Diagnostics Business Unit Head

**Job Purpose**

The Diagnostics BU Head is responsible and accountable for running the diagnostics business unit and achieving the sales, performance and market share growth targets set.

In their division, they plan for and manage the development of the marketing, technical and sales resources - including services and consultancy - necessary for sustained business results. Our offer to customers in its entirety is a key differentiator from our competitors and the BU Head ensures the successful provision of this unrivalled value to the customer.

In pursuit of 'One Zoetis', this role undertakes much collaboration outside the cluster, through Europe and globally. The BU Head is also a member of the UK Leadership Team and contributes to the forging of the overall UK business strategy. They drive the achievement of the team's strategic goals and the country's financial objectives. They are a leader of leaders and are a role model of outstanding leadership behaviours and the Zoetis values.

Responsible for a team with varied roles including Diagnostic Sales Specialists, Account Managers, Marketing and Medical, the BU Head ensures a population of engaged and effective people working together to achieve the business unit's objectives to exceed our customers' expectations and deliver on the business's performance expectations.

**Core Responsibilities**

**Financial Management**
- Develop the Operating Plan for the business unit annually
- Deliver agreed operating plan and budget. Ensure sales revenue, margin, operating expenses, and profit exceed targets
- Leverage all revenue streams, long and short term, assets, technology, services, pricing, consultancy, solutions and process enhancement
- Ensure the financial control of the business unit and maintain financial integrity in all areas
- Produce accurate financial and volume forecasting
- Use the discretionary budget amount in responsible, value driven and innovative ways. Conduct ROI analysis both pre and post spend
- Conduct regular assessment of payroll cost vs. ROI. Lead structural changes to affect ROI when necessary

**Strategy and Planning**
- Maintain a constant view of market conditions. Anticipate fluctuation. Make calculated judgements to harness the commercial potential from changing market conditions at business unit level
- Formulate creative and insightful strategic plans alongside stakeholders, that are based on comprehensive knowledge of customers and markets
- Continually assess customer growth opportunities with regular account profiling. Find opportunities for additional needs and possible segmentation
- Use business analytics to monitor and measure brand performance; in-line brand market share, equity, positioning, and drivers within the business unit
- Implement wider company strategies within your business unit that relate to in-line product positioning, pricing, packaging improvements, distribution, communications, customer segmentation and field force structure
- Focus the business unit on plans that deliver sustained commercial success
- Translate the strategy into tactical delivery for the business unit. Effectively allocate and align resources to enable delivery of the strategy
- Identify all possible business alliances, acquisitions, licensing opportunities, joint ventures, and co-promotions, and sustain their development
- Contribute to the development of pan-European strategies. Work beyond the Cluster to develop and embed these
- Plan frequent field visits. Utilise field time to understand day to day issues affecting field force, and monitor attitudes, skills, morale, and effectiveness
- Play an active role and demonstrate leadership behaviours at all necessary company meetings, events, and training. Set the expectation within the team to do the same

**Field Force Effectiveness**
- Pursue best in class sales execution with the team that is achieved within the framework of the Solution Selling model
- Monitor use across team of CRM system to record call activity and ensure use is in accordance with company guidelines. Promote the system and its complete functionality as a tool to enable success
- Deliver a clear vision of roles and expectations at all levels in the field force structure
- Undertake leadership activities that enable the team to be productive and effective, coach, monitor, feedback, train and support
- Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver consequent growth
- Deliver strategic messages and marketing programmes to the field force that fit into the context of the Solution Selling model
- Work closely with Commercial Operations to deliver area and individual KPIs and improve performance

**People Development**
- Provide to your direct reports, a specific and clear direction for the strategy, objectives, policies, practices, and expectations within the business unit
- Lead your team through periods of change that will drive process enhancements and delive