Sr. Manager Business Operations, Inside and digital sales

Senior Manager, Inside and Digital Sales Business Operations

Primary Responsibilities

The Sr. Manager Business Operations, Inside and digital salesreports to the Head of Petcare Business Operations and is a key member of the IDS Leadership Team. This role is pivotal in driving strategic initiatives and operational excellence within the Petcare Inside and Digital Sales (IDS) team. The Senior Manager will lead efforts in sales incentives, automation, enablement, analytics, budget management, and cross-functional alignment. They will serve as a primary liaison between sales, marketing, and senior leaders, ensuring cohesive execution of strategies and maximizing the impact of the IDS team. The role will also take a leadership role in aligning the IDS team with current NGSE execution of activities (Marketing Engine and Advanced Call Planning) and future capability development.

IDS and Marketing Liaison:

• Ensure all functions are focused on how to leverage the full power of the IDS team including scope and breadth of team and technologies (NGSE).
• Ensure collaboration across business units with sales, marketing, and operations.
• Ensure that the CRM platform and materials exceeds needs of the both the sales force and the customer. Partner with marketing to develop and track initiatives utilizing CRM software. Maximize CRM system to create feedback loop to sales force when alternate channels are used to reach customer base, creating more targeted sales process. Formalize, build and execute a 'smart' CRM system that enables data to drive selling priorities within specific accounts.
• Lead collaboration with marketing to create critical new tools to support selling process. CRM Pop Up notifications - prioritizing & scheduling along with partnering and developing new follow up templates/event planning and ensure execution & consistent use across all teams.
• Coordinate strategic and tactical communications to IDS and the Field Force.
• Lead coordination of cross species strategic and tactics leveraging data and insights derived from collaboration with marketing and BU support.

IDS and Zoetis HQ Enabling Operations Liaison:

• Business & Financial Analytics - Preparing the IDS LT & IDSR with analytics focused squarely on the critical few for success to make decisions to exceed market growth rates.
• Plays a key role in developing, evolution and tracking key performance indicators (Connected calls, Talk Time, Dual/single Aligned ROI, Coverage Models, Reach and Frequency) by building and continue to update business analytics platforms for IDS use, ensuring they remain up to date, relevant and are consistently used across all areas to execute against primary business opportunities.
• Engage in the development of the Zoetis Technology stack to ensure that the IDS team is maximizing current tools and technologies and is aware of and exploring new tools and technologies to maintain a market leader position.
• Collaborates with Learning and Development Colleagues to build, maintain and evolve a new hire program that assures all new hires can achieve effective performance in new position in the time frame established for the role.
• Partner with Learning and Development to evolve existing curriculum to stay at the fore front of both field based and virtual solution selling skills as well as incorporate ongoing training on to best use existing and future technologies to engage with customers.

IDS Team Operations Support:

• Sales incentive support that ensures incentives designed to maximize focus on the critical few and deliver clarity in achievement against related goals and objectives.
• Provide oversight and actively manage the sales phasing by region and quota development for the sales force.
• Responsible for the annual and LE forecasts for department operational expenses.
• Assist IDS LT in effective planning to optimize deployment of current and future strategies to meet the Petcare and Zoetis strategic plan.
• Ensure IDS department is properly investing in, utilizing and properly allocating resources that will enable meeting the demands of the current business objectives.
• Actively Participate / Lead Strategic Petcare Projects as required.

Cross business unit collaboration and capability liaison:

• Engage each business unit throughout the organization to share capabilities, current ways of working, and abilities to support and enable the business.
• Assist Director, Inside and Digital Sales in staying current with opportunities and challenges across species and business unit to foster partnership.
• Lead and share the strategic mission and vision with BU leadership to build talent bench.

Qualifications (i.e., preferred education, experience, attributes)

Required Experience and Skills

• Consistently proven track record in previous roles including managing talent, executing designated initiatives, and creatively finding opportunities or solving problems to drive sales performance.
• Extensive knowledge of Zoetis products and the animal health industry or ability to learn quickly.
• Ability to work in a cross-functional team-based environment, align with and influence internal and external stakeholders, and build / manage relationships at all levels of an organization.
• Adept at working in highly fluid, complex, and ever-changing environments.
• Drives strategy from insight and analytics to tactical execution and measures the results.
• Project / process management Exceptional verbal, written, presentation, interpersonal, and communication skills.
• Ability to exercise good judgment and make thoughtful / fair decisions based on relevant information.
• Proficient computer skills (MS Office, Outlook, PP, and ability to learn Zoetis systems)
• Headquarters and cross-functional experience a plus (e.g., product marketing, new product marketing, business development).
• Ability to interact with and influence Senior Management, peers, and other functions.
• Strong analytical thinking, problem solving skills, business acumen and attention to detail.

Minimum Qualifications

• Undergraduate degree (BS/BA).
• 7+ years proven record of accomplishments including successful sales management and strategy execution experience.
• Animal Health experience and knowledge of companion animal veterinary medicine preferred.

The position needs to be in our HQ office once a month at a minimum either Malvern, PA or Parsippany, NJ and the remaining time the colleague can be remote.

Travel of at least 20% and some weekend work / travel are a requirement of the position.

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search.