B2B Account Manager

OUR BRAND AT MARS PETCARE SCIENCE AND DIAGNOSTICS

Whistle is the world's leading smart device for pets that tracks and analyzes changes in health, fitness, and emotional behaviors. Whistle was named "Dog Health Product of 2022" by the Pet Innovation Awards for its ability to help pet parents monitor and manage their dog's weight, skin and coat health, joint pain, nutrition plans, drinking habits, and sleep patterns. With Whistle, users can record medication and supplement information, document the food brands their dog loves, note environmental changes, and create daily journal entries about their dog's body language or emotional cues. The combination of powerful physical health insights from the device with emotional health and environmental journaling create a truly 360 degree view of a pet’s health. Whistle’s health alerts and actionable reports can be shared with vets and other pet pros to make specific recommendations for personalized pet care. 

Whistle sits within the Science & Diagnostics division of Mars Petcare. 

At Mars Petcare we have one purpose: A BETTER WORLD FOR PETS™. Through comprehensive veterinary care, nutrition, breakthrough programmes in diagnostics, wearable health monitoring, DNA testing and pet welfare we help pets thrive in more than 130 countries. For decades we’ve supported research into the incredible science of human animal interaction at the Waltham Petcare Science Institute where scientists discover important advances in pet health and wellness. Mars Petcare is part of Mars, Incorporated, a global, family-owned business with a focus on becoming Sustainable in a Generation, reflective of the many pets and communities we serve.

OUR  TEAM 

Whistle is seeking a high-performing, B2B Account Manager (a total partnerships sales rockstar) to join our growing business development team. At Whistle we’re building the next generation of pet wearable technology that uses AI and powerful sensors to help pet parents ensure their pups are happy, healthy, and safe at all times. Our business development team is responsible for identifying new strategic, external partners to increase the reach of our business, creating joint business plans for mutual business acceleration, and deploying innovative new programs. 

The B2B Account Manager is an exciting, multifaceted role that involves lead generation, pitching partners, developing ideas for new programs, creating & closing deal terms, and managing long-term partner relationships. As the B2B Account Manager, you would report to the Director of Partnerships. 

This role will work directly with the GM, Partnerships Director, and B2B Program Manager to drive:

Sales

• Build a pipeline of B2B and B2B2C business partner prospects 
• Pitch and close device distribution, marketing, research, tech integration, and custom deals with a variety of US and International partners
• Maintain a clear view of Whistle’s Business Development strategy and revenue targets and pursue partnerships that achieve these goals
• Collaborate with partners and their customers in understanding their use cases of Whistle to enhance partnership and future deals.
• Deliver an individual revenue target for 2023
• Be an early adopter of SalesForce and a rollout into other functions of the business.

Marketing

• Maintain and update a repository of customized B2B marketing materials that attract partners 
• Orchestrate pilots and larger program concepts to demonstrate various use cases for Whistle
• Work with the B2B Program Manager on the terms of deals and support her in the execution of email, social, and other targeted marketing campaigns for partnerships.
• Constantly use data to support new ideas and tell stories.

Stakeholder Management

• Keep internal teams accountable to timely follow-ups and partner commitments
• In close collaboration with the B2B Program Manager, Finance, Legal, Product, Engineering, Data Analytics, Operations, and the Pet Insight Team, communicate partner needs, deal objectives, and scalability of partner. 
• Provide product and partnership feedback, challenges, solutions, and timelines to delivering changes.
• Ensure everyone is on the same page at all times when it comes to who the partner is and their role in delivering what you pitched and sold.
• Ensure the execution of all partnership contracts is delivered with excellence
• Assist the B2B Program Manager in onboarding all partners once contract is signed
• Communicate schedules, priorities, and status to all levels in the company

Strategy

• Facilitate problem-solving, change management, and decision-making activities within the scope of the partner program, taking reasonable and prudent actions to accomplish agreed upon business objectives
• Bring creative B2B strategies to the table - being vocal about new things we should try.

TECHNICAL SKILLS & QUALIFICATIONS

• 3-5+ years of B2B marketing and/or B2B business development experience in the pet care, tech, health/wellness, wearables, or SaaS businesses. 
• Experience having, and meeting an annual revenue target for your company.
• Start-up experience / experience in rapidly changing business environments is a must. We all wear many hats, do things outside of our scope that will challenge and stretch our skills, and you will too. 
• Experience managing partner business by working through pipeline, sales, pilot and deployment cycles
• Self-motivated, high learning agility, ability to thrive in an environment that is always changing.
• Proven experience onboarding and delivering partner commitments and contract terms.
• Knowledge of both theoretical and practical aspects of a project management life cycle
• Experience leading cross-functional teams to deliver programs with multiple dependencies and constraints
• Ability to communicate effectively and establish credibility with executive level leadership and technical/non-technical stakeholders
• Proven track record of leading complex, technical projects
• Excellent written and oral communication, interpersonal, and negotiation skills
• Aptitude for collaborating with peers to identify and implement process improvements

COMPENSATION

The New York, New York base salary range for this position is $135,000 - $145,000 annually, commensurate with experience. Total compensation will include bonus incentives and benefits. Kinship provides Full Time Employees (Associates)  benefits which may include health insurance, retirement plan benefits, eligibility for Mars discounts, unlimited paid time off and access to other benefit programs. Eligibility for Kinship benefits is determined under the terms of the applicable Kinship Benefits plan at a person’s date of hire.