Monogastric Sales - Guelph, Canada - Elanco

Elanco

Verified Company

Guelph, Canada

3 weeks ago

Posted by:

Sophia Lee

beBee Recruiter

Description

Education :

EQUIVALENTEXPERIENCE

As a leading global animal health company, Elanco delivers innovative products and services to improve the health of pets and farm animals around the world because we believe making animals' lives better, makes life better. Since 1954, we have provided solutions that support veterinarians, farmers and pet owners to advance our vision of Food and Companionship Enriching Life.

Elanco's promise to employees:
Together, we foster an inclusive culture where everyone can make a difference, encouraging ownership, growth and well-being.

Please be notified that this is a fixed-term position - 12 months, with a possibility to extend to 18 months.***This Fixed Duration role is pivotal in the development of the sales team to maximize performance, career development and engagement. The Monogastric Sales & Extended Feed Channel Leader will be responsible for ensuring sales team coaching to enable strong customer relationships and increase Elanco's product and non-product value to the customer and grow sales and profitability for the Canadian Farm Animal business.

The Monogastric Sales & Extended Feed Channel Leader has an in-depth understanding of customers, industry stakeholders, market drivers, portfolio and competitive environment, and coaches the sales team to continuously develop and leverage their own knowledge to meet Elanco's business and strategic objectives.

The Monogastric Sales & Extended Feed Channel Leader is responsible for the development of the Feed channel & distribution strategy including execution of all marketing and sales initiatives, as well as corporate management of key account channel and distribution partners.

Major accountabilities:

PERFORMANCE MANAGEMENT:

Identify, recruit, develop, coach, and manage the Monogastric & Extended Feed Channel sales team members.
Establish clear objectives, lead and lag indicators that support Essential Wins for the Farm Animal Business, as well as the overall Canadian affiliate.
Ensure all team members have welldefined personal objectives and development plans on a yearly basis, and track execution on a quarterly basis.
Regularly review performance and promote a culture of consistent communication, execution and attention to detail. Manage performance issues in a timely and appropriate manner.
Reward team's behaviors and results and foster a culture of recognition.
Communicate and coach to the parameters set in the Sales Representative Competency Model.

ENSURING CUSTOMER FOCUS:

Coach team on Customer Value Selling (CVS) and Strategic Account Management (SAM) approaches, and drive SAM execution with selected key accounts
Ensure that the sales team accurately diagnoses business opportunities, actively listens to the customer and/or influencer needs, understands their decision making process and defines and offers appropriate solutions and resources to address these needs
Drive the creation and execution of robust account plans, including clear milestones and deliverables; ensure cadence of account team meetings and team accountability
Represent Elanco with customers and industry stakeholders, build trust and credibility and continually advocate for mutual profitability and longterm relationships. Enable team members to do the same.
Deliver concise, actionable feedback to sales representatives regarding customer interactions, and consistently document in Customer Relationship Management (CRM) system.
Provide input into SFE metrics setting and drive execution throughout the year
Manage specific key accounts as required to achieve Farm Animal Business strategic goals.

SALES & PROMOTION:

Drive bottomup business planning and regular reviews by providing customer, market insights and assumptions and scenario planning.
Set clear sales targets, monitor execution and results, and ensure team accountability against sales plans.
Ensure execution of quarterly selling cycle plans and deliver quarterly and yearly sales and pricing plan whilst ensuring forecasting accuracy.
Partner crossfunctionally to develop a comprehensive business plan to support brand/category strategies, as well as ensure robust inventory demand.
Ensure targeting of the right customers and decision makers and the delivery of the promotional and technical campaigns defined by Marketing.

EXTENDED FEED CHANNEL:

Develop the strategy for Extended Feed Channel in close alignment with the Ruminant Sales Leader, Farm Animal Sales Director and brand managers.
Consistently utilize SAM process and behaviors and coach the Extended Feed Channel team members to develop and/or reinforce competencies that support agreed upon strategy and execution.
Ensure development and execution of individual account plans. Drive Extended Feed Channel team accountability to execute account plans throughout the year.
Facilitate crossfunctional and crossspecies collaborations towards implementation of the strat