent.
• 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 member’s 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.
• Partner with Human Resources (HR) partner to understand and comply with HR requirements.

Culture and Engagement :

• Develop and energize highly competent and motivated workforce at all levels to deliver on business results. Promote a high-performing culture and an environment of engaged colleagues that delivers business results.
• Cultivate an environment that drives colleague engagement and brings out the best in everyone.
• Understand and communicate the Zoetis Core Beliefs (Values) at all levels of the organization and hold the organization accountable for demonstrating a One-Zoetis mindset.

Key Skills :

• Business acumen & entrepreneurial spirit: constantly strives to achieve results, client focus, strong insight for business performance
• Strategic, analytical and synthetic skills to make decisions and implement
• Exceptional leadership capabilities: strong communication skills, grows talent, identifies potential, inspires and enables
• A commercial thinker with strong marketing, business, and financial acumen
• Customer centricity with a strong service orientation, champions a customer focused environment
• An analytical thinker, methodical and insightful at problem solving
• Effective at managing complexity and scope
• Influencing skills
• Strong networking skills, builds successful and effective relationships

Behaviours :

Our colleagues make the difference

• Lead with inclusion.
• Make decisions and take action that brings people along with you
• Define best practice and empower others to deliver it

Always do the right thing

• Provide opportunities to all in the business who work for it.
• Recognize and celebrate achievement and contribution
• Pursue personal growth and learning.
• Do things with conviction and commitment – follow it through

Customer obsessed

• Promote the importance of an accounts long term value
• Invest in relationships. Champion their value, and help people to understand their nature
• Define the customer experience throughout the team. Know the levers that take Zoetis from expected to extraordinary

Run it like you own it

• Set a clear direction for team and enable them to take action. Own the results they achieve
• Recognize the cultural drivers that exist in the Team and shape them through example and influence
• Assess when to step back and when to step in – trust in the skills and abilities of your team. Coach and support them often

We are one Zoetis

• Promote a culture of open and direct communication – build trust through transparency and honesty
• Find commonalities that unify people across the Region. Bring people together often to learn, plan, act, celebrate and look forward
• Make clear the bigger picture. Instil in people a sense of belonging to the global business and help them to know their role in it

Training & Qualifications :

• Post Graduate Diploma in Science or Business Administration
• Fluency in spoken and written French and English
• IT literate. Able to use standard business software and communication tools
• Current passport and valid driving license

Experience :

• 10+ years’ experience in, or demonstrated knowledge of the Animal Health, Human Health or Agricultural industry:
  • Financial management experience - P&L and operating budget management
  • Experience in a strategic role and in a senior leadership role and in a customer centric industry:
    • Salesforces & KOLs solid management skills
    • Ability to navigate within international matrix organizations and fast evolving environment
  • Proven to produce outstanding financial results as a leader of teams at least 5 years in full P&L accountability
  • Experience leading a business through significant change:
    • organizational transformations (new business, reorganization, layoff, …)
    • Track record in business units turnarounds in complex environments
• Assets for the role are:
  • Knowledge of French social legislation
  • Good knowledge of the animal health market and its players Distribution / Central purchasing and professional organizations (SIMV, SNVEL, CSOV, ENV, AFVAC etc...) or In-depth knowledge of the agri-food/veterinary environment and/or markets and its particularities according to the BU's target species

The position is based in Chatillon, France (3 days per week in office) and requires regular travel within the country and occasionally foreign travel in Europe.

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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