Job Purpose/Overview

Answer why this job is in the organization; Why this job exists (2 or 3 sentences maximum)

Lead the development and execution of the VET omni-sales strategy to accelerate recommendation-driven growth across clinic, online and omni-partner channels. Build an integrated sales acceleration model spanning channel development, salesforce effectiveness, commercial activation and end-to-end demand orchestration, while leading a high-performing team and cross-functional operating model.

Key Responsibilities

Please list the most important and relevant responsibilities

Omni Sales Strategy & Channel Development

• Define and execute the VET channel strategy across clinics, online channels and omni partners.

• Translate market, customer and pet owner insights into clear channel priorities, partner models and growth roadmaps.

• Identify and develop scalable opportunities that strengthen veterinary recommendation and purchase conversion.

Sales Acceleration Framework

• Build and deploy a salesforce effectiveness model, including segmentation, coverage, ways of working, performance standards and governance.

• Develop and standardize sales force capabilities in consultative selling, account development and veterinary customer development.

• Establish sales excellence routines, tools and KPIs to improve execution quality and productivity.

Commercial Activation (Price / Promo / Portfolio)

• Strategic Revenue Management

 •  Lead trade strategy and ROI-driven investment across priority channels and customers

• Optimize channel-specific portfolio strategy, including assortment, activation priorities and fit-for-channel propositions.

• Partner with Marketing, Finance and Sales teams to improve promotion effectiveness, trade investment efficiency and commercial outcomes.

End-to-End Demand Orchestration

• Design and orchestrate the end-to-end customer journey from diagnosis to recommendation, purchase and retention.

• Connect demand generation, commercial conversion and field execution through aligned processes, KPIs and decision forums.

• Expand veterinary influence into digital commerce while protecting channel credibility and customer value.

Team Leadership & Capability Build

• Lead four direct reports: two Omni Key Account Managers, one Trade Marketing role and one Sales Excellence role.

• Build a high-performance team with clear accountability, strong coaching and continuous capability development.

• Establish an effective cross-functional collaboration model across Sales, VET Marketing, Digital, Finance and Supply Chain.

• Role-model the Mars Five Principles and lead engagement, communication and change initiatives.

Context and Scope

Complete how the job gets done and the way it operates

This role operates across an interconnected veterinary ecosystem in which recommendation, channel experience and commercial execution shape pet owner purchase and retention. The role integrates VET channel strategy, salesforce effectiveness, price/promotion/portfolio activation and end-to-end demand orchestration, working through strong cross-functional influence and data-driven decision making. The current team comprises four direct reports: two Omni Key Account Managers, one Trade Marketing role and one Sales Excellence role. Success requires balancing offline channel strength with the expansion of veterinary influence into digital and omni-channel commerce.

Job Specifications/Qualifications

State the minimum education, knowledge, skills and experience this position requires. State the physical

and/or mental requirements for the role (e.g. stand for x hours, lift x weight, concentration on repetitive

tasks). Please distinguish any “preferred” qualifications.

Note: May differ from the current job holder’s own skills and experience.

• Education & Professional Qualification
• A university degree or higher-level education
• Strong interpersonal and communication skills, both locally and internationally
• Proficiency in MS Excel and PowerPoint skills

Knowledge / Experience

• Bachelor’s degree in business, marketing, veterinary science or a related field.

• Extensive experience in sales, commercial strategy or marketing, preferably in veterinary, pet care, healthcare or another professional recommendation-based business.

• Demonstrated experience in omni-channel strategy, channel development and customer conversion.

• Strong capability in salesforce effectiveness, consultative selling, key account development and sales capability building.

• Practical experience in trade strategy, promotion effectiveness, portfolio activation and ROI-based investment decisions.

• Strong commercial and analytical mindset, with the ability to translate data and insight into scalable action.

• Proven people leadership and cross-functional influence across Sales, Marketing, Digital, Finance and Supply Chain.

• Strong communication, negotiation and change leadership skills.