Director, Field Sales Northeast

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

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The Director, Field Sales Northeast, provides sales expertise, operational insight and managerial focus with direct reports while exceeding revenue plans and improved return on investment strategies within a complex marketplace and with a broad span of control. This role the Northeast Zone for Antech Field Sales.

Essential Duties and Responsibilities

• Executing designated Zone / National programs to achieve established revenue generation objectives

• Managing the reporting, tracking and forecasting of revenue performance vs. goals for Zone

• Linking individual performance goals for direct reports to Zone / Antech Diagnostics business strategies

• Developing a clinic coverage plan which profitably optimizes resources to grow revenue and share

• Conducting regularly-scheduled work-withs in-field with Region Management Team a minimum of 3 times per month

• Provide a strategic basis for development of Regions by:

• Inspire and lead teams to develop comprehensive regional business plans to achieve goals

• Hire, train, develop, and evaluate direct reports, and inspire them to do the same for their teams

• Execute and manage against SOP’s and in accordance with the Mars’ Five Principles

• Maximize spending efficiencies

• Develop/ Analyze spending effectiveness thru various reports available

• Maintain business relationships with key Clients in each Region

• Regional business plan development

• Budget control, tracking and reporting (T&E, Operating, Salary, Marketing)

• Revenue tracking, reporting, and forecasting

• Communicates key information to VP of Sales & Marketing, Product, Marketing, Operations, Customer Service, Transportation, and PSV Team to enable:

• Solid client-based input to Regional and Zone programs

• Ongoing competitive input on programs, new items, pricing, etc.

• Methods or ideas to improve profitability, sales or costs and service

• Direct responsibility for hiring, training, development and supervision of direct reports in Region

• Conducting annual performance reviews, succession planning, disciplinary actions

• Facilitate communication between VP of Sales & Marketing, Product, Marketing, Operations, Customer Service, Transportation, PSV Team and Regional Sales team.

• Monitor, Update ongoing maintenance of CRM.

• Responsible for delivering regional revenues and maintenance of discount percentages plan based on personal and direct reports’ goals.

• Direct supervision of 8 Regional Managers and responsibility for the personnel reporting to these managers.

• Responsible for executing Veterinary strategies as designed by Antech Diagnostics within the marketplace.

• Responsible for delivering Regional expense plans and staying within Marketing, T&E, Salary, and Operating budgets.

• Maintain strong working relationships with Regional Business Managers, Diagnostic Sales Managers, Sales, Marketing, and act as a liaison between Corporate Accounts and Field Sales to resolve issues.

• Support promotional development and the evaluation of promotion spending as needed.

• Complete project work and other duties as assigned by VP, Sales and Marketing.

Education and Experience

• Bachelor’s Degree in Business Administration/Animal Science or related field

• 5-7 years of sales and/or demand generation experience required, with preference for veterinary or human healthcare experience

• 2-5 years leadership experience of first line managers

• 2 or more years of experience with CRM software is preferred. 

• Exceptional communication skills, both written and verbal, and an ability to work cross-functionally with creative, technical, and other teams 

• Proven leadership experience in sales and/or demand generation

• Strong interpersonal, organizational, negotiation and problem solving skills

• Track record of implementing successful sales and customer retention strategies

• Experience building and leading high-performing commercial teams

• Strong analytical skills with the ability to translate data into actionable insights

• Excellent cross-functional collaboration and communication abilities

• Problem solving skills – Demonstrates a strong ability to identify, analyze and solve problems. Unusually decisive in handling difficult problems. Translates problems into practical solutions.

• Communication skills – Ability to consensus build with senior stakeholders and communicate across an organization effectively. Reads, writes, and speaks fluent English, using appropriate grammar, style, and vocabulary.  Correctly, spells commonly used English words and job specific terms.   Demonstrates exceptionally strong written and verbal communication skills.

• Organizational ability – Demonstrates a systematic approach in carrying out assignments.  Is very orderly and excels at cutting through confusion and turning chaos into order. 

• Ability to manage multiple conflicting priorities

• Proven ability to work effectively with clients and management is required

• Strong working knowledge and experience with CRM, etc.

• Strong attention to detail and accuracy

• Proficiency with Microsoft Office Products including Word, Excel, and PowerPoint

Travel Required

• Extensive travel required throughout respective zone, including weekends (up to 70% travel)

About Antech

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.

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.

• All Full-time associates are eligible for the following benefits and more:

• 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

We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement, please see our Career page at Antech Careers.

Note to Search Firms/Agencies

Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.