As a member of the International Commercial Centre of Excellence (COE), the Sales Excellence Lead will play a strategic role in shaping the future of commercial operations. This position offers the unique opportunity to collaborate with a dynamic leadership team and contribute to the delivery of enterprise growth targets through cutting-edge sales and marketing strategies.
The Sales Excellence Lead will be responsible to provide guidance on how to achieve required levels of Customer Engagement and Customer Experience through field and non-field based Sales activities, to reach the strategic and financial objectives for our key brands and categories in International and to drive customer share of wallet, loyalty and retention along an actively managed sales funnel.
The Sales Excellence Lead will provide guidance and industry leading practices for the identification of customer potential, customer targeting and customer segmentation, the sizing and deployment of field-based and non-field based Sales resources and their alignment, including Field Force, Inside Sales, Merchandizing and digital resources based on required share and quality of voice to support the successful implementation of category strategies and tactics from lead generation and qualification to closing and post-sale follow-up.
The Sales Excellence Lead will provide guidance on Sales Performance Management including Metrics (customer, activity and sales), Sales incentive systems, Sales processes and platforms, and will work closely with markets and other COE functions such as Category Management, Digital Platforms, Market Research, and Learning & Development to drive alignment of Sales Excellence activities with category strategy, to ensure required platform design, development, deployment and usage; validate data availability and quality enabling monitoring of performance; and to ensure design of learning programs addressing the needs of the Sales organization. The Sales Excellence Lead will support in-market change management towards Omnichannel with a dedicated central resource and in collaboration with in-market L&D colleagues.
POSITION RESPONSIBILITIES
* Serve as the International Subject Matter Expert (SME) for Sales Effectiveness.
* Provide strategic guidance and thought leadership to markets to develop and implement robust innovative execution approaches with frameworks, to ensure business success across all areas of Sales Effectiveness (Customer targeting and segmentation, FF capacity and territory design, ISR (Inside Sales Rep) capacity and alignment, performance & change management including metrics, incentive plans, processes and platforms/tools, reporting & analytics).
* The Sales Excellence Lead will provide guidance, frameworks and in close collaboration with Digital Platforms Team, tools to support the management of the sales funnel from lead generation & qualification to closing and post-sale follow-up. Establish customer metrics such as re-order rates, average order value, lifetime value, and - in close collaboration with Global CX – define customer feedback loops, customer satisfaction scores & surveys to enhance understanding and leverage drivers of customer loyalty to reward repeat customers and to encourage referrals.
* Partner with digital platform owners such as CRM (Customer Relationship Management), SPM (Sales Performance Management), NGSE (Next Generation Sales Engine), Pitcher to refine the management and administration of the salesforce applications and add-ons. Provide guidance on requirements for product vision and roadmap to support sales force effectiveness.
* Partner with Insights & Analytics Lead and provide guidance in relation to analysis required to monitor and manage performance of sales force effectiveness from territory level upwards.
* Support markets with consultation and recommendations on implementation and value maximization of salesforce applications such as NGSE and required data and process quality.
* Foster a culture of continuous improvement, championing best practices and embracing change to maintain Zoetis’ position at the forefront of the industry.
* As part of the NGSE community meetings, advise markets on optimizing their processes and Zoetis standard tools usage in line with NGSE requirement.
* Partner with L&D Team and ensure design of learning & coaching programs addressing the needs of the Sales organization based on gaps identified from analysis of performance metrics (customer, activity incl. adoption of processes and platforms, sales funnel management). Support adoption of best practices, tools, and processes with dedicated Change Management Manager.
* Ensure that the organization’s objectives are being achieved and results are delivered.
* Understand and communicate the Zoetis Core Beliefs and hold the organization accountable for demonstrating a One-Zoetis mindset.
* Promote the value of effective relationships across International. Focus on mutual benefit, trust, best practice sharing, creating partnerships and cross functional working.
* Continually ensure the appropriateness and effectiveness of ways of working, internal controls, standards, policies, and procedures. Endorse their ongoing change and improvement with the Vet Engagement team.
ORGANIZATIONAL RELATIONSHIPS
Internal:
* All members of the COE team
* Country General Managers', Business Unit Director’s, and commercial teams, especially CRM, ComOps and In Market FFE Managers
* Other members of the International Operations Center Team
* Global Functions, i.e. CX, DX, GCD and ZTD (Zoetis Tech & Digital) teams
* Ops and Field Force equivalent colleagues based in the US
External:
* Experts in similar areas within and outside the animal health industry
RESOURCES MANAGED
* In-frequent traveling in country and abroad – ~10% of time
EDUCATION AND EXPERIENCE
Level of Education and Qualifications:
* Bachelor’s degree in a relevant field; advanced degrees are a plus.
Professional experience/capabilities:
* Extensive capabilities and 5+ years of proven experience as leader in the field of Sales Force Effectiveness ideally in the Animal Health or LIFE science industry, including above market - strong business acumen – with extensive organisational leadership capabilities gained in highly matrixed organisations.
* Experience leading large scale complex projects.
* Advanced business analytics skills with strong experience in Microsoft programs and general technology trends.
* Experience and knowledge of field force optimization and segmentation tools.
* Ability to understand the competitive environment and translate opportunities into business actions.
* Demonstrated track-record of transformation with a sharp sense of vision that translates into an ability to identify new opportunities.
* Experience in managing relations with a wide diversity of stakeholders including (but not limited to) Commercial leaders, Enabling and global functions, customers and senior corporate executives.
* Excellent communication and interpersonal skills.
* Knowledge of animal health or similarly regulated industries an advantage.
People Management:
* Experience in leading / managing diverse teams in a matrix environment. Ability to assess and coach and motivate teams to exceed performance standards.
Languages:
* Fluency in spoken and written English are a must, mastering other languages is a plus.
Other:
Current passport and valid driving licence.
TECHNICAL SKILLS REQUIREMENTS
Skills & capabilities:
* Outstanding communicator internally and externally.
* Displays AAI behaviours: Agility, Accountability, and Intrapreneurship.
* Proven to produce outstanding results in a matrix’d environment.
* Ability to organise and prioritise multiple projects in a fast-paced, dynamic environment.
* Ability to oversee complex, cross-regional projects that require input from internal and external stakeholders.
* Results oriented and ability to meet tight deadlines.
* Outstanding written and oral communication skills.
* Financial management skills - Operating budget management.
* Ability to interact with and influence senior business leaders with confidence and conviction.
* Effective at managing complexity and scope.
* Strong networking skills, builds successful and effective relationships.
* Customer centricity with a strong service orientation, champions a customer focused environment.
Core Behaviours:
* Our colleagues make the difference.
* Lead with inclusion. Make decisions and take action that brings people along with you.
* Define best practice across and empower others to deliver it.
* Create a culture of belonging and create a great place to work.
Always do the right thing:
* Provide opportunities for all team members, recognize and celebrate achievement and contribution.
* Pursue personal growth and learning. Create an expectation of personal development.
* Do things with conviction and commitment – follow it through.
Customer obsessed
* Lead with customer experience in mind always. Know the levers that take Zoetis from expected to extraordinary.
* Invest in relationships. Champion their value, and help people to understand their nature.
Run it like you own it
* Set a clear direction for your team and enable them to take action. Own the results they achieve.
* 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.
* 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.
PHYSICAL POSITION REQUIREMENTS
The role is Dublin office based and the successful candidate will be required to be office based 2/3 days a week. Zoetis supports a hybrid work environment.
Legal statement as below
This job advert 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.
Visa status re must be eligible to work and live in Ireland as below
Colleague must be legally eligible to live and work in Ireland.
Summary of our Benefits
In addition, to being part the world leading animal health company focused on the needs of those who raise and care for animals we offer a range of benefits such as competitive salary, bonus, 25.5 days holiday per annum plus public holidays, a defined contributory pension plan, private medical insurance for you and your family and empowered flexible working, to name a few.
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