Director Relationship Manager

Overview

As the Director, Relationship Management, you are more than a team leader - you are a regional growth owner. You'll shape strategy, drive growth, and inspire performance across a high-impact team of Veterinary Relationship Managers (VRMs) focused on clinics with low to mid-level adoption of Covetrus solutions. Your mission: transform these accounts into loyal, thriving customers by deepening relationships, expanding solution usage, and delivering measurable value.

You'll lead with data, insight, and heart - combining commercial discipline with a customer-first mindset. This is a dynamic, remote-based leadership role that blends consultative sales, business development, and virtual team management in a fast-paced, high-growth environment.

What You'll Own

Regional Strategy & Business Planning

• Operate your territory like a high-performing business - accountable for revenue, margin, and customer success.
• Build and execute regional business plans aligned with growth, retention, and solution adoption targets.
• Monitor local market dynamics, whitespace, and team capacity to optimize strategy and investments.

Consultative Selling Leadership

• Champion Insights-based selling: teach, tailor, and take control of the customer conversation.
• Coach your team to translate PHR, Pulse, and AI insights into practice-level strategies.
• Drive value-led messaging customized to customer role, maturity, and lifecycle stage.

Performance Management & Sales Excellence

• Lead with clarity and accountability: define KPIs, manage conversion trends, and forecast accurately.
• Conduct skill-based 1:1s, structured deal reviews, and proactive coaching sessions tailored to each VRM's growth path.
• Address underperformance swiftly while celebrating and scaling success.

Customer Engagement & Growth

• Drive full-cycle relationship management-from onboarding and education to optimization, cross-sell, and renewal.
• Oversee execution of VetSuite lead handoffs and account collaboration with Account Executives via Salesforce.
• Identify and resolve friction points in the customer journey before they impact satisfaction or retention.

Talent Development & Culture Building

• Own all talent decisions: recruit top performers, accelerate onboarding, and build future leaders.
• Foster a culture of accountability, curiosity, and continuous improvement.
• Reward excellence and address low performance with urgency and compassion.

Cross-Functional Execution

• Collaborate with Product, Marketing, Enablement, and Customer Success to align field strategy with GTM priorities.
• Leverage feedback loops from the field to shape product direction and customer experience strategy.
• Execute virtual engagement programs using internal content, webinars, and optimization tools.

Key Outcomes & Performance Measures

• Regional revenue and gross profit growth
• Point solution (CVET Technology) bookings
• Incremental gross profit and net revenue retention
• Contribution to SVP-aligned regional targets
• Team quota attainment and KPI alignment

What You Bring

• Experience
• 10+ years in sales, business development, or account management leadership roles.
• Minimum 5 years leading virtual or inside sales teams in veterinary, healthcare, or SaaS environments.
• Strong track record of leading cross-functional initiatives and driving operational results in matrixed organizations.

Skills & Attributes

• Strategic and commercially minded with deep customer empathy.
• Strong command of Challenger-based and insight-led selling models.
• High competence in CRM-driven performance management (Salesforce experience preferred).
• Skilled in managing through complexity, ambiguity, and rapid change.
• Trusted leader with a passion for developing people and building high-performing cultures.

Other Requirements

Bachelor's degree in Business, Technology, or related field (or equivalent experience).

Must reside in or be willing to relocate to the Sales Region.

Travel up to 75% as needed for team support, customer engagement, and sales meetings.

Salary may vary depending on factors such as confirmed job-related skills, experience, and location. It is not typical for an individual to be hired at or near the top end of the range for their role.Compensation decisions are dependent upon the facts and circumstances of each case.

However, the pay range for this position is as follows. Sales Positions are eligible for a Variable Incentive

We offer the following benefits for you to take advantage of while you are here provided you meet the eligibility requirements under each governing program:

* 401k savings & company match

* Paid time off

* Paid holidays

* Maternity leave

* Parental leave

* Military leave

* Other leaves of absence

* Health, dental, and vision benefits

* Health savings accounts

* Flexible spending accounts

* Life & disability benefits

* Identity theft protection

* Pet insurance

* Certain positions may include eligibility for a short term incentive plan

Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.