• Job Description

  Req#: JR00014142

  The Zoetis Commercial Team Benelux is currently looking for a Business Unit Director – Companion Animals.

  The Business Unit Director (BU Director) leads a complex business unit capable of achieving stretching sales targets and market share growth. The BU Director is fully accountable for delivering results.

  In his/her division, he/she plans for and manages the development of the marketing, technical and sales resources – including services and consultancy – necessary for sustained business results.

  He/she is a leader of leaders and is a role model of outstanding leadership behaviours and the Zoetis values. He/she builds a high collaborative and performing team.

  In pursuit of ‘One Zoetis’, this role undertakes much collaboration outside the region, through Europe and globally. The BU Director is also a member of the Benelux Leadership Team and contributes to the forging of the overall Benelux business strategy. He/she drives the achievement of the team’s strategic goals and the countries financial objectives.

  Core Responsibilities

  .

  Financial Management

  • Deliver agreed operating plan and budget. Ensure sales revenue, margin, operating expenses and profit exceed targets
  • Develop the Op plans for the business unit annually
  • Leverage all revenue streams, long and short term; assets, technology, services, pricing, consultancy, solutions and process enhancement
  • Ensure the financial control of the business unit and maintain financial integrity in all areas
  • Produce accurate financial and volume forecasting
  • Manage the Business Unit budget with tight control to avoid overspends. Report regularly on budget forecast
  • Use the discretionary budget amount in responsible, value driven and innovative ways. Conduct ROI analysis both pre and post spend
  • Conduct regular assessment of payroll cost vs. ROI. Lead structural changes to affect ROI when necessary

  Planning

  • Maintain a constant view of market conditions. Anticipate fluctuation. Make calculated judgements to harness the commercial potential from changing market conditions at business unit level
  • Formulate creative and insightful strategic plans alongside stakeholders, that are based on comprehensive knowledge of customers and markets.
  • Continually assess customer growth opportunities with regular account profiling. Find opportunities for additional needs and possible segmentation
  • Use business analytics to monitor and measure brand performance; in-line brand market share, equity, positioning and drivers within the business unit
  • Implement wider company strategies within the business unit that relate to in-line product positioning, pricing, packaging improvements, distribution, communications, customer segmentation and field force structure
  • Translate the strategy into tactical delivery for the business unit. Effectively allocate and align resources to enable delivery of the strategy
  • Identify all possible business alliances, acquisitions, licensing opportunities, joint ventures and co-promotions, and sustain his/her development
  • Contribute to the development of pan-European strategies. Work beyond the region to develop and embed these

  Customer proposition

  • Drive the delivery of a customer centric offer. Manage this offer to contain a holistic package of products, services and consultancy. Ensure the evolution of the customer proposition in line with customer needs and the market direction
  • Deliver ongoing refinement of the Commercial Policy, Customer Loyalty Programme and the value-added services catalogue, and align these schemes with other new business services
  • Deliver innovative services to the customer that align with business goals and marketing plans and maximise their commercial potential
  • Manage strategic pricing policies that align with commercial goals, internal pricing plans and deliver value to the customer
  • Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy and Global Vet Policy and other codes of practice and corporate policies
  • Collaborate with European and Global colleagues on the process and provision for international customers and ensure delivery of this in the business unit

  People Development

  • Provide to your direct reports, a specific and clear direction for the strategy, objectives, policies, practices and expectations within the business unit
  • Foster an entrepreneurial mindset, build a safe environment for your direct reports to test, learn and deploy
  • Lead your team through periods of change that will drive process enhancements and deliver improved results. Through action, create an environment of innovation and entrepreneurialism
  • Drive the achievement of excellent individual results by using formal people processes; performance management, training & development and talent & succession planning
  • Attract, grow and keep the best people from all diversities
  • Develop rigorous and robust processes for the pipelining of talent
  • Use coaching as a tool to grow your managers in ability and achievement. Embed a feedback ad coaching culture in the business unit
  • Ensure people in the business unit are managed using the expectations set out in our company vision, mission, values, behaviours and policies
  • Have in place a thriving culture of reward and recognition in the business unit. Enable individual results and accomplishments to facilitate a team member’s progress in the company
  • Ensure solution selling, field force effectiveness, marketing and technical excellence are part of the DNA in your team
  • Embed effective cross functional working groups throughout the business that enable idea sharing, relationship building and the development of support networks

  Relationships

  • Create channels for the sharing of feedback, information and process improvements. Actively give and ask feedback at all levels
  • Develop a broad network of contacts – opinion leaders, key influencers, industry consultants, industrial bodies – and maintain long term relationships with them
  • Lead a business unit that creates mutually beneficial relationships and knows the importance of win:win:win
  • Work in partnership with Zoetis teams outside the region. Nurture these relationships and use them as a stream to share best practice
  • Utilise the resources of the regional and global teams in providing knowledge, best practice, training and greater oversight to the business unit

  Key Skills

  • Results driven
  • Resilient to change
  • Adept at project and change management
  • A commercial thinker with strong marketing, business and financial acumen
  • Good leadership capabilities; strong communication skills, grows talent, identifies potential, coaches, inspires and enables
  • Customer centric with a strong service orientation, champions a customer focused environment
  • An analytical thinker, methodical and insightful at problem solving and decision making
  • Effective at managing complexity and scope
  • Influencing skills
  • Strong networking skills, builds successful and effective relationships

  Training and Qualifications

  • Master’s degree or equivalent experience is required
  • IT literate. Able to use standard business software and communication tools
  • Proficient in spoken and written English
  • Knowledge of Dutch and/or French is a strong plus

  Experience

  • Experience or demonstrated knowledge of the Animal Health industry is a strong asset
  • Experience in international organisation with fast evolving environment
  • Extensive marketing, sales, technical or organisational leadership experience
  • Financial management experience - P&L and operating budget management
  • Experience in a strategic role and in a senior leadership role
  • Experience leading a business through significant change

  Travel Requirements

  • Regular travel within the Benelux region
  • Occasional foreign travel

  Full time

• About the company

  Zoetis Inc. is the world's largest producer of medicine and vaccinations for pets and livestock.

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