Senior Vice President, Commercialization, MWI Animal Health
Job RequirementsEXPERIENCE AND EDUCATIONAL REQUIREMENTS:
Requires broad training and experience in fields such as business administration, sales, or similar vocations generally obtained through completion of a four-year bachelor's degree program, advance degree preferred; normally requires a minimum of 10+ years related and progressively responsible experience in multi-level sales/client management to include c-suite clients, with an emphasis on the ability to develop productive and successful sales people and account managers. Negotiation experience and evidence of ability in strategic thinking and execution are also required.
MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:
**Strong experience and background in sales management, sales planning, business development, and goal setting, successful strategic and consultative selling techniques, and related information
**Proven success in customer-focused environment with experience from the initiation of deals to close and execution
**Ability to interpret data and develop successful strategies to meet financial targets/goals
**Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace
**Excellent interpersonal and partnership skills; ability to build and maintain cooperative business relationships, internally and externally
**Strong negotiation and influencing skills
**Proven track record in developing talent, with an emphasis on sales and account management roles
**A suitable candidate will also be highly technologically adept and possess an understanding of software systems for internal as well as customer facing use, practice management systems, distribution systems and networks and ad tools and platforms.
**Ability to communicate effectively, both orally and in writing, for the purpose of preparing and executing plans, leading discussions and meetings internally and with clients
**Travel required 75%
Job DescriptionUnder general direction of the business President, the Senior Vice President, Commercialization role is responsible for leading all sales and sales enablement activities for AmerisourceBergen Animal Health. Headquartered in Boise, ID, AmerisourceBergen Animal Health is the leader in providing distribution services in the companion and production animal spaces. The Senior Vice President, Commercialization will provide strategic direction for the overall sales programs, including development and execution of business development plans and budgets for securing new customers and expanding opportunities with current customer base, driving revenue growth while maintaining competitive gross margins.
The Senior Vice President, Commercialization is responsible for strategic business relationships and contract management between AmerisourceBergen Animal Health and customers in all business segments, sales channels, and services. The position will drive the business commercialization process across the organizational resources specific to each business segment to identify opportunities, ensure solution creation to meet these needs, expand utilization of our services, and assist the operations team in relationship management, customer communication and issue resolution in ensuring development and continuation of excellent customer relations.
PRIMARY DUTIES AND RESPONSIBILITIES
**Establishes the strategic direction and development of initiatives that are consistent with the business' overall strategy. Ensures execution of strategies across business segments and channels for new business development and maintenance of key relationships with customers.
**Calibrates across segments and channels for prospective customers, prioritize opportunities, and aid the team in applying resources and efforts to maximize results.
**Business Plan Development Responsible for the development and execution of a business plan which delivers revenue and operating income growth while effectively addressing the unique needs of the marketplace.
**Establishes and executes a business plan which is fully aligned to AmerisourceBergen Animal Health business strategy and that incorporates the complex marketplace and business trends. Develops and executes a 3 year / 1 year strategic growth plan
**Collaborates extensively with leadership team to develop optimal profitability across all business segments/channels. Advises on sales strategies, forecasting, and general management issues in order to align the business's efforts, avoid conflict of interests, and enable the achievement of the business's overall goals and targets. Coordinates regularly with key operational leaders to ensure all aspects of the customer experience are communicated, aligned, transparent and consistent with the strategic growth plan. Collaborates with the financial department in development of the company's annual sales budget.
**Responsible for establishing team structure, identifying and attracting top talent, and developing and motivating team members while capitalizing on the strengths of each individual. May require engaging with appropriate personnel to identify and win new opportunities. Ensures efficient and effective execution of responsibilities within the sales department while also preparing successor candidates.
**Develops and maintains strong relationships with key personnel within the business's market, representing the business at industry events and conferences, developing long term relationships with key customers, prospects and key strategic partners; particularly C-suite executive decision makers. Develops and guides Strategic Accounts team in relationship development with critical decision makers and influencers.
**Regularly monitors and analyzes industry news related to key accounts, competitors, and regulatory activities and requirements, assesses the impact to our strategic growth plan and appropriately communicates opportunities, challenges and course-corrections. Identifies opportunities for added services or revenue streams.
**Provides business analyses, performance analyses, and competitive analyses, tracking and reviewing actual sales results, weighing them against the set targets and business KPIs in order to determine the effectiveness of sales initiatives, driving changes in strategy and solutions as necessary. Ensures the communication of the results of the analyses in reports, presentations and proactively makes recommendations to key stakeholders.
**Responsible for the overall sales process including all sales support functions. Ensures the sales support efforts engage with the leaders of his business segments to develop the demonstration / presentation strategy for their customers/segment, emphasizing their relevance as identified in our strategic plan. Ensures leaders develop and produce effective, custom sales presentations and proposals. Drives the organization in the use of customized market research intelligence and collaborates with Marketing team in the effective use of prioritized marketing content and messaging requirements.
**Cross-functional and requires the individual to have both technical and business background, the ability to demonstrate strong executive presence skills with manufacturers and C-suites' key decision makers; and requires understanding the interrelationship between groups and the ability to influence and work across functional boundaries.
**Tracks financial performance within and across business segments and channels with an emphasis on real vs. anticipated revenue and executes a strategy to ensure the profitability of new business.
**Performs related duties as assigned.
$100,000 or more
Minimum Years Experience:
11 to 15
75 to 100%
# of Openings:
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