Pet Professionals Director

Mars, Incorporated and its Affiliates; Mumbai; On-site; INR 4,500,000 - 7,000,000; Full time

Job summary

Mars, Incorporated and its Affiliates in India seeks a Pet Professional Director to act as a strategic influencer, shaping demand strategy and driving veterinary/pro channels, reporting to the India General Manager. This role is a critical feeder to Global/Regional Pillar Heads and to the India General Manager.

You will lead cross-functional teams, own the Sick Pet portfolio strategies, and drive growth by aligning with regional and global pillars while collaborating with Pet Specialty,

Responsibilities

• Act as primary business owner for vet & pro channels, defining growth strategy of customer engagement & portfolio activation.
• Oversee performance analysis of both pillars.
• Lead Sick Pet portfolio, strategic decisions on where to play & how to win.
• Own pricing strategy for the portfolio, ensuring competitive & premium positioning.
• Champion campaigns to drive vet clinic traffic & vet recommendations.
• Define sales org to drive channel & portfolio coverage in India; aim for 90% vet clinic coverage.
• Create training programs & sales aids to improve coverage and productivity.
• Lead thought leadership programs to grow the category in India.
• Collaborate with regional/global teams to accelerate future growth & development.

Job description

The Pet Professional Director for India acts as a strategic influencer and provides thought leadership in brining Royal Canin’s recommendation model to life. This role is core to demand function, partnering closely with Pet Specialty Retail team, Corporate Affairs team and Marketing team to device demand strategy & deliver cohesive performance. This role is also part of India market leadership team reporting to India General Manager. This is a critical feeder role to Global / Regional Pillar Head roles and to India General Manager role.

Strategic Leadership

• Act as the primary business owner for vet & pro channels , defining the growth strategy of customer engagement & portfolio activation & overseeing the performance analysis of both pillars.
• Participate & influence in key innovation & strategy forums in India with x-functional & regional teams.

Portfolio Activation

• Lead Sick Pet portfolio, strategic decision on where to play & how to win.
• Full ownership of our sick pet flywheel diagnostics & activation strategy, which serves our long term OGSM strategy.
• Deploy the sick pet winning equation.
• Recommend acceleration cases to the region to drive incremental growth opportunities.
• Define NPL strategy to fill white spaces in recommendation opportunities. Ensure deployment, & monitoring of NPL objectives of reach, awareness, recommendation & rate of sales.
• Own the pricing strategy for the portfolio, ensuring we are competitive & perceived as the super-premium health expert brand.
• Champion the “Vet Medicalization/ Sick Pet” Campaign to drive vet clinic traffic & vet recommendation of RC vdiet.

Sales Excellence

• Define the sales org required to drive channel & portfolio coverage in India. The objective is to cross 90% coverage of the vet clinic universe.
• Create training programs & sales aids to ensure desired coverage & volume efficiency & productivity targets of FTE is met.
• Own the sales force efficiency agenda, maximizing coverage, sales effectiveness & NTO/ FTE for pet professional channels.

Vet Ecosystem Growth & Vet Upskilling

• As the vet landscape in India is undergoing rapid transformation, you will lead the “thought leadership” programs, designed to lead the Category growth.
• Work closely with vet associations & progressive accounts to upskill vets & also to design & deploy programs which elevate the major pain points of the vets.
• Work closely with Vet Universities , under the MOT program, to create a steady supply of “high quality clinic ready” vet students to fuel the vet clinic expansion in India.
• Work closely with the Health Affairs & Sci com teams to conduct prevalence-based trainings & leverage KOL vets to upskill junior Indian vets.

Foster X-functional collaboration

• Serve as the bridge with the regional & global teams, to bring in global insights & best practices to accelerate the future growth & development of the Pilars.
• Work closely with the S&F team to ensure profitable growth in both Pilars, ensuring vdiet continues as a high Mac contributing portfolio & the pro range is Mac positive.
• Collaborate with the COE team to ensure Vet digital advocacy fosters the health beliefs of pet parents & to drive medicalization levels in India.
• Work closely with Pet Specialty & Corporate Affairs team to drive sales execution & education agenda.

Leadership Team

• Part of the Leadership Team of the Country. Role model leadership behaviors in HPC, Mars 5 principles & RC Values (Team before Individual) beyond the scope of individual function, and engage all stakeholders local, regional, global & external to drive better collaboration - Build Psychology Safety in team & always show up line of one.