Diagnostics Business Unit Director -

Internal colleague has been identified

Location: Leatherhead
Job Type: Diagnostics Business Unit Director

Job Purpose

The Diagnostics BU Head is responsible and accountable for running the diagnostics business unit and achieving the sales, performance and market share growth targets set.

In their division, 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 BU Head 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 Europe and globally. The BU Head is also a member of the UK Leadership Team and contributes to the forging of the overall UK business strategy. They drive the achievement of the team’s strategic goals and the country’s financial objectives. They are a leader of leaders and are a role model of outstanding leadership behaviours and the Zoetis values.

Responsible for a team with varied roles including Diagnostic Sales Specialists, Account Managers, Marketing and Medical, the BU Head ensures a population of engaged and effective people working together to achieve the business unit’s objectives to exceed our customers’ expectations and deliver on the business’s performance expectations.

Core Responsibilities

Financial Management

• Develop the Operating Plan for the business unit annually

• Deliver agreed operating plan and budget. Ensure sales revenue, margin, operating expenses, and profit exceed targets

• 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

• 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

Strategy and 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

• 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-European strategies. Work beyond the Cluster to develop and embed these

• Plan frequent field visits. 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 within the 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 use across team 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

• Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver consequent growth

• Deliver strategic messages and marketing programmes to the field force that fit into the context of the Solution Selling model

• Work closely with Commercial Operations to deliver area and individual KPIs and improve performance

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 rigorous 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

• 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

Relationships

• Work in 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 account, utilising all existing resources

• 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

• Work closely with Commercial Operations to deliver an appropriate and timely flow of information

• Provide guidance and direction to sales representatives 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

Supply & Logistics

• Work closely with Supply chain & forecasting to ensure sufficient supplies within the UK

• Lead on the financial & volume forecasting

• Identify and recommend improvements to the UK supply & distribution

Key Skills, Experience and Qualifications

• Diagnostic experience required

• Uses analytics and insights to enhance decision-making and tactical execution across area

• Advanced skills in sales and negotiation

• Exceptionally commercially minded, a strong aptitude for business management and financials

• An enabler and motivator of people, ability to deliver results through others

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

• Customer centricity with a strong service orientation

• Exceptional relationship management, interpersonal skills and influencing abilities

• Analytical thinker, makes robust decisions using sound interpretation of data and information

• Effective stakeholder management

• Success in previous roles including people leadership and creatively finding opportunities or solving problems to drive sales performance

• Exemplifies what it means to be a change agent, continuous learner, and pushing self / others beyond dominant logic

• Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization

• Adept at working in highly fluid, complex, and ever-changing environments

• Uses analytics and insights to enhance decision-making and tactical execution across area

• Follow-through and attention to detail

• Ability to manage assigned expense budgets

• Customer focused professional demeanour and presentation style

• Highly focused and results oriented, able to identify goals and priorities and resolve issues in initial stages

• Demonstrated ability to work independently and in a close team environment, self-starter

• Animal Health experience and knowledge of small animal veterinary medicine preferred

• Bachelor’s Degree qualification required, preferably in relevant field; veterinary, science, business administration or sales

• Current passport and valid driving licence is required