Director, Corporate Accounts

Vicar Operating, Inc. dba VCA; Town of Texas (WI); Hybrid; USD 154,000 - 193,000; Full time

Benefits offered by this job

Paid Time Off & Holidays

Medical, Dental, Vision

401(k) with company match

Tuition/Continuing Education Reimburse

Pet Care Discounts

Job summary

Antech Diagnostics is seeking a Director, Corporate Accounts to lead strategic account plans across reference labs, imaging services and related products. You will mentor sales teams, develop opportunities with corporate veterinary groups, and shape the strategy and tools to drive growth and retention.

The role requires deep experience in animal health sales, 10+ years, with national account leadership and channel management.

Qualifications

• 10+ years in animal health sales, pharma sales, marketing or biotech.
• 3+ years of sales management with a proven track record.
• 2+ years national account / channel experience.
• University degree in science or management; post-graduate asset.
• Proven ability to network and develop new business relationships.
• Track record with corporate veterinary groups / channel management.
• Strategic thinking, relationship building, negotiations, leadership, and communication.

Responsibilities

• Develop a Strategic Account Development Plan to grow all divisions.
• Network with customers to identify growth opportunities and accelerate share.
• Pursue new business opportunities and support closing efforts.
• Develop opportunities with existing customers and new relationships.
• Monitor market landscape for new business opportunities and challenges.
• Collaborate with field teams to create targeted campaigns and grow market share.
• Coordinate proposals, templates, quality assurance, and document management.
• Represent Antech at industry events and lead a high-performing sales team.

Skills

Strategic thinking

Relationship building

Negotiations

Leadership

Communication

Education

University Degree in Science or Management

Post-graduate degree asset

Job description

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other's growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care. The Target Base Pay Range for this position is $154,000 - $193,000 annually. This position is also eligible for a quarterly sales incentive plan. At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget. This role is field-based with up to 50% travel. Preference for candidates living near a major airport.

Job Purpose/Overview

The Director, Corporate Accounts, uses advanced consultative and strategic sales approach and tactics to grow penetration of Antech Diagnostics to our corporate account customers. The Director will lead and develop sales professionals to develop and execute strategic account plans. This role promotes and delivers targeted solutions in order to retain/renew customers, expand business with existing customers, and win new business. The Director is accountable for creating the strategy and implementation plan for promoting the strategic account business vision. This involves close collaboration interanally and developing appropriate sales support tools and internal standards and templates to ensure consistency of our value proposition in the marketplace and increase successful closing of sales opportunities. The Director must also understand operationally the functionalities of each business unit to expand Antech Diagnostic and Imaging share. The Director is also responsible for generating innovative and ongoing new business opportunities for acceleration of product adoption. This may include understanding business operations and networks, generating leads at industry events and exploring new opportunities with existing clients.

Essential Duties and Responsibilities

To perform this job successfully, an individual must be able to satisfactorily perform each essential function. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Development of a Strategic Account Development Business Plan that supports new business growth objectives for all divisions of Antech Diagnostics (reference lab & in-house diagnostics), Antech Imaging Services, and Sound equipment, including specific sales strategy, objectives, and tactics.
• Ability to network and partner with customers to identify growth opportunities and accelerate share by creation and execution of strategic and marketing initiatives
• Active pursuit of qualified and prioritized new business opportunities with support on closing of new business through reviewing presentations, participation in the sales pitch and providing knowledge transfer
• Develop organic opportunities with existing customers and develop new business relationships with emerging customers.
• Ongoing monitoring of the current market landscape for new business development-related opportunities and challenges.
• Collaborate with Strategic Account Representative(s) and Field Sales teams to identify opportunities, create targeted campaigns to grow market share, and expand new business wins.
• Coordination of proposal process, including document templates, standard text, quality assurance, and document management.
• Management of broad Antech representation at select industry events.
• Build and develop a highly engaged and skilled sales team with a can-do attitude while establishing a strong performance culture.
• Provide coaching, mentorship, and guidance to help team members achieve individual and team goals.
• Ensure regular sharing of best practices across the team to develop talent further and drive targeted outcomes.
• Actively seek customer feedback to improve team skillsets and capabilities.

The Director, Corporate Accounts will also be assigned other duties and tasks as required occasionally.

Work with internal functional teams by attending zone and regional meetings to facilitate the understanding of corporate account opportunities for growth and standardization of offerings by the field team.

We share a collaborative obligation to ensure that we conduct ourselves in the utmost ethical manner and that we hold each other accountable to the values and standards of the organization. Every employee is responsible for asking questions, seeking guidance, and reporting concerns and/or violations of company policy or ethical standards. Antech Diagnostics has several processes in place to communicate with leadership and expects that employees will have a commitment to integrity and uncompromising values.

Education and Experience

• Minimum 10 years experience in animal health sales, pharmaceutical sales, marketing, or biotechnology experience.
• Minimum of 3 years of sales management with a proven track record of success preferred.
• Minimum of 2 years’ national account and/or channel experience
• University Degree in Science or Management, post-graduate degree an asset.
• Proven ability to network and develop new business relationships.
• Proven track record with corporate veterinary practice groups, channel management or equivalent
• Knowledge, Skills and Abilities Strategic Thinking: Ability to assess various approaches to solve customer challenges and adapt to changing contexts.
• Relationship Building: Ability to build and maintain strong customer relationships by understanding and addressing customer needs.
• Negotiations: Expertise in high-level, high-stakes negotiation planning and execution; ability to forge win-win agreements while maintaining long-term, value-driven relationships
• Effective Communication: Effective written, oral, and visual (PPT) communication skills.
• Excellent interpersonal skills.
• Priority-Setting: Ability to organize and prioritize effectively for the team based on business objectives.
• Organizational Agility: Ability to navigate matrixed organizations and cross-functional teams effectively.
• Analytical Capability: Ability to utilize data and understand complex financial models to support deal development.
• Leadership: Demonstrated strength in leadership, coaching and developing others to perform to their fullest potential.
• Travel up to 50% of time

About Antech

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.

Benefits

Benefits Antech offers an industry competitive benefits package and continues to invest in and evolve benefits programs that meet the health, wellness and financial needs of our associates.

Benefits eligiblity is based on employment status.

• Paid Time Off & Holidays
• Medical, Dental, Vision (Multiple Plans Available)
• Basic Life (Company Paid) & Supplemental Life
• Short and Long Term Disability (Company Paid)
• Flexible Spending Accounts/Health Savings Accounts
• Paid Parental Leave
• 401(k) with company match
• Tuition/Continuing Education Reimbursement
• Life Assistance Program
• Pet Care Discounts

Commitment to Equal Employer Opportunities

We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement, please see our Career page at Antech Careers.

Note to Search Firms/Agencies Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.

For over 30 years, Antech Diagnostics has been the hallmark of the veterinary industry providing the highest level of service, accurate results, and state-of-the-art technology. At the heart of Antech is our love for pets.