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

Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We are bringing together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best. Our passion for the well-being of animals and those who care for them drives us to advance the world of veterinary medicine. 

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. 

In this role, the Executive will directly engage with CEOs, CFOs, COOs, and other senior decision makers to influence corporate strategy, while leading a supporting team that manages day-to-day operational relationships with procurement, regional operations, and practice-level leaders. Success requires exceptional executive presence, solution selling expertise, and the ability to unify Covetrus’ distribution, technology, and pharmacy solutions into winning enterprise-level value propositions. 

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.