Regional Sales Manager - Ruminant

MSD

17d•Hybrid

About The Position

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.

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

Responsibilities

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