Business Unit Director Companion Animals

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

Role Description

 The Business Unit Director (BUD) is accountable for delivering sustainable growth, profitability, and market leadership for Zoetis Mexico’s Companion Animals business (and Equine species, as applicable) and is an active member of the Mexico Leadership Team. As a leader of leaders, the BUD sets direction and holds BU leaders accountable for defining and delivering an integrated portfolio, customer, and go-to-market strategy; operating priorities; and commercial performance outcomes.

The BUD defines clear objectives, establishes a multi-year strategic roadmap and annual operating plan, and leads disciplined execution aligned with Zoetis enterprise strategy, Mexico affiliate priorities, and local long-term needs. The role leads an omnichannel growth agenda, integrating field execution with digital engagement and Direct-to-Consumer (DTC) demand generation (where applicable), ensuring consistent experience that accelerates recommendation, adoption, and adherence.

The BUD builds a data- and insight-driven operating model, leveraging CRM, digital analytics, market research, and customer insights to guide segmentation, resource allocation, and performance management through clear KPIs. The BUD proactively ensures alignment with Finance, Logistics & Distribution, IT, HR, Digital, Regulatory, Legal, Quality, and L&D when planning and executing programs and BU activities (e.g., launches, capability building, training, and colleague development), ensuring compliance and scalability.

The BUD actively coaches and develops field sales managers to enable their teams to (1) identify and capitalize on opportunities, (2) target all BU customers to increase penetration and demand for the animal health products and services, and

(3) maximize resources in a coordinated and collaborative manner. 4) Develop talent in their BU, and 5) hold their managers accountable for effective people management and talent development.

As a key leader within Mexico, the BUD models and communicates the importance of conducting business consistent with Zoetis Core Beliefs, policies, and all applicable local/global compliance requirements.

POSITION RESPONSIBILITIES:

1) Strategic leadership, planning, and performance delivery

• Own BU strategic planning: define the 3–5 year strategic roadmap, annual operating plan, and quarterly execution priorities across portfolio, channels, and capabilities.
• Develop and own the BU strategy and execution plan (short-, mid-, and long-term), grounded in customer insights, competitive dynamics, and differentiated value creation.
• Shape portfolio strategy and lifecycle management (launch excellence, growth, defense, and optimization decisions) in partnership with Regional/Global teams.
• Lead major strategic initiatives impacting BU; drive change management and ensure adoption.
• Establish clear communication, decision-rights, and governance across Commercial, Marketing, Technical, Digital, and Operations to drive alignment, speed, and accountability.
• Ensure business reviews are conducted; aggregate performance, identify trends, and adjust plans based on progress toward goals.
• Develop mechanisms and KPIs that provide early warning signals to meet/exceed goals (e.g., sales targets, penetration, growth, resource utilization, market share, forecast accuracy, and digital performance indicators).
• Manage overall BU budget and operating expenses consistent with business goals and in compliance with Travel & Expense (T&E) policies and company guidelines.
• Ensure field management focuses on high pay-off activities critical to BU success.
• Ensure Global Vet Policies, FCPA, corporate, and local policies are followed across the team.

2) Omnichannel, digital, and DTC growth

• Define and execute an omnichannel commercial strategy integrating field force, remote/virtual engagement, digital content journeys, and campaign-based execution.
• Lead BU contribution to DTC strategy (where applicable): owner education, demand generation, and adherence/persistence initiatives aligned with brand strategy and compliance requirements.
• Partner with Digital and Marketing to build content strategy and governance (content pillars, review workflows, localization, reuse, and performance measurement).
• Establish measurable digital KPIs (e.g., funnel conversion, incremental demand, engagement quality, content performance) and drive test-and-learn to optimize ROI.

3) Knowledge & insights strategy

• Build and sustain a BU knowledge and insights strategy: codify customer insights, field learnings, competitive intelligence, and best practices into scalable playbooks.
• Ensure systematic capture and use of insights from CRM, customer feedback, training outcomes, and campaign analytics to refine segmentation, messaging, and account plans.
• Sponsor capability building in evidence-based selling, clinical education, and value communication tools and reinforcement.

4) Customer ecosystem leadership and strategic account excellence

• Coach field leadership to identify and capitalize on opportunities, increase penetration and demand, and maximize resources in a coordinated and collaborative manner.
• Ensure regular account profiling and segmentation to determine potential classification and growth opportunities.
• Create competitive advantage through unique relationships and/or partnership arrangements (customers, distributors, industry groups, professional organizations, and KOLs), supported by Marketing and Technical teams.
• Develop and utilize customer networks to cultivate relationships with key customers, distributors, KOLs, and influencers for feedback and insight.
• Define ecosystem strategy for strategic accounts (corporate groups, referral networks, distributor partners) with joint business plans, value exchange, and governance—within compliance.
• Provide guidance to direct reports on handling complex problems and customer issues/complaints; step in as required to resolve issues and protect relationships.

5) Analytics, SFE partnership, and revenue management discipline

• Partner with Business Intelligence / Sales Force Effectiveness to strengthen segmentation, targeting, coverage, and resource allocation; ensure measurable lift and sustained adoption.
• Monitor and coach effective use of CRM and omnichannel tools; ensure high-quality data capture and insight generation, call-cycle discipline, and forecasting rigor.
• Establish revenue management discipline (pricing corridors, promotion governance, mix, and discount principles) aligned with Finance and policy.

6) People leadership, performance management, and talent development

• Use established performance management and development planning processes to hold colleagues accountable for delivering results and stretching to reach their potential.
• Set goals, assess progress, coach performance, and evaluate against clearly communicated standards.
• Hold direct reports accountable for addressing performance gaps; intervene and resolve issues when needed.
• Ensure effective onboarding processes to integrate new team members and accelerate development.
• Identify training needs; partner with L&D, Vet Ops, Marketing, and/or external resources to address them.
• Identify and develop key and emerging talent; maintain focused development plans and succession readiness
• Lead capability building for new ways of working (digital tools, omnichannel execution, analytics-driven decision-making).
• Openness to making timely and, at times, difficult decisions when needed to enhance performance.

7) Risk, compliance, and governance

• Ensure digital and DTC initiatives comply with applicable regulatory requirements, promotional standards, data privacy expectations, and internal policies, partnering with Legal/Regulatory/Quality.
• Establish governance rhythms (QBRs, KPI scorecards, forecast cadence, launch governance, risk/compliance checks) to ensure transparency, speed, and accountability.

ORGANIZATIONAL RELATIONSHIPS

The BUD will collaborate closely with the following groups and positions, fostering effective communication and cooperation:

External Interactions:

Clients

External Advisors

Key Opinion Leaders Regulatory Authorities Educational Institutions

Veterinary Associations and Committees (Pain, Dermatology, Osteoarthritis, Diagnostics)

Distributors and Commercial partners

Internal Interactions:

Business Intelligence and Sales Force Effectiveness Financial

Customer Service

Digital

HR

Regulatory Affairs Logistics and Imports Quality

Legal  L&D

International and regional teams

Positions reporting to the role: Commercial, Technical, and Marketing Team, Diagnostics

Financial Accountability

The Director of Business Unit for Companion Animals will be accountable for oversight the Companion Animal P&L, including budget management, revenue accountability, and financial performance aligned with strategic objectives. strategic objectives.

Supervision

Leads a cross-functional team across commercial, technical, marketing, and diagnostics functions (~31 headcounts) These qualifications, experiences, and skills are highly desirable; however, they do not preclude exceptions based on an individual’s performance history and demonstrated potential.

Education

• Bachelor’s or master’s degree in business or scientific discipline related area.

Experience

• 5+ years in successful sales management positions with strategy execution experience
• Experience related to direct sales and marketing experience
• Demonstrated and consistent track record of delivering results
• Experience leading and developing people
• Demonstrated success in building team of highly engaged colleagues
• Demonstrated experience leading cross-functional initiatives (e.g., launches, transformation, capability building).
• Exposure to digital/omnichannel commercialization and analytics-driven management (preferred).

Competencies

• Core Competencies: Demonstrates Business Acumen, Acts Decisively, Seizes Accountability, Grows Others, Holds People Accountable, Leads Change, Self Awareness and Builds Effective Teams (Includes Hiring and Staffing).
• Functional Competencies: Customer Focus, Negotiating, Selling / Communications Skills, Planning & Prioritization and Strategic Agility, Financial Acumen, P&L Management.

• Additional: Omnichannel strategy & digital commercialization, insight-driven decision-making; brand/portfolio stewardship; change leadership.
• Ability to think and act strategically.
• Strong financial forecasting and analysis skills; ability to manage expenses and budgets.
• Headquarters and cross-functional experience a plus (e.g., product marketing, business development).
• Strong analytical thinking, problem-solving skills, and attention to detail.
• Ability to exercise good judgment; make thoughtful and fair decisions based on relevant information.
• Strong oral, written, and interpersonal communication skills.
• Ability to interact with and influence senior management, peers, and other functions.
• Strong computer skills (MS Office and ability to learn Zoetis systems).
• Fluency in spoken and written English required.
• Extensive knowledge of Zoetis products and the animal health industry, or ability to learn quickly.
• Working knowledge of CRM, digital analytics, and campaign measurement; ability to translate insights into segmentation, journeys, and measurable commercial actions.
• Comfort operating in regulated promotional environments with cross-functional review processes.

This description indicates the general nature and level of work expected. It is not designed to cover or contain a comprehensive listing of activities or responsibilities required of the incumbent. Incumbents may be asked to perform other duties as required. Additional position specific requirements/responsibilities are contained in approved training curricula.

 

 

Full time

 

 

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