Diagnostics Commercial Manager

States considered: Ciudad de México (con posibilidad de viajar)

Role Description

The Diagnostic Commercial Manager owns the national commercial strategy and execution for Zoetis Diagnostics within the Companion Animal business in Mexico, driving profitable growth and market share expansion across the portfolio. The role translates BU priorities into clear go-to-market plans, customer segmentation, channel strategy and activation programs, ensuring disciplined implementation and consistent field execution. Leads, coaches and develops the Diagnostics Sales Specialists team (4 colleagues) to deliver results through strong pipeline management, forecast accuracy and CRM discipline.

Builds productive cross-functional partnerships with Strategic Accounts, Marketing, Commercial Operations, Veterinary Operations, Learning & Development, HR, legal and Digital to execute integrated initiatives that improve customer experience and strengthen the continuum of care.

Partners with distributors and key customers through joint business plans to maximize demand generation, coverage and adoption of diagnostic solutions. This role contributes to the overall success of Zoetis by leading a team that delivers and exceeds the sales growth & market share gain targets nationally across all product lines.

Ensures strict compliance with Zoetis policies, ethical standards and commercial controls in all interactions, programs and decisions.

Strategy and Planning

• Own and lead the national commercial strategy and execution plan for Diagnostics, translating CA BU priorities into clear go-to-market plans, account segmentation and channel strategy.
• Translate strategy into tactical delivery for the BU: align resources, activities and account plans with marketing programs and management direction.
• Maintain current knowledge of market dynamics, industry trends, customer needs and competition; convert insights into action plans and portfolio priorities.
• Contribute to creative and data-driven strategic plans for the CA BU, based on comprehensive knowledge of customers/markets and a clear view of field opportunities and threats.
• Maintain an overview of account plans nationally, ensuring consistency, focus and prioritization across territories and customer types.
• Lead and coordinate the management of the distribution channel: joint business planning, performance reviews, demand generation and execution governance.
• Own forecasting and demand planning inputs for Diagnostics (pipeline, run-rate, launches), ensuring cross-functional alignment and timely risk mitigation.
• Define operating rhythm to drive sustained commercial success (e.g., monthly reviews, quarterly planning, launch readiness, competitive response).

     Focus the business unit on plans that deliver sustained commercial success.

Field Force Effectiveness

• Drive best-in-class sales execution within the Solution Selling framework, ensuring consistent implementation across the team and channels.
• Ensure disciplined pipeline management and execution tracking; use data to prioritize opportunities and remove barriers to performance.
• Monitor and promote CRM adoption and data quality: call activity, coverage/frequency, opportunity stages, next steps and outcomes, in accordance with company guidelines.
• Monitor KPIs and productivity drivers to ensure required coverage and frequency for target customers and deliver sustainable growth (sell-in/sell-out where applicable).
• Deliver clear strategic messages and marketing programs to the field force in a way that translates into measurable field actions and customer impact.
• Partner closely with the existing RX/DX sales force, Territory Managers and Technical/Medical colleagues to maximize customer value and “continuum of care” execution.
• Work closely with Sales Force Effectiveness/Commercial Operations to define and improve area and individual KPIs, territory design inputs (as applicable), dashboards and action plans.
• Lead field time intentionally: conduct frequent joint field visits, observe execution, coach in context, and identify systemic issues affecting effectiveness (skills, tools, processes, morale).
• Manage distributor execution: ensure appropriate training, activation and customer coverage through distributor teams, with clear expectations and measurement.
• Compliance & controls embedded into execution:
• Ensure all field activities, promotions and customer interactions are executed in full compliance with Zoetis policies, ethical standards and local regulations (e.g., competition, anti-bribery, approved materials/claims, gifts & hospitality, data privacy).

     Ensure commercial governance on pricing/discounts and agreements: approvals, documentation, traceability and audit readiness.

People Development

• Lead the team with high presence and clear direction on strategy, objectives, policies, practices and performance expectations.
• Build capability through structured coaching: joint calls, feedback, skill development, and reinforcement of Solution Selling behaviors.
• Manage performance and behaviors day-to-day; when required, apply formal people processes (performance management, training, development plans/IDPs, talent & succession planning).
• Lead the team through organizational change; actively sponsor changes that improve processes and deliver better customers and business outcomes.
• Partner with other managers and support functions to agree training priorities, capability building plans and onboarding for new colleagues.
• Contribute to talent pipelining and retention actions to grow and keep top performers.
• Ensure the team is managed and recognized consistently with company mission, vision, values, leadership behaviors and policies.
• Create and enable effective cross-functional working groups that support idea sharing, relationship building and execution networks.
• Partner closely with internal stakeholders, particularly the CA Business Unit Director, RBMs/Territory Managers, Client Service/Customer Service, Marketing, Technical, Commercial Operations/SFE, L&D and HR.
• Act as the voice of the Diagnostics field team in country-wide planning, and as the vehicle for clear, timely communication from other functions to the field.
• Drive account “resource networks” around strategic customers, leveraging all available internal resources to deliver integrated solutions.
• Distributors, Clinics, KOLs, Veterinary Hospitals and Associations.
• Work closely with Global / Regional Diagnostics, International COE, GCD and other markets to ensure timely flow of information, best practice sharing and coordinated execution (as applicable).
• Provide guidance to sales representatives on strategy, target delivery, people development and day-to-day operations.

Financial Accountability

       -     Full P&L responsibility – Revenues, Gross Margin, Opex and IBT

Supervision

4 Diagnostic Sales Specialists

EDUCATION AND EXPERIENCE 

• Bachelor’s Degree qualification required, preferably in relevant field; business administration or sales, science, medical / veterinary or related.
• Minimal 3 years’ experience in the sales and service of Diagnostic equipment or similar (desirable in the veterinary industry)
• Experience as a successful regional/national sales leader, business manager, or marketing/project manager with strong commercial accountability.
• Demonstrated experience leading a remote/field-based team.
• Animal health industry experience is desirable.
• Strong interest or background in science required, with ability to translate technical value into commercial outcomes. 

TECHNICAL SKILLS REQUIREMENTS

• Advanced sales, negotiation and consultative selling skills.
• Strong commercial acumen and financial literacy (pricing, margin, Opex discipline, business cases).
• Proven people leadership: coaching, performance management, talent development and influence through others.
• Customer centricity with strong service orientation and customer success mindset (adoption, utilization, retention).
• Strong stakeholder management and cross-functional leadership.
• Analytical thinking and data-driven decision making (CRM/pipeline/KPIs/market insights).
• Strong communication and presentation skills.
• Fluent English.

PHYSICAL POSITION REQUIREMENTS 

• Regular travel within Mexico (expectation of 60% time in field)

 

 

Full time

 

 

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