Senior Commercial Lead, Corporate and Specialty
$128,880–$209,300 year
RemoteUnited States
Job Summary
Develop and execute account strategies for enterprise veterinary clients, driving revenue growth, retention, and satisfaction across corporate and specialty networks. Serve as the executive sponsor for key veterinary C-Suit executives, building trusted advisor relationships while championing cross-functional collaboration with finance, legal, medical, and field sales teams to deliver customized solutions. Lead the enterprise account team to achieve strategic goals through quarterly operations direction, performance management, and the implementation of joint partnership programs and new product launches. Proactively identify upselling opportunities, manage account health risks, and utilize CRM analytics to forecast revenue and maximize ROI on investments. Travel overnight 60% of the time to include some weekends. This role reports to the Head of Corporate and Specialty within Zoetis Petcare, a global animal health leader focused on maximizing value for veterinarians and pet owners.
Required Qualifications
- Bachelor's degree in business, Veterinary Science, Animal Health, or related field
- 8+ years of experience in enterprise account management
- At least 3 years in a leadership role within the veterinary, animal health, or healthcare sectors
- Deep understanding of veterinary practice operations, industry trends, and challenges faced by enterprise veterinary clients
- Familiarity with veterinary products, services, and technology solutions (e.g., practice management software, diagnostics, pharmaceuticals)
- Proven ability to develop and implement long-term account strategies in the veterinary market
- Strong business acumen and understanding of veterinary client environments
- Exceptional interpersonal and communication skills; able to influence and negotiate with veterinary executives and senior stakeholders responsible for major contracts
- Demonstrated track record of building and maintaining senior client relationships in the veterinary industry
- Ability to interpret financial models, contracts, compliance requirements, and medical insights as they relate to enterprise accounts
- Ability to analyze account performance, identify trends, and make data-driven decisions
- Experience with CRM and analytics tools (e.g., Salesforce, Tableau) relevant to the veterinary sector
- Experience leading, motivating, and developing high-performing teams
- Skilled in conflict resolution, change management, and driving accountability
- Demonstrated success in achieving revenue, retention, and satisfaction targets
- Strong project management and organizational skills
- Ability and willingness to travel overnight 60% of the time to include some weekends
- Possess or obtain authorization to work in the US for Zoetis
Desired Qualifications
- Master's or DVM/VMD
- Executive presence and credibility within the veterinary industry
- Consultative selling and solution development for veterinary clients
- Financial modeling and contract negotiation for corporate veterinary purchasing
- Experience with global/multinational veterinary accounts
- Change management and transformation leadership in clinical or operational settings
- Understanding of compliance and legal frameworks in the veterinary sector
- Collaborative leadership with medical and field sales teams
- Advanced project management and analytical skills, with experience in tracking ROI and forecasting revenue
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