Strategic Account Executive

Wilmington, DE, United States

Covetrus

Strategic Account Executive

This is a remote position that can be located anywhere within the U.S.

Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We’re bringing together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best. Our passion for the well-being of animals and those who care for them drives us to advance the world of veterinary medicine. Covetrus is headquartered in Portland, Maine, with more than 5,500 employees, serving over 100,000 customers around the globe.

SUMMARY:

The Strategic Account Executive reports to a Director of Strategic Accounts and is responsible for managing relationships with a defined group of corporate accounts. This role will work to identify opportunities to maximize efficiency, develop as growth roadmap and drive sales results of their assigned accounts. The role works with C-Suite executives to deliver value and build All-In Covetrus customers. Internally this role works with key Covetrus stakeholders such as marketing, finance/pricing, DC operations, IT, legal, product, analytics, and the larger strategic accounts org to ensure Covetrus delivers value across products, services, and operations. A successful candidate should demonstrate executive presence, communication skills, an understanding of sales techniques, and the ability to navigate complex customers and organizations. The SAE also services as a critical feedback source for market dynamics and pain points for innovation of new solutions.

DUTIES AND RESPONSIBILITIES:

Responsible for cultivating and maintaining relationships with corporate c-suite and VP level customer account base to uncover opportunities, share valuable insights, and grow share of wallet.

Attain knowledge of client segments and buying cycles, business goals and objectives, biggest challenges and identify opportunities to align our Covetrus solutions to solve the decision-makers’ unmet needs and develops understanding to enhance partnerships.

Partners with Pricing, Director of Strategic Partnerships and VP of Strategic accounts to negotiate contracts with customers in order to drive profitability and create a competitive advantage.

Work with customers to set agreed upon strategic direction that meet their business goals and then create a formal account plan and quarterback resources needed internally to execute against. Performs quarterly business reviews that provide KPIs on value and deliverables.

Acts as the quarterback internally to pull appropriate subject matter experts into customer discussion to sell new lines of business, drive performance, and guide the service teams to quickly resolve issues.

Aligns with Internal and External field Regional Directors and Account Managers on corporate accounts to inform, identify opportunities, and drive pull through corporate initiatives and growth across all lines of business.

Accountable to manage customer P&L across each client to meet or exceed targets, with emphasis on profit, revenue and growth.

Responsible for staying informed of market dynamics, opportunities, and risks within the corporate accounts market, including conference attendance or other industry events.

REQUIRED QUALIFICATIONS:

Education

Minimum of a bachelor’s degree (or equivalent combination of education and experience)

Work Experience

Bachelors Degree and 10 years of business-to-business sales experience

Oversight and leadership of large accounts with responsibility for complex customers: experience includes (one or more)interaction with GPO’s, Corporate Consolidators, and large key accounts

Experience working in B2B Healthcare Services (potentially experience within Animal Health, specifically)

Demonstrated experience reviewing and creating contracts, RFP’s, proposals, business plans, and business reviews

Excellent track record in sales and marketing

Cross-functional experience working with Legal, Finance, Tech Services, Sales, Marketing, Contract Management and Product management teams is required

Excellent communication and organizational skills required

Ability to travel up to 50% or more of the time.

Competency Skills

Strategic Mindset with demonstrated ability to anticipate and take advantage of marketplace opportunities and evolutions

Excellent communication, written, and organizational skills required, specifically into the C-suite

Ability to understand and assimilate product knowledge and technical materials related to sales and show up well in front of large, complex customers

Demonstrated success in motivating, influencing, and aligning cross functional teams

Self-motivation and goal-orientation, requiring little day-to-day supervision.

Proficient at PowerPoint, Excel, Word, Salesforce CRM, etc.

Travel

Regular travel required (estimated 50+% travel)

Salary may vary depending on factors such as confirmed job-related skills, experience, and location.

However, the pay range for this position is as follows.

$104,300.00 - $193,700.00

We offer the following benefits for you to take advantage of while you are here provided you meet the eligibility requirements under each governing program:

401k savings & company match

Paid time off

Paid holidays

Maternity leave

Parental leave

Military leave

Other leaves of absence

Health, dental, and vision benefits

Health savings accounts

Flexible spending accounts

Life & disability benefits

Identity theft protection

Pet insurance

Sales Positions are eligible for a Variable Incentive

Certain positions may include eligibility for a short term incentive plan

Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

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