​VetSource, founded in 2006, is a technology enabled healthcare service provider for the veterinary industry.  As the market leader for turnkey outsourced pharmacy services, VetSource is uniquely positioned to leverage its trusted relationship with veterinarians and deep market penetration to deliver a suite of mission critical cloud-based solutions in a common user interface.
 

Immediate Availability: Director of National Accounts (DNA) VetSource 17014 NE Sandy Blvd. Portland, OR 97230 http://vetsource.com Posted: 10/21/16 Version: 1.3	For all inquiries please contact: Jolene Weston Senior Executive Recruiter CEO, ePraxis LLC 222 S. Main Street, Suite 500-E Salt Lake City, UT 84101 801-361-9006 Direct 801-559-2001, ext 705 Main 844-EPRAXIS Toll-Free jolene@epraxis.com
NOTE: All applications are to submitted online at: http://epraxis.applicantstack.com/x/detail/a27p0jjouq3i

 
 
About VetSource
 
VetSource (www.VetSource.com) is a safe, secure, online pharmacy products and services distribution partner for veterinary hospitals, clinics, veterinarians, and pet owners. VetSource is headquartered in Portland, OR and its primary operations are available online worldwide. VetSource provides products and services to its clientele in three primary ways: (a) business to business (B2B) client sales and servicing through valued national account partners with hundreds of affiliated reps and hospitals; (b) B2B online direct sales of products and services to independent hospitals, clinics, veterinarians; and (c) business to consumer (B2C) online direct sales of products and services to pet owners not elsewhere supported by our clients (in a and b) above.  VetSource’s objective is to grow the company 3x times its current size within the next five years through a combination of organic and strategic growth initiatives. A core strategic initiative of VetSource is further develop and build-out our strategic national and regional partner account program.  VetSource seeks an outstanding Director of National Accounts with prior experience in managing National Account Sales Managers, with particular focus on experience gained working for high-growth SaaS businesses, national account sales distribution businesses, animal health and/or pharmaceutical industry sales businesses.

Director of National Accounts (DNA)
Within VetSource’s industry are several large strategic account partners, who, with hundreds of affiliated field reps and hospitals, serve the needs of professional Veterinarians and pet-owners everywhere.  VetSource’s goal is to encourage and support these large strategic account partners in offering VetSource’s unique online veterinary pharmaceutical supply and services home delivery solution to their captive Veterinarian, hospital, clinic, and home patient networks.  VetSource’s Director of National Accounts (DNA), plays a key role on our sales management and marketing team by supporting our large strategic channel accounts. The DNA reports to the VP of Sales and Marketing, and is responsible for managing our strategic partner channel accounts through their own work (as player/coach DNA), and through managing two other National Account Managers (NAM).
 
The ideal candidate for this position is already a seasoned Senior National Accounts Manager that possesses an abundance of skills, strategic insights, and short- and long-term focused visions, developed while working with national strategic accounts. Ideally, candidates will have prior experience working with rapidly growing companies, and will have managed sales teams that successfully grew 3x sales revenue through a strategic national account channel management strategy.  The ideal candidate will have been-there, done-that experience, and have continued energy, drive, process and systems delivery focus, and demonstrated ability to chart an optimal strategic course to take VetSource’s strategic national account management program to the next level.  The DNA will have the “behavioral traits” and “technical capabilities” identified in this job description, and demonstrate in abundance the knowledge and mastery of key skills, abilities, and experience outlined below. 

Top 10 Behavioral Traits Desired of our Director of National Accounts

1. Honesty and integrity
2. Responsible, accountable, “Gets Things Done” (GTD), and delegates effectively
3. Intelligent, knowledgeable, and a life-time learner
4. Leadership (in executive management, strategy, initiative, and innovation)
5. Strength and maturity (demonstrates confidence without hubris; sufficiently humble)
6. Emotionally intelligent, low-maintenance, and non-toxic
7. Self-starter, operates with intention, and works hard with “calm urgency”
8. Consistent, measured, and stable
9. Innovative, growth-oriented, with ‘can do’ and ‘will do’ attitude
10. Curious, contemplative, and continually improving

General Responsibilities of our Director of National Accounts

• Advisor to the VP of Sales and Marketing on NAM matters;
• Cultivate strong consultative relationships and act as a primary point of contact for assigned strategic national account partners to ensure partner satisfaction;
• Proactively assesses, clarifies, and validates distribution partner’s needs on an ongoing basis;
• Establish and maintain strategic partner account plans to promote sales growth of individual strategic national accounts; Build and maintain relationships with executives, management, field and inside sales teams across all partner locations; Actively participates in national, regional and branch partner meetings keeping VetSource top of mind;
• Conduct Quarterly Business reviews with assigned strategic national account partners.
• Facilitate product and sales training of NAMs, and strategic account inside and field sales representatives;
• Build partner sales enablement materials, including programs, playbooks, presentations, sales training, videos, call scripts, and more;
• Develop, market and manage partner SPIFF and sales incentive programs;
• Develop co-branded, customer-facing materials such as presentations, executive briefs, event materials, email / call campaigns, etc;
• Leverage Salesforce to manage and monitor pipeline, revenue growth, goal attainment, etc.;
• Assist with national account partner customer calls, presentations, uncovering new opportunities, cross-selling and scheduling account mapping between partner reps;
• Train, mentor, and motivate strategic national account partners on VetSource offerings
• Train and encourage partner portal use of VetSource’s Home Delivery Systems;
• Provide RFP support for technical response and BOM creation for strategic national accounts, and their inside and field reps as requested;
• Use a disciplined method for time and goal management, setting, monitoring, and achieving key KPIs and throughout the national account ecosystem;
• Proactively lead joint company-strategic account planning processes that develop mutual performance objectives, financial targets, and critical one and three year milestones;
• Demonstrate strong understanding of the strategic national account manager role;
• Show ability to develop a deep understanding of strategic partner account’s business;
• Generate additional demand in VetSource through support of partner events;
• Ensure compliance and make sure that channel partners sign proper contracts/agreements;
• Manage any channel conflicts that may arise between NAMs;
• Train and mentor channel account managers;
• Delivers assigned targets for profitable sales volume and strategic objectives for assigned partner accounts; achieves assigned monthly and quarterly sales quota for designated accounts; ensures that a high percentage of partner’s sales representatives are actively engaged in selling VetSource; grows new hospital account sign-ups per partner sales representative; grows average revenue per month for designated partner hospitals;
• Suggest, develop, monitor, and use KPI driven dashboards for use by NAMs and strategic partner accounts to increase transparency and improve sales;
• Review, update, and prepare new NAM standard operating procedures (SOPs) for the above responsibilities, and monitor these SOPs to ensure that they are followed to increase NAM performance and customer delight;
• Embrace VetSource’s core values: Do the right thing every time; Treat others the way you want to be treated; Embrace Change; Be innovative; Get it done; Work hard, have fun! Employees are held accountable for knowledge and effective application of these principles;
• Perform other duties as may be assigned from time to time by the VP Sales and Marketing.

Qualifications and Requirements:

• BS degree in marketing, business management, communications, veterinary, or related field. Equivalent experience will be taken into consideration.
• 10+ years in progressively responsible financial leadership roles (e.g. Channel Sales, Regional Account Manager, National Account Manager, Senior National Account Manager, Director of National Accounts, VP of Sales where national account model is used)
• Being a self-starter is a must.  Demonstrated ability to work alone, be self-governing, be proactive, and responsible for accomplishment of the company mission without need for daily coaching or prompting from the VP Sales and Marketing;
• Experience utilizing CRM (e.g. Salesforce) packages and tools in the account management process required;
• Experience using MS Office Professional (e.g., MS Word, MS Excel, MS PowerPoint, etc)
• Work history as Regional Account Manager, National Account Manager, Director of National Accounts, or VP Sales for a sales organization;
• Experience successfully managing large enterprise and strategic accounts
• Demonstrated work history of managing HR issues for the sales department including hiring, firing, compensation and incentive compensation plan development helpful.
• Experience developing national account management programs for high-growth companies
• Uses a defined enterprise sales methodology to drive results
• Excellent presentation, written and verbal communication skills
• Results driven, proactive and able to work autonomously
• Ability to manage and prioritize multiple competing priorities
• Able to relate to and work with a wide variety of stakeholders
• Flexible, with the ability to embrace change in a rapidly evolving work and market environment
• Experience with National Sales Partner models required
• Experience with fast growing SaaS companies preferred
• Familiarity with eCommerce (online sales) preferred
• Prior experience with animal health industry national accounts highly preferred
• Experience in pharmaceutical industry national accounts selling a plus
• Routine travel of 50%-70% is anticipated for this position, and the candidate must demonstrate that they understand the travel requirements of the position
• Proven track record in national account sales, regularly achieving goals and quota attainment
• Strong cross-functional team skills
• Ability to manage budget, strategic account partner programs
• Ability to think strategically, but also have exceptional attention to detail
• Strong written and verbal communication skills; ability to communication with c-suite executives
• Strong leadership, teamwork, and interpersonal skills and the ability to deal with both internal and external customers
• Excellent organizational and project management skills with ability to operate on a wide range of topics and projects at one time
• History of building and maintaining relationships
• Strong conflict resolution skills with the ability to be persuasive
• The ability to multitask effectively and see projects through from inception to completion
• Experience building integrated campaigns with channel partners is a plus
• Familiarity with Target Account Selling is a plus
• Finally, candidates should be aware that VetSource has a workplace pet policy were pets are allowed in the workplace; those with known pet related allergies might find this setting a challenging work environment.
• While VetSource’s headquarters office is in Portland, OR, given the heavy travel requirement expected for this position, VetSource will consider candidates that work remotely from home with periodic travel to HQ, not requiring a formal relocation of their household to Portland, OR.

 
COMPENSATION:
Salary is negotiable and commensurate with ability.

TIMING:
The Director of National Accounts (DNA) designation is a new position and available immediately.  We expect the selected candidate to start as soon as reasonably feasible, with a target of early Q1 2017 new employee start.  While speedy placement is desirable, ‘VetSource’ will take the time necessary to find the best available candidate for this position.  VetSource realizes that the “right” candidate is likely to be working for another firm; therefore, we are willing to work with you to make a smooth transition.