Role Description
Sales Performance
- Meet overall objectives for sales and key growth products through driving the team for demand generation within targeted accounts and territories.
- Successfully drive new product launches, service offerings and ensure execution by team members.
- Demonstrate success in key sales metrics such as growth rates, market share, key brand performance indicators and key field work performance indicators.
Leading People
- Lead colleagues in the team to meet their business objectives successfully and consistently.
- Attract, develop, evaluate, differentiate, and retain talent through recruiting / hiring, ongoing coaching, proactive / effective use of both colleague development tools and performance management.
- Spend 75% of available time with direct reports for field coaching to help them meet performance objectives by developing their core capabilities.
- Execute initiatives aligned to CA Business Unit's expectations of enhancing capabilities for solution selling, business planning / resource allocation, technical knowledge, territory management and teamwork.
- Lead direct reports to develop and execute territory business planning / resource allocation, regional strategies, tactics, metrics, and objectives aligned to CA BU.
- Effective verbal and written communication with internal colleagues and external stakeholders.
- Provide clear leadership, direction, and communication on a day-to-day basis.
- Work with all Zoetis colleagues in a professional manner to ensure they consistently meet expectations around integrity/compliance, work-ethic, role/responsibility, conduct/attire, effective communication/informing, all administrative responsibilities, and overall teamwork.
- Ensure that the team adheres to Zoetis culture, ethics, and compliance policies always.
Leading the Business
- Develop a regional plan with a focus on the business priorities and resource allocation / utilization; and then conduct monthly business reviews and revise on an ongoing basis.
- Work with other district managers to develop and share best practices across region.
- Work with technical/medical team to create and execute a focused and prioritized plan for therapy area and KOL development.
- Work closely with all distribution partners to drive sales and distribution results across your entire district.
Professional Development
- Successfully complete Individual Development Plan
- Exhibit willingness to accept and incorporate feedback.
Required Experience and Skills
- Success in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
- Gets more out of individuals, teams, and assigned geography (revenue) than others believe is possible.
- 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.
- Drives strategy and insight from analytics to tactical execution and measures the results.
- Project / process management and attention to detail.
- Financial analysis skills including the ability to manage expenses and budgets.
- Good verbal, written, presentation, interpersonal, and communication skills.
- Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information.
- Computer skills: Working knowledge of MS Office, MS Excel, MS PowerPoint, Outlook, and ability to learn Zoetis systems.
Minimum Qualifications
- Graduate degree (Science preferred). A master's degree in management will be an added advantage.
- 10+ years of related experience including sales management and people management.
- Companion Animal market experience will be preferred.
Location - Bengaluru
Organizational Relationships
- The position requires the ability to call on veterinarians, dealers, and the supporting influencers.
- The position also requires the ability to work with internal colleagues effectively as a team - TO, PMT, Vet Ops colleagues.
Technical Skills Requirements
- In-depth product and disease knowledge
- Excellent written and oral communication skills.
- Proficiency in PowerPoint, Excel, and Word applications
Physical Position Requirements
- The position will require a valid driving license (4-wheeler)
- Willingness to drive to customer locations across defined geography.
- Ability and willingness to travel overnight, including some weekends in case of events and exigencies.
Key Skills Requirements
- Strong people management skills to drive performance and culture.
- Advanced market knowledge and ability to forecast and device mitigation plans, if needed.
- Strong communication skills can translate technical information in clear and concise ways.
- Customer centricity with a strong service orientation
- Exceptional relationship management, interpersonal skills and influencing abilities.
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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