Veterinary Relationship Manager

The Veterinary Relationship Manager is a quota-carrying role that leads the ongoing optimization of our key veterinary customer accounts. This role is responsible for driving growth and maximizing share of wallet for in-clinic, technology, and specialty products within their designated sales territory. This position is a proactive, in-person sales role responsible for identifying and addressing customer needs, pain points, and opportunities to optimize and improve the adoption of existing products, as well as selling singular point solutions when opportunities are identified. The Senior Veterinary Relationship Manager will closely partner with Veterinary Account Executives (VAE) to identify VetSuite opportunities and drive further growth within the sales segment. 

Essential Duties and Responsibilities: 

• Serves as the key sales contact to optimize and support accounts with a focus on overall relationship growth and long-term customer relationships to meet company financial targets. 

• Leads the sales organization in achieving and exceeding revenue and gross profit goals through customer relationship nurturing. 

• Leverages internal content and expertise to drive engagement activities, including webinars, and optimization initiatives that support revenue growth and adoption. 

• Predicts customer needs, pain points, and opportunities to proactively generate potential VetSuite opportunities and drive further growth and adoption within the sales segment.  

• Collaborates closely with Veterinary Account Executives to assess, communicate, and pursue VetSuite leads to maximize growth potential and customer value; communicates VetSuite leads to VAEs via Salesforce.com (SFDC). 

• Acts as a primary customer liaison for the implementation and onboarding processes, ensuring seamless transitions and a positive customer experience.  

• Creates internal reports to optimize customer utilization, identify growth opportunities, and guide sales team efforts.  

• Manages and maintains critical data and customer updates within SFDC to effectively track and support the sales process and customer relationships.  

• Secures deals across all product offerings and manages contract renewals to ensure ongoing customer satisfaction and retention.  

• Supports Regional Director serving as a peer leader in the region by mentoring new VRMs through onboarding process, sharing best practices within region and zone and aiding in coaching other team members towards these practices. 

• Supports Regional Director in developing and executing regional strategies.  

• Performs additional duties and tasks as necessary to support the team and company objectives. 

Performance Measures: 

• Gross Profit​. 

• VetSuite Sales. 

• Point Solution Sales. 

• Revenue. 

Experience Requirements: 

• Bachelor’s degree or equivalent experience in Business, Communications, or a related field is required, with a minimum of 5 years of relevant experience in sales, account management, or similar roles within the veterinary or healthcare industry.  

• Proven history of consistently exceeding sales quotas and delivering on other objectives as assigned by management. 

• Previous experience serving as a “player coach” by mentoring new hires or coaching teammates to improve performance. 

Skill Requirements: 

• Demonstrates expert ability to work collaboratively in a matrix organization and effectively pull through business. 

• Ability to predict and proactively serve customer needs/objectives with differentiated offers and solutions that Covetrus can deliver. 

• Proven ability to interact with all levels of stakeholders in a customer’s business and engage in discussions about the totality of their operation, including identifying where third-party relationships could benefit their workflows. 

• Consistently meets and surpasses sales goals, showcasing an expert understanding of the sales process, client needs, and effective relationship-building strategies. 

• Can pivot and adapt in fast-moving, agile environments. Capable of dealing with business conflicts. 

• Ability and willingness to engage in coaching conversations.  

• Willingness to document best practices of sales skills for deployment to other areas of the sales organization – Being a talent multiplier from “beside” 

• Ability to partner closely with staff across departments to implement growth strategies.  

• An expert understanding of CRM tools functionality and practical experience used to support the management of an account. 

• Self-motivated and goal-oriented, requiring minimal day-to-day supervision. 

Work Environment: 

• Travel daily for field visits, meetings, and training; travel may vary depending on region. 

• Attendance at annual national and relevant regional sales meetings is required. 

• Occasional night/weekend travel may be necessary. 

• A valid state driver's license is required. 

Preferred Qualifications: 

• 6-7 years of relevant experience in sales, account management, or similar roles within the veterinary or healthcare industry is strongly preferred.