Regional Sales Manager - Ruminant

Job Description

Regional Sales Manager – Animal Health & Identification (Livestock)

• Permanent, full-time role with competitive remuneration and benefits

• Location:  NSW (Sydney or Regional NSW located close to an airport)

• A chance to lead, influence and grow in a fast moving, high impact industry

• Build your career in a role with real commercial scope and visible impact

• Join a team where your expertise, energy and leadership will make a difference

Our company operates within the Australian Animal Health industry, which is highly regulated and highly competitive. Success depends on building customer and end user loyalty, optimising returns in the categories where our company has an offering, and ensuring products are embraced by end users because of their technical differentiation, high quality, and professional support.

This Regional Sales Manager role sits within the Animal Health and Animal Identification OTC operation of our company’s Ruminant Business Unit (RUBU) and reports to the National Sales Manager of our company’s RUBU BioPharma + Identification Over the Counter (OTC) operation. The role is a key member of the OTC Leadership Team.

The role is accountable for developing and implementing National Sales and Marketing strategies to achieve regional net sales revenue targets and drive ongoing growth. It is also responsible for managing several regional key accounts, as well as leading, coaching, mentoring and driving a dedicated sales team through a culture of high performance and accountability.

What You Will Do

Responsibilities include, however not limited to:

Sales Team Management

• Manage the sales focus of the Regional Sales Team to maximise annual gross sales in the region

• Coach, mentor, develop and drive each individual member of the Regional Sales Team

• Ensure the sales team executes targeted sales, marketing and technical strategies to support the company’s brands and maximise sales of the Business Unit’s (BU) product range in the region

• Liaise closely with peer sales leaders and the BU’s Marketing and Technical Team to ensure co-ordinated and efficient execution

• Contribute to the development of the BU’s annual Sales and Marketing strategy and longer-term strategic plan

• Translate the overall strategy into regional sales initiatives

• Identify and develop new growth business opportunities

• Ensure effective utilisation of promotional budgets and resources

• Drive growth of key brands

• Leverage technology to achieve an optimal customer and end user experience

• Communicate effectively across the company’s business units to achieve common business outcomes

• Ensure a high level of PV (pharmacovigilance) and compliance is embedded in the culture of the Regional Sales Team

Customer Key Account Management

• Ensure the sales team develops and maintains effective relationships with OTC customers, veterinary health care professionals (HCPs), key opinion leaders (KOLs), regional Agriculture Department staff and end users

• Key account management of the regional offices of the major national customers, head offices of several mid-sized Regional Key Accounts based in New South Wales, and selected large end users

• Identify, establish and maintain strategic personal relationships with key industry figures beyond the customer base

Reporting / Customer Relationship Management (CRM) Embracement

• Prepare monthly net sales forecasting for the region at Day 0 and Day 15 of each month

• Provide quarterly net sales projections, with regular updates and variance reporting as required

• Deliver quarterly regional reporting, including customer and competitor activity and planned internal activity

• Ensure CRM account data is accurate to support targeted digital marketing initiatives

• Ensure all sales team members input accurate call reporting data into the organisation’s CRM system

• Monitor and report major customer, competitor and consumer activity and trends to the BU Leadership Team as required

Talent Development

• Provide training and assistance to sales team members in line with company parameters

• Ensure all direct reports have a robust Employee Development Plan in place

• Completion of training identified through the Employee Development Plan or as otherwise required

• Identify own training needs and action these through the development planning process

• Continuous improvement of the sales team’s commercial skillset, product knowledge, technical knowledge and Australian farming enterprises

• Unambiguous leadership, priority setting, people management, and regular in-field mentoring

Team Leadership and Travel

• Lead a geographically dispersed regional sales team based across NSW

• Prioritise in-field coaching and development of sales team members through routine time in territory

• Travel extensively across regional NSW involving regular overnight stays away from home as required

What You Must have

• Tertiary qualification preferred, ideally in Life Science or Commercial disciplines

• Prior extensive relevant commercial experience in a sales role, ideally within life sciences or agricultural inputs

• Demonstrated success and strong skillset in sales team leadership

• Proven ability to build strong relationships with senior key customer personnel as well as with other key external stakeholders

• Successful commercial track record in regulated environments

• Ability to model the company’s Enterprise Leadership Skills (ELS), Ways of Working, and Values

• An understanding of the Australian Livestock industry, ideally including some technical knowledge of animal health and husbandry

• Ability to solve complex problems and identify innovative solutions

• Excellent IT skills and capability

• Experience in budget management and strong financial acumen

What You Can Expect

• Lead a high performing sales team and drive regional growth

• Take on a key commercial leadership role within a global Animal Health business

• Build trusted relationships with customers, veterinarians, KOLs (key opinion leaders) and key industry stakeholders

• Make a real impact through your leadership, judgement and influence

• Work in a collaborative, high accountability and values driven environment

We are proud to be a company that embraces the value of bringing talented and committed people together. The fastest way to breakthrough innovation is when ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive workplace.

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