Sr. Manager, Strategic Account Management

📋 Description

• • As the Sr. Manager, Strategic Account Management at Covetrus, you will be instrumental in shaping and executing the commercial strategy for PSIvet’s preferred partner portfolio, a critical component of our mission to support over 5,500 independent veterinary practices across the United States.
• • This leadership role, reporting to the PSI Leadership Team, is pivotal in driving financial and clinical outcomes for our member practices through robust supplier partnerships.
• • You will be responsible for defining clear partner performance expectations, establishing key performance indicators (KPIs), and leading a structured cadence of commercial reviews to ensure accountability and growth.
• • A core aspect of your role will be to directly oversee and develop the Practice Performance Advisor (PPA) team, empowering them to drive adoption, compliance, share shift, and ultimately, financial growth for both our partners and PSIvet.
• • The PPAs, acting as a specialized overlay team assigned to strategic partners, will rely on your leadership to execute disciplined growth plans and achieve measurable improvements in partner performance.
• • Your strategic vision will ensure that partner performance is not only measurable but also governed effectively, directly aligning with and contributing to the company’s overarching growth objectives.
• • Ultimately, this position demands a leader who can translate strategic intent into clear, accountable, and impactful commercial execution.
• • Strategic Partner Portfolio Leadership:
• • Develop and refine the overarching partnership portfolio strategy, providing insightful leadership and strategic recommendations for partner selection that align seamlessly with PSIvet’s broader business objectives.
• • Collaborate with partners to establish ambitious yet achievable annual growth plans, meticulously aligned with defined commercial targets and revenue goals.
• • Lead the negotiation of commercial agreements, clearly defining performance expectations and mutual commitments with our preferred partners.
• • Proactively identify opportunities for portfolio expansion, uncover potential new partner categories, and address any existing portfolio gaps to maximize value.
• • Cultivate and maintain strong, executive-level relationships with key leadership within our supplier organizations, fostering collaboration and mutual success.
• • Partner Performance Governance & KPI Direction:
• • Define and implement a comprehensive suite of partner performance KPIs, encompassing critical metrics such as revenue and gross profit growth, share shift, compliance improvement, customer incentive and rebate attainment, and program adoption rates.
• • Set clear annual targets and establish rigorous quarterly performance benchmarks for each strategic partner, ensuring a consistent focus on progress.
• • Spearhead structured Quarterly Business Reviews (QBRs), designed to provide a transparent and data-driven assessment of performance against established plans.
• • Analyze dashboard insights and translate complex performance data into actionable, corrective action strategies to address any deviations or opportunities.
• • Collaborate closely with internal analytics and Business Intelligence (BI) teams to ensure that partner dashboards accurately reflect agreed-upon KPIs and commercial priorities, facilitating effective performance tracking.
• • Prepare and present concise commercial performance summaries and strategic recommendations to the President of PSI, ensuring executive visibility and informed decision-making.
• • Partner Financial Planning & Forecasting:
• • Develop accurate, partner-level revenue forecasts that are tightly aligned with annual business plans and strategic objectives.
• • Construct sophisticated financial models to simulate the impact of share shift scenarios, compliance improvements, and other growth opportunities on overall financial performance.
• • Proactively identify potential performance risks and develop robust mitigation strategies to safeguard against negative impacts.
• • Engage in close collaboration with the Finance department to evaluate the financial implications of partnership strategies and co-investments.
• • Leadership of Practice Performance Advisors (PPAs):
• • Provide direct leadership, mentorship, and professional development to the PPA team, fostering a high-performance culture.
• • Establish clear and measurable performance expectations for PPAs, directly tied to partner growth, compliance, and share shift targets.
• • Translate high-level partner annual plans into actionable field execution priorities for the PPA team.
• • Coach and guide PPAs to enhance their consultative skills, enabling them to engage in strategic conversations that align with partner objectives and drive value.
• • Diligently monitor PPA performance, ensuring consistent alignment with overarching partner growth strategies and company goals.
• • Coordinate effectively with Covetrus sales leadership to ensure a unified and aligned approach to field execution and partner engagement.
• • Cross-Functional Commercial Alignment:
• • Act as the primary commercial liaison, bridging communication and strategy between preferred partners, the PPA team, Marketing, and Operations.
• • Provide Marketing with critical insights into partner growth priorities and guidance on value proposition development to ensure effective communication and support.
• • Offer clear KPI direction to the Operations team, ensuring alignment on performance metrics related to partner engagement and outcomes.
• • Actively contribute to strategic planning sessions and long-range commercial strategy discussions, bringing a partner-centric perspective to the forefront.