Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved patient health and financial outcomes. Headquartered in Portland, Maine, with more than 5,000 employees and more than 100,000 global customers, our passion for the well-being of animals and those who care for them drives us to advance the world of veterinary medicine. In the USA, we bring together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best. Now, our mission is to bring this technology to veterinarians and their clients worldwide.
SUMMARY
The Vice President of Revenue Operations will be a strategic executive leader responsible for optimizing revenue operations across sales, marketing, and customer service teams for our North America business. This position is crucial in achieving seamless unity between our sales and service operations strategy, while also optimizing the value our customers gain from our solutions. In this role, the Vice President of Revenue Operations will work cross-functionally with key stakeholders to build strategies and execution plans that help support new sales and customer retention initiatives. They will lead a diverse team in our pursuit of operational excellence as we continue to scale. A successful candidate is someone with an analytical mind, process savvy, sales & business acumen, and an ability to drive results in a dynamic business environment.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
- Lead a diverse team that supports our North America commercial organization focused on driving
performance management, sales processes, forecasting, pipeline management, commission planning,
quota and territory design, data quality, business system optimization, and key commercial initiatives.
- Develop and execute strategies to enhance sales productivity, efficiency, and effectiveness, aligning with
Covetrus sales objectives in partnership with sales leadership, analytics and finance.
- In partnership with the analytics and finance teams, implements and manages sales performance tools, metrics, reporting and analytics utilizing cutting-edge technology to drive data-driven decision making.
- Develop a clear and sustainable vision for Revenue Operations including enhancement of business tools,
identification of third-party systems that may enhance sales productivity, & identify areas of
opportunity for product innovation.
- Oversee the successful implementation and utilization of Covetrus sales technology tools and systems to streamline processes and enhance team performance and drive change management for the tools and processes.
- Continuously elevate and optimize system capabilities within the expansive and dynamic Salesforce
ecosystem to ensure cutting-edge functionality and performance.
- Influence the organization through priority-setting, talent acquisition and development,
fostering an innovative team culture, extensive cross-functional collaboration, and leading
transformation across the North America enterprise.
- Collaborate closely with product & finance teams to craft and implement inventive go to market
strategies, aiming to optimize gross profit opportunities while cultivating a motivated commercial
organization.
- Identify and assess critical strategic needs, and partner with the commercial finance team to translate them into actionable improvements to achieve financial goals. Focus on durability of operational processes and conduct quantitative and qualitative analyses to deepen our understanding of revenue and growth performance.
- Lead change management initiatives and projects across a matrixed organization (Finance, Product, Sales, HR) to ensure successful implementation and adoption of new processes and/or technologies.
- Collaborate with sales and marketing leadership to optimize and accelerate the sales processes, from
lead generation to deal closure.
- Drive continuity across pivotal transformation initiatives in the North America business.
SUPERVISORY RESPONSIBILITIES
- Oversee and lead a high-performing team responsible for revenue operations, ensuring alignment with organizational goals and objectives.
- Provide strategic guidance and mentorship to foster a culture of collaboration and continuous improvement.
- Develop and implement performance metrics and key performance indicators (KPIs) to measure the effectiveness of revenue operations initiatives.
- Conduct regular performance evaluations, set goals, and identify opportunities for professional development within the team.
- Take a leadership role in recruiting, hiring, and onboarding new talent with the revenue operations team.
- Actively participate in executive-level discussions to contribute insights and recommendations related to revenue strategy, forecasting, and overall business growth.
- Lead change management initiatives to ensure successful implementation and adoption of new processes or technologies.
- Foster a positive and inclusive team culture that aligns w/ the organization’s values and promotes a collaborative and results-driven environment.
QUALIFICATIONS:
EDUCATION AND/OR EXPERIENCE
- Bachelor’s or Masters’ Degree in Business or related discipline.
- 15+ years of expertise, demonstrated leadership in steering business or customer service organizations, with a particular emphasis on overseeing sales and service operations functions.
- Strong negotiation skills with experience executing complex contractual relationships.
- Demonstrated leadership experience, including planning, prioritizing, and implementing business
strategies in line with company objectives.
- Leadership background in guiding and supporting global teams.
- Deep understanding of sales, marketing, and service operations, including various sales methodologies.
- Proven track record of leading change management, excellent communication skills, with the ability to simplify the complex and effectively interface at all levels of the enterprise.
- Passion for leading people, including the ability to work with diverse skill sets; and proven success building, coaching, and developing high performing teams.
- Strong analytical mindset with an innovative approach to solving complex problems.
- Demonstrated success in implementing and optimizing sales, marketing, and customer service processes.
- Experience working with CRM and other sales and customer service tools (Salesforce, SETVI, Tableau,etc)
- Thrives in the face of the unexpected, ambiguity, and change.
- Ability to form solid cross-functional relationships and influence others to drive to a common goal.
- Proficient in challenging the status quo and encouraging our organization to aspire to greater heights.
• Communication: Possess strong communication acumen, skillfully conveying concepts and promoting seamless collaboration across various stakeholders.
• Previous experience in the Veterinary/Healthcare space is required.
CERTIFICATES, LICENSES, REGISTRATIONS
- Six Sigma Certification is desired
COMPETENCIES (SKILLS AND ABILITIES)
- Ability to create a performance-driven culture
- Ability to shape commercial strategies and priorities
- Ability to design organizationally aligned best-practice business solutions.
- Ability to translate business objectives to actionable and measurable strategies.
- Ability to read and interpret complex written documentation.
- Ability to form solid cross-functional relationships and influence others to drive to a common goal.
- Proven ability to build and maintain productive relationships with internal and external partners.
- Must have ability to follow-through to solve problems.
- Ability to work in a fast-paced environment, managing multiple tasks and priorities.
- Ability to influence to achieve positive outcomes.
- Exhibits willingness to accept and incorporate feedback.
- Excellent Communication skills.
- Project and program management skills
- Cross functional leadership
- Competitive analysis
- Data and analytics
- Sales enablement
- Sales force effectiveness
PHYSICAL DEMANDS/WORK ENVIRONMENT
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• 100% Remote
• Extensive computer use.
• Business travel required (up to 25% of time).
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.
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. Sales Positions are eligible for a Variable Incentive
$196,800.00 - $365,600.00
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
• 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.
