Senior Commercial Lead, Corporate and Specialty

Location: US REMOTE

SeniorCommercial Lead, Corporate and Specialty

We areseekinga highly capable individualleaderforSeniorCommercial Lead, Corporate and SpecialtyTeam. TheLeader of Enterprise-Wide Accounts in the veterinary industryis responsible foroverseeing and expanding strategic relationships with the organization's largest veterinary health networks, corporate veterinary groups, and key industry partners. This leader ensures client needs are met with innovative solutions, drives cross-functional collaboration-including finance, net revenue management, legal, medical, and field sales teams-and delivers exceptional value to veterinary enterprise clients. The role sets the vision, develops account strategies, and guides a team to achieve revenue, retention, and satisfaction goals across all assigned veterinary enterprise accounts.

Description of Opportunity:

Zoetis Petcare is one of the largest businesses within Zoetis' worldwide operations. We focus on maximizing the value of our broad veterinary solutions and diagnostics portfolio by building and sustaining relevant partnerships with veterinarians and pet owners. Based on our business model and operatingenvironmentwe bring more than just medicines, services, andexpertiseto the marketplace - we deploy a range of targeted activities to support our solutions offerings in meeting the needs of our customers. These activities include a large direct sales field force, strategic account team that helps veterinarians better run and grow their business, aligned veterinary operations team providing technical support directly to customers, a dedicated Corporate and Specialty team, and novel offerings that differentiate us from competitors.

This position relies on an individual capable of operating in a highly matrixed internal and external environment withdemonstratedskills in managing corporate accounts with complex operating structures. The position reports to the Head ofCorporate and Specialty.

Duties and Responsibilities:

Strategic Leadership:

• Develop and execute account strategies tailored to the unique needs of corporate veterinary clients.
• Drive visionary leadership for the enterprise account team, fostering a culture of collaboration, innovation, and continuous improvement.

Revenue Growth & Retention:

• Proactivelyidentifyand pursue opportunities to expand business within existing accounts, including upselling veterinary products, services, and educational offerings.
• Monitor account health, address risks, and ensure exceptional client retention and satisfaction.
• Maximize Zoetisrevenues against strategic contracts and agreements.
• Meetsales objectivesboth overalland forkey growth products via demand generation within aligned corporate customers.
• Successfully implement and executejoint partnershipprograms to exceed contractual goals in conjunction withPetcare sales and medical team.
• Successfully launch new products and service offerings.

Client Relationship Management:

• Serve as the executive sponsor for key veterinary enterprise clients, building trusted advisor relationships with veterinaryC-Suitexecutives,senior operations, medical, and industry stakeholders.
• Ensure proactive engagement and communication toanticipateclient needs and deliver customized solutionsto drive revenue.

Cross-Functional Leadership:

• Champion collaboration with finance, net revenue management, legal,marketing,medical, and field sales teams to deliver seamless, innovative solutions for enterprise clients.

Enterprise Account Plan Execution:

• Work closely withregional, marketing,medical and field sales teams to implement and execute enterprise account plans, ensuring alignment of clinical and commercial strategies formaximumclient impact.

Performance Management:

• Set clear performance targets, track progress, and report on key metrics (e.g., revenue growth, client satisfaction, account profitability) specific to the veterinarycorporate enterprise accounts.
• Utilize our Customer Relationship Management system toidentifyand work against account growth opportunities.
• Lead from the front with innovative programs to drive revenue and share.
• Provide quarterly operations direction for the Corporate and Specialty salesteam.
• Participate in quarterly business reviews withinternal and external stakeholdersand routinely adjust the strategies, tactics, and investments based on changing needs to maximize account performance.
• Demonstrate excellent project management and financial/analytical skills.
• Develop andutilizetracking tools to ensure ROI on investments.
• Ensureaccuraterevenue forecasts.

Required Skills & Qualifications:

Education & Experience:

• Bachelor's degree in business, Veterinary Science, Animal Health, or related field (Master's or DVM/VMD preferred).
• 8+ years of experience in enterprise account management, with at least 3 years in a leadership role within the veterinary, animal health, or healthcare sectors.

Veterinary Industry Knowledge:

• Deep understanding of veterinary practice operations, industry trends, and challenges faced by enterprise veterinary clients.
• Familiarity with veterinary products, services, and technology solutions (e.g., practice management software, diagnostics, pharmaceuticals).

Strategic Thinking:

• Proven ability to develop and implement long-term account strategies in the veterinary market.
• Strong business acumen and understanding of veterinary client environments.

Relationship Building:

• Exceptional interpersonal and communication skills; able to influence and negotiate with veterinary executives andsenior stakeholders responsible formajor contracts.
• Demonstratedtrack recordof building andmaintainingsenior client relationships in the veterinary industry.

Cross-Functional Leadership:

• Champion collaboration with finance, net revenue management, legal, medical, and field sales teams to deliver seamless, innovative solutions for enterprise clients.
• Ability to interpret financial models, contracts, compliance requirements, and medical insights as they relate to enterprise accounts.

Analytical Skills:

• Ability to analyze account performance,identifytrends, and make data-driven decisions.
• Experience with CRM and analytics tools (e.g.,Salesforce, Tableau) relevant to the veterinary sector.

Leadership & Team Development:

• Experience leading, motivating, and developing high-performing teams.
• Skilled in conflict resolution, change management, and driving accountability.

Results Orientation:

• Demonstrated success in achieving revenue, retention, and satisfaction targets.
• Strong project management and organizational skills.

Preferred Competencies:

• Executive presence and credibility within the veterinary industry.
• Consultative selling and solution development for veterinary clients.
• Financial modeling and contract negotiation forcorporateveterinary purchasing.
• Experience with global/multinational veterinary accounts.
• Change management andtransformationleadership in clinical or operational settings.
• Understanding ofcompliance and legal frameworks in the veterinary sector.
• Collaborative leadership with medical and field sales teams.

Travel Required:Ability and willingness to travel overnight60% of the time to include some weekends.

This role is pivotal in driving organizational growth and veterinary client success through impactful leadership, cross-functional collaboration, and execution of innovative enterprise strategies.

• Demonstratedsuccess leading cross-functional teams in complex, matrixed environments.
• Proven ability to execute enterprise account strategies by partnering with medical, sales, finance, and legal stakeholders.
• Advanced project management and analytical skills, with experience in tracking ROI and forecasting revenue.

The US base salary range for this full-time position is $128,880 - $209,300. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the base pay target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

In addition to compensation, Zoetis offers a comprehensive benefits package that supports the physical, emotional and financial wellbeing of our colleagues and their families includinghealthcare and insurance benefits beginning on day one, a 401K plan with a match and profit-sharing contribution from Zoetis, and 4 weeks of vacation.

Visit zoetisbenefits.com to learn more.

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.

Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.