Regional Sales Manager – Ruminant

Role Overview

• 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
• 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
• 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
• 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
• 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

Requirements

• 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

Benefits

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