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Covetrus · 21 hours ago

Sr. Director, Strategic Accounts - New Business Development, Enterprise

Chicago, IL

Full-time

Hybrid

Director/Executive

$155K/yr - $222K/yr

12+ years exp

Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners. The Strategic Accounts Executive (Enterprise) is responsible for driving new business growth and long-term partnerships with the largest corporate veterinary groups, engaging with C-suite stakeholders to negotiate complex agreements and influence corporate strategy.

Health CareSoftwareSupply Chain ManagementVeterinary

Responsibilities

Serve as the primary executive-level relationship owner for the largest veterinary consolidators and corporate groups

Develop and deliver compelling enterprise business cases that align Covetrus solutions to customer growth, efficiency, and financial objectives

Lead negotiations for multi-year, multimillion-dollar contracts involving complex stakeholder groups (legal, finance, supply chain, operations)

Push organizational innovation by advocating for the right offers, bundled solutions, and deal structures that differentiate Covetrus in the market

Conduct quarterly executive business reviews (QBRs) with client leadership to assess value delivered and identify expansion opportunities

Define and execute long-term account strategies that expand share of wallet across distribution, technology, and pharmacy/compounding solutions

Monitor competitive dynamics, market trends, and customer economics to adjust strategies proactively

Partner with Marketing, Product, and Category Management to influence solution design and GTM priorities based on enterprise customer needs

Direct and mentor a team of Strategic Account Managers responsible for daily account operations, procurement engagement, and regional execution

Set performance expectations, KPIs, and development plans for direct reports, ensuring alignment with enterprise-level objectives

Provide executive sponsorship and escalation support to resolve issues, ensure contract compliance, and maintain customer satisfaction

Build ROI models, pricing strategies, and financial forecasts to support enterprise-level deals

Partner with Finance and Commercial Operations to ensure accuracy in forecasting, profitability analysis, and performance tracking

Maintain strong CRM hygiene and pipeline management discipline to drive forecast predictability

Distill complex solutions into clear, compelling executive narratives

Influence both internal leadership and external C-suite stakeholders to drive consensus in sensitive, high-stakes negotiations

Represent Covetrus at industry events, conferences, and customer forums as a thought leader

Qualification

Enterprise sales experienceC-suite engagementNegotiating multimillion-dollar agreementsFinancial acumenVeterinary industry knowledgeCRM proficiencySolution sellingStrategic negotiationTeam leadershipCommunication skills

Required

12+ years of enterprise sales, strategic account management, or business development experience, with a strong track record of C-suite engagement and large, complex deal execution

Deep understanding of veterinary or healthcare industries, including distribution, technology platforms (PIMS), pharmacy/compounding, and consolidator dynamics

Demonstrated success negotiating multimillion-dollar agreements across multiple stakeholders

Experience leading direct reports and influencing large cross-functional teams

Strong financial acumen with P&L ownership, ROI modeling, and enterprise forecasting experience

Exceptional executive presence, communication, and storytelling ability

Advanced CRM proficiency (Salesforce.com preferred) and familiarity with modern sales methodologies