[Hiring] Director, Corporate Accounts @Antech Diagnostics

Role Description

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 internally 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.

• 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.
• 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.

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.
• 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.

Requirements

• 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.

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 eligibility 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.