US Operations Inside Sales Associate Director
Zoetis is a global animal health company dedicated to supporting customers and their businesses in ever better ways. Building on 60 years of experience, we deliver quality medicines and vaccines, complemented by diagnostic products and genetic tests and supported by a range of services. We are working every day to better understand and address the real-world challenges faced by those who raise and care for animals in ways they find truly relevant.Our name, Zoetis (z-EH-tis), has its root in zo, familiar in words such as zoo and zoology and derived from zoetic, meaning “pertaining to life.” It signals our company”s dedication to supporting the veterinarians and livestock producers everywhere who raise and care for the farm and companion animals on which we all depend.Zoetis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status.We are seeking a high energy, experienced inside sales call center sales leader for INSIDE SALES ASSOCIATE DIRECTOR US (IS AD). Primary responsibilities include leadership and development of IS Managers, utilizing solution coaching, and business and analytical acumen to execute overall strategies to maximize performance to lead the IS expansion and transformation. Leading the team through a rapid growth and transformation to take on new responsibilities, new culture, expand to a team of ~65 colleagues and responsible for a diverse portfolio of business imperatives. The IS AD will lead the desired culture and model Zoetis Core Beliefs within the team and company. This position will be on the Sales Leadership Team and require moderate travel throughout the year to HQ (Parsippany NJ) and also to regional and nationals sales meetings.
Primary Responsibilities:Leading People * Create the desired team culture * Daily best practice & goal celebrations, visible analytics/metrics, constant best practice huddles, weekly technical luncheons.creating an Engaging High Energy environment) * Lead and develop (~4 managers) all colleagues accordingly based on position and skill level. Work closely with the Inside Sales management team to discuss and evaluate opportunities to improve performance. * Coordinate with HQ teams to capitalize on current market opportunities within the ~5 teams (Major Accounts, Shelters, Companion Animal, Parasiticide Strike Force & Mixed Species) * Consistently demonstrate Solution Coaching capabilities * Direct the business activities and efforts of the Inside Sales Managers and Representative(s) to meet objectives set forth by management. *
Development and execution of diverse business plans to meet different imperatives for different functional teams * Analytical Expertise – demonstration of ability to review call center metrics to identify challenges / opportunities and celebrate successes * Selling and Product knowledge expertise * Attract, develop, evaluate, differentiate, and retain top talent through recruiting / hiring, ongoing coaching, proactive / effective use of both colleague development tools and performance management, and GPM performance ratings. * Spend 50% of available time on MGR sales-coaching to help the team meet performance objectives by strengthening their core capabilities and professional development
Sales Performance * Meet or exceed sales objectives (quota) both overall and for key growth products via development and coaching of the sales manager”s & team within targeted accounts * Successfully lead the launch of new products / services
* Demonstrate success in other key sales metrics such as call volume, phone skills, talk time and conversion rates by managing analytical insights reports. * Assist with the development and execution of plans necessary to improve team performance including sales skills, time management, training, forecasting, product knowledge and closing business. * Oversees daily performance/activity reports and reporting trends. Make recommendations as needed on changes to reports, tactics and current strategy. Leading the Business * Develop annual strategic business plans including demographics, economics, performance, potential, actionable items, tracking and reporting for the colleagues individually and the team overall.
* Work with Sales Leadership Team and HQ to develop strategies, identify best practices and recommend improvements to processes. Coordination and resource allocation of marketing efforts * Handling various administrative and reporting documents. * Attending and participating in new product launches and regional sales meetings. * Performing special projects and other duties as assigned and directed by the Director and/or headquarters management. ORGANIZATIONAL RELATIONSHIPSAbility 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.EDUCATION AND EXPERIENCE
* Undergraduate degree (BS/BA) required. MBA degree a plus. * Experienced in successfully leading an inside sales call center * 2+ years inside sales experience preferred * Success in previous roles including people leadership and creatively finding opportunities or solving problems to drive sales performance. * Documented success in managing change while maintaining performance * Excellent communication, interpersonal, business management and computer skills * 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 demeanor 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 general knowledge of veterinary medicine and prior selling experience in B2B direct sales. * Exhibit willingness to accept and incorporate feedback TECHNICAL SKILLS REQUIREMENTS * Verbal, written, presentation, interpersonal, and communication skills. * Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information * Computer skills (MS Office, Outlook, and ability to learn Zoetis systems) PHYSICAL POSITION REQUIREMENTS This description indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities or responsibilities required of the incumbent. Incumbent may be asked to perform other duties as required. Additional position specific requirements/responsibilities are contained in approved training curricula.