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.

　　If you are a current associate, you need to apply through our internal career site. Please log into Workday and click on the Career worklet on the landing page or search for Find Jobs.

　　Job Purpose/Overview

　　Antech is seeking a highly driven and experienced Sales leader for our Corporate Accounts team. As the VP of Corporate Accounts, you will lead and develop a national team of veterinary sales professionals to develop and execute strategic account plans to ensure the achievement of national and territory sales targets.

　　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.

　　Sales Strategy Development:

　　Maintain and refresh comprehensive sales strategy/plans to achieve revenue and growth targets for the Corporate Accounts team.

　　Effectively communicate and cascade business plans and targets to the team for execution and ensure clear prioritization of initiatives to drive across key accounts.

　　Develop and leverage internal tools and reports and use data-driven insights to make informed decisions and identify account growth opportunities.

　　Conduct regular business reviews with the team and senior leadership to adapt strategies, tactics, and investment needs.

　　Stay attuned to the evolving industry landscape to shift strategy/plans as needed.

　　Tailor, deploy and reinforce proven C-level selling rubric (i.e., Challenger, Miller-Heiman Strategic Selling, SPIN)

　　Understanding of SFDC and implementation of C-level account planning/selling strategies within software platforms

　　Sales Leadership & Client Relationship Management:

　　Lead the National Accounts team in the implementation and execution of commercial sales strategies, campaigns, and programs that will grow and sustain both Antech and customer growth goals.

　　Monitor sales performance, pipeline, and critical metrics to ensure targets are met.

　　Increase National Accounts customer base and identify new business opportunities.

　　Build and sustain effective relationships with major corporate customers. Maintain and grow relevance with key decision makers (CEO, CFO, CMO, etc.)

　　Attend key meetings with corporate customers to identify key customer needs and create pull-through opportunities for the field at the local level.

　　Continuously assess and refine sales processes to enhance efficiency and effectiveness.

　　Cross-Functional Partnership :

　　Partner with internal teams to communicate sales strategy and jointly develop and implement programs to drive key account growth.

　　Develop and strengthen collaborative relationships with various functions, including Sales Enablement, Operations, Marketing, Finance, Service, and Support to ensure seamless customer experience.

　　Develop tools in collaboration with the Marketing and Finance teams to identify growth opportunities further.

　　Collaborate with pricing, contracting, and compliance teams to streamline current SOPs, including the acquisition, contract termination, and review processes.

　　Talent Development:

　　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.

　　Manage team training needs (e.g., product training, targeted skills development, etc.)

　　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.

　　Understanding of Customer Business Models

　　Possess a comprehensive understanding of client business operations, including industry-specific challenges and opportunities, to tailor strategic sales approaches effectively.

　　Understand customer ecosystems and adjacencies and the players in each – i.e., in-line veterinary distribution, retail pharmacy, pet nutrition, and medical equipment.

　　Demonstrate expertise in reading and interpreting profit and loss (P&L) statements to identify financial trends and leverage points that influence customer decision-making.

　　Gain a thorough understanding of the customer’s internal incentive mechanisms and decision-making processes to align sales strategies with customer motivations.

　　Stay abreast of market trends and competitor strategies to refine our sales approach and maintain a competitive edge continuously.

　　Education and Experience

　　Required qualifications:

　　Bachelor’s degree from an accredited college/university (Animal Health, Biological Sciences, Lab Sciences, or Business-related ideal); MBA preferred.

　　7-10+ years of experience in a managerial sales role

　　7+ years of customer-facing / customer-management experience

　　Experience in C-level selling and large-asset selling processes.

　　Preferred qualifications:

　　Prior sales experience in a service industry, preferably in Animal Healthcare, Human Healthcare, Pharmaceutical Sales, or Capital Equipment sales.

　　Veterinary industry and/or knowledge of diagnostic services experience.

　　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.

　　Travel

　　This role is field-based and requires up to 50% travel.

　　We are a rapidly growing, stable company with excellent advancement opportunity. We offer a great benefits package and associate pet health benefits too! If you are passionate about animal healthcare, are motivated by making a difference we want to hear from you!

　　We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement please see our career page at Antech Careers (https://www.antechdiagnostics.com/about/careers/)