Senior Director, Sales Effectiveness

Job Introduction

Thanks for checking out our vacancy, we’re delighted you want to learn more about Dechra!

Dechra is a growing, global specialist within the world of veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide.

Here at Dechra, our values are embedded within our culture and thrive within our family of almost 2000 colleagues globally. From manufacturing to marketing, (D)edication, (E)njoyment, (C)ourage, (H)onesty, (R)elationships and (A)mbition are at the heart of our everyday operations and the way we do business

The Sr. Director of Sales Effectiveness is responsible for developing, implementing, and optimizing strategies, tools, training, and processes that empower the sales team to be more effective and efficient in engaging customers and driving revenue.  This leader will ensure alignment between sales, marketing, product, and training functions to maximize impact of commercial teams across all customer segments – playing a critical role in aligning strategy with execution to maximize revenue growth.

So, what will you be doing? This role has a broad and varied scope and the successful candidate will have responsibility for duties including:

• Strategic Planning
  1. Partner with the senior Sales and Marketing Leaders to develop and execute a comprehensive strategy aligned with commercial goals and business priorities.
  2. Work across corporate accounts, distribution, and retail to identify synergies and work strategically
  3. Identify capability gaps, performance trends, and optimization opportunities within the sales organization.
  4. Define and track KPIs to measure the effectiveness of enablement initiatives and adjust strategies as needed.
• Content Management
  1. Collaborate with marketing and product management to develop and curate high-impact sales collateral, messaging frameworks, and customer-facing materials.
  2. Drive adoption and optimization of Salesforce and any other sales technologies.
  3. Ensure sales reps have access to the right content at the right time to support each stage of the customer journey.
• Training and Development
  1. Oversee the sales training function - onboarding programs for all new sales hires and the on-going training programs to support upskilling, product knowledge, compliance, and sales effectiveness.
  2. Leverage a blend of in-person, digital, and field-based learning formats.
• Cross-functional Collaboration
  1. Act as a liaison between sales, marketing, and medical affairs to ensure alignment of go-to-market strategies and messaging.
  2. Influence product launches and promotional campaigns by ensuring sales readiness and feedback loops from the field.
  3. Support the field with tools and guidance to sell science-driven solutions effectively.
• Performance Insights
  1. Analyze sales performance data and customer engagement metrics to identify trends, bottlenecks, and areas for improvement.
  2. Support sales leaders in territory planning, quota setting, and performance coaching.
• Sales Performance & Analytics
  1. Design and maintain performance scorecards and KPIs to measure sales productivity and business outcomes.
  2. Identify trends, opportunities, and challenges, delivering insights to optimize sales execution.
  3. Drive continuous improvement through root cause analysis and reporting transparency.
• Territory & Resource Management
  1. Oversee territory design, alignment, and resource allocation to optimize market coverage.
• Incentive Compensation Management
  1. Design, implement, and oversee the administration of competitive incentive programs.
  2. Oversee compensation outcomes to ensure fairness, motivation, and alignment with targets.
  3. Partner with HR and finance for seamless compensation planning and payout processes.
• Process Improvement
  1. Streamline and optimize sales processes
  2. Business planning, opportunity management, pre-call planning, post call notes
  3. Standardize best practices across teams and regions
  4. Lead initiatives for CRM usage and data integrity
• Technology & Tools Management
  1. Oversee implementation and use of sales tools (e.g. Salesforce CRM, analytics platforms)
  2. Evaluate new technologies to support sales effectiveness and automation
• Financial Oversight and Budget Management
  1. Set strategic financial objectives with clear financial goals that align with Dechra’s overall strategic vision, focusing on sustainable growth and market expansion.
  2. Utilize financial forecasting tools and employ comprehensive forecasting techniques to inform strategic resource allocation and programming efforts aimed at achieving budgetary targets.
  3. Implement strategic budget reviews to evaluate performance against financial targets, ensuring adaptability based on market dynamics.
  4. Manage competitive pricing strategies that align with the company’s broader strategic goals, encouraging revenue growth while maximizing customer value perception.
  5. Provide senior leadership with in-depth financial analysis and strategic recommendations, facilitating informed decision-making and future planning.

Here at Dechra, we pride ourselves on being an inclusive employer and we embrace candidates from all walks of life. We’re particularly excited to hear from those who have/are:

• Bachelor’s Degree in Business, Marketing, Finance or related field
• Minimum 8 years in sales, sales enablement, or commercial excellence roles.
• Proven experience leading in a matrixed, global organization.
• Experience navigating market dynamics, regulatory environments and competitive landscapes
• Strong leadership and project management capabilities.
• Excellent communication, presentation, and stakeholder management skills.
• Proven business and financial acumen with a data-driven mindset and decision making
• Customer focused professional demeanor and presentation style 
• Computer Skills (MS Office and ability to learn Dechra systems)
• Valid Driver’s License and able to drive a vehicle
• Travel: 25%

As a people first values-based culture, we provide free weekly wellness sessions focused on our employee's physical and mental wellbeing, and flexible work arrangements. We offer a generous employer 401k match and an other incentives for long-term financial wellness. Our full array of health, financial and voluntary benefit programs are what you would expect from a recognized Best Place to Work.