Director, Customer Development - Vet

BASIC OBJECTIVE:

• Achieve sustainable business growth by leading the BRUT (Brand Recommended, Used, and Trusted) No.1 strategy, ensuring Hill's products receive the strong recommendation of animal health professionals in the Japanese veterinary channel.
• Develop and execute comprehensive long-term and short-term sales and profit growth strategies for the veterinary channel, in collaboration with the Veterinary Professional Affairs team.
• Lead a team of approximately 40-50 territory managers across 5-6 districts in Japan, and the retail strategy team, to consistently drive short and long-term sales volume, market share, and operating profit in alignment with company goals and key equities.
  

ESSENTIAL JOB FUNCTIONS:

• Develop and implement strategic sales plans and programs that drive volume, market share, and profit performance for veterinary clinics, securing long-term market
  leadership.
• Oversee all aspects of the D2C (My Hill’s Shop) platform, including sales planning and day-to-day operations, to achieve sales targets and ensure long-term, stable sales trends.
• Provide hands-on leadership, motivating, coaching, and mentoring Vet Territory Managers and Field Sales Managers, and setting the example for customer
  development.
• Direct the CD Excellence team in developing the selling plan for the vet retail segment. Lead and manage all channel commercial planning processes, including reviews to ensure the achievement of monthly, quarterly, and annual targets.
• Collaborate closely with the Marketing team to ensure strong execution of all Science Diet and Prescription Diet brand equities.
• Analyze marketplace trends, competitive developments, and leverage consumer/veterinarian insights to inform and drive annual business plans. Monitor
  competitors and recommend strategic programming to respond to and leverage competitive activity.
• Manage and control area promotion budgets and NVO expenses to ensure delivery against company financial commitments.
• Partner with PVA to strengthen Hill’s scientific credentials among veterinarians and pet owners.
  

WORKING RELATIONSHIPS:

• In Hill’s Japan: General Manager, PVA, Marketing, Pet CD, Finance/Accounting, Customer Service and Logistics, Legal, and Q.A.
• Outside: Retailers/vet clinics, distributor/wholesalers, subwholesalers, vet schools, vet specialists.
  

REQUIRED QUALIFICATIONS:

• Experience & Management:
  • 5–10 years of experience in Customer Development, with demonstrated success in team management.
  • 3–5 years of experience working within a multinational matrix organization.
  • Consistent track record of achieving brand, financial, sales, and business goals.
• Leadership & Action:
  • Proven leadership ability, with a self-driven, professional mindset to develop and grow in a fast-changing environment.
  • Demonstrated ability to develop and advance people, and to cultivate strong cross-organizational relationships.
  • Strong action orientation: ability to clearly identify tasks, allocate channel resources effectively, and drive projects to completion.
• Communication & Interpersonal:
  • Excellent relationship-building and negotiation skills.
  • Superior communication skills (verbal, written, and presentation) and active listening skills for effectively gaining input from customers, pet owners, and cross-functional teams.
  • Proficiency in both Japanese and English is required.
    

PREFERRED QUALIFICATIONS:

• Strong project management skills.
• Highly motivated, persistent, and results-driven with a strong dedication to meeting strict deadlines.