Director, Corporate Accounts - MVH

Antech; United States; Remote; USD 155,000 - 193,000; Full time

Benefits offered by this job

Quarterly Sales Incentive Plan

Job summary

Antech Diagnostics is seeking a Director, Corporate Accounts - MVH to lead strategic account plans and expand MVH business across Antech Diagnostics, Imaging Services and Sound equipment. The role will build and coach a high-performing sales team and align with MVH leadership to execute growth initiatives.

The position requires up to 50% travel, field-based anywhere in the United States, and offers a base salary with a quarterly incentive plan.

Qualifications

• 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
• Strong preference for experience with MVH leadership and hospitals
• 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

Responsibilities

• Develop a Strategic Account Development Business Plan to grow multiple divisions of Antech Diagnostics, Antech Imaging Services, and Sound equipment.
• Partner with MVH leadership to identify growth opportunities and accelerate share through strategic initiatives
• Pursue qualified new business opportunities and support closing through presentations and knowledge transfer
• Liaise with senior leaders to align MVH operations and set strategic goals
• Develop organic opportunities with existing customers and build relationships with new clients
• Monitor market landscape for new business opportunities and challenges
• Collaborate with Strategic Account Reps and Field Sales to grow market share and win new business
• Coordinate proposal process, templates, quality assurance and document management

Skills

Strategic Thinking

Relationship Building

Negotiations

Effective Communication

Priority-Setting

Organizational Agility

Analytical Capability

Leadership

Education

University Degree in Science or Management

Post-graduate degree asset

Tools

MVH leadership

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 MarsScience & Diagnostics, a family-owned company focused on veterinary care.

This role can be field-based anywhere in the U.S. and requires travel up to 50%. Candidates living near Antech Hub offices (Loveland, Colorado, Fountain Valley, California or New York City), near MVH headquarter offices (Los Angeles, Portland, and Tampa metro areas), or near major U.S. airports, will be given preferred consideration.

The National hiring base salary range for this position is $155,000-$193,050. This position also offers a quarterly Sales Incentive Plan.

At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget.

Job Purpose/Overview

The Director, Corporate Accounts - MVH, uses advanced consultative and strategic sales approach and tactics to grow penetration of Antech Diagnostics to Mars Veterinary Health customers. The Director will lead and develop sales professionals to develop and execute strategic account plans for MVH customers. This role promotes and delivers targeted solutions in order to retain/renew MVH customers, expand business with existing MVH customers, and win new MVH business. The Director is accountable for creating the strategy and implementation plan for promoting the strategic account business vision. This involves close collaboration with the Sales and Specialty Groups 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 MVH service areas and 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

• 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 MVH leadership 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

• Liaising with superior to make decisions for MVH operational activities and set strategic goals

• 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 -MVH 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

• Strong preference for experience with MVH leadership and hospitals

• 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

Will there be notable travel in this position? Yes, 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

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.