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

Strategic Accounts Executive (Enterprise) The Strategic Accounts Executive (Enterprise) is responsible for driving new business growth and long‑term partnerships with the largest corporate veterinary groups and consolidators. This senior sales leader serves as the executive face of Covetrus to C‑suite stakeholders, building trusted relationships, shaping strategic offers, and negotiating complex, multi‑year agreements that deliver measurable value to both customers and Covetrus.
Executive Engagement & Business Growth 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.
Strategic Leadership 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.
Team Leadership & Operational Alignment 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.
Financial & Analytical Rigor 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.
Communication & Influence 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.
Required Qualifications 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.
Preferred Qualifications MBA or advanced degree in Business, Sales, or related field.
Experience shaping enterprise GTM strategies that blend product‑led and sales‑led growth.
Training in value‑based selling, solution selling, or strategic negotiation frameworks (e.g., Miller Heiman, Challenger).
Work Environment Travel up to 60% for executive client engagements, internal meetings, and industry events.
Pet‑friendly office environment.
Extensive computer use for CRM, analytics, and presentations.
Benefits 401(k) 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
Compensation Salary may vary depending on factors such as confirmed job‑related skills, experience, and location. It is not typical for an individual to be hired at or near the top end of the range for their role. Compensation decisions are dependent upon the facts and circumstances of each case. Sales positions are eligible for a variable incentive. The pay range for this position is as follows: $155,100–$221,500.
Equal Opportunity Employer 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.

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