Director, Relationship Management

About the role

Covetrus is a global animal-health technology and services leader dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We bring 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. At Covetrus the Director, Relationship Management is 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. Looking for candidates in Minnesota, Iowa, North Dakota, South Dakota, Nebraska, or Kansas.

Responsibilities

• 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: Drive regional revenue and gross profit growth; increase point solution (CVET Technology) bookings; deliver incremental gross profit and net revenue retention; contribute to SVP-aligned regional targets; achieve team quota attainment and KPI alignment.

Requirements

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.

Qualifications

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.

Skills

• Strategic and commercially minded with deep customer empathy.