Diagnostics Commercial Manager

About the role

States considered: Ciudad de México (con posibilidad de viajar) Role Description The Diagnostic Commercial Manager owns the national commercial strategy and execution for Zoetis Diagnostics within the Companion Animal business in Mexico, driving profitable growth and market share expansion across the portfolio. The role translates BU priorities into clear go-to-market plans, customer segmentation, channel strategy and activation programs, ensuring disciplined implementation and consistent field execution. Leads, coaches and develops the Diagnostics Sales Specialists team (4 colleagues) to deliver results through strong pipeline management, forecast accuracy and CRM discipline. Builds productive cross-functional partnerships with Strategic Accounts, Marketing, Commercial Operations, Veterinary Operations, Learning & Development, HR, legal and Digital to execute integrated initiatives that improve customer experience and strengthen the continuum of care. Partners with distributors and key customers through joint business plans to maximize demand generation, coverage and adoption of diagnostic solutions. This role contributes to the overall success of Zoetis by leading a team that delivers and exceeds the sales growth & market share gain targets nationally across all product lines. Ensures strict compliance with Zoetis policies, ethical standards and commercial controls in all interactions, programs and decisions. Strategy and Planning Own and lead the national commercial strategy and execution plan for Diagnostics, translating CA BU priorities into clear go-to-market plans, account segmentation and channel strategy. Translate strategy into tactical delivery for the BU: align resources, activities and account plans with marketing programs and management direction. Maintain current knowledge of market dynamics, industry trends, customer needs and competition; convert insights into action plans and portfolio priorities. Contribute to creative and data-driven strategic plans for the CA BU, based on comprehensive knowledge of customers/markets and a clear view of field opportunities and threats. Maintain an overview of account plans nationally, ensuring consistency, focus and prioritization across territories and customer types. Lead and coordinate the management of the distribution channel: joint business planning, performance reviews, demand generation and execution governance. Own forecasting and demand planning inputs for Diagnostics (pipeline, run-rate, launches), ensuring cross-functional alignment and timely risk mitigation. Define operating rhythm to drive sustained commercial success (e.g., monthly reviews, quarterly planning, launch readiness, competitive response). Focus the business unit on plans that deliver sustained commercial success. Field Force Effectiveness Drive best-in-class sales execution within the Solution Selling framework, ensuring consistent implementation across the team and channels. Ensure disciplined pipeline management and execution tracking; use data to prioritize opportunities and remove barriers to performance. Monitor and promote CRM adoption and data quality: call activity, coverage/frequency, opportunity stages, next steps and outcomes, in accordance with company guidelines. Monitor KPIs and productivity drivers to ensure required coverage and frequency for target customers and deliver sustainable growth (sell-in/sell-out where applicable). Deliver clear strategic messages and marketing programs to the field force in a way that translates into measurable field actions and customer impact. Partner closely with the existing RX/DX sales force, Territory Managers and Technical/Medical colleagues to maximize customer value and "continuum of care" execution. Work closely with Sales Force Effectiveness/Commercial Operations to define and improve area and individual KPIs, territory design inputs (as applicable), dashboards and action plans. Lead field time intentionally: conduct frequent joint field visits, observe execution, coach in context, and identify systemic issues affecting effectiveness (skills, tools, processes, morale). Manage distributor execution: ensure appropriate training, activation and customer coverage through distributor teams, with clear expectations and measurement. Compliance & controls embedded into execution: Ensure all field activities, promotions and customer interactions are executed in full compliance with Zoetis policies, ethical standards and local regulations (e.g., competition, anti-bribery, approved materials/claims, gifts & hospitality, data privacy). Ensure commercial governance on pricing/discounts and agreements: approvals, documentation, traceability and audit readiness. People Development Lead the team with high presence and clear direction on strategy, objectives, policies, practices and performance expectations. Build capability through structured coaching: joint calls, feedback, skill development, and reinforcement of Solution Selling

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