Regional Sales Manager - Cambridge, Canada - Virbac
Description
Experiencing together a unique human adventure- Animal health is key to the health of the planet. Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution. Encouraging internal mobility between positions and countries, offering individual development plans and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams. We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives. Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business.
- Area of accountability no.
1:
Region Sales Results
- Highly selfmotivated and resultsoriented Manager that executes SMART objectives
- Exhibits initiative by taking advantage of opportunities
- Participates and validated in a 12month rolling sales forecast of the region to ensure accuracy
- Manages and controls any rebates and promotions within the region
- Manages the daytoday activities of the region as it relates to sales targets and programs
Expected results:
Achieve and exceeds yearly sales targets while managing expenses
Area of accountability no.
2:
People Management and Building Talent
- Set Smart objectives and evaluates performance of the sales force
- Develops talent of the sales force through coaching and counseling team on territory management,
- Ensures maximum level of motivation with the team and rewards the sales force
- Works with VTS to develop a plan for each TSM ensuring technical knowledge is competent
- Drives regional team to achieve budget and maximizes sales by utilizing technical expertise,
- Through strong leadership ability has a highly engaged team resulting in lower turnover
Expected results:
Achieve revenue budget and maximize sales through highly engaged team
with low turnover
Area of accountability no.
3:
Veterinary Customer Management and Development
- Oversees the implementation and utilization of the CRM system and the optimization of customer
- Ensures "customer driven" calls by Territory Sales Managers based on CRM analysis and customers
- Manages the region on the lifecycle of customers, uses data and support functions of the
- Works closely with Veterinary Technical Services to ensure sales reps have the appropriate level of
Expected results:
Manage customers portfolio, develop customer intimacy and loyalty and
optimize customer profitability contribution
Area of accountability no.
4:
Marketing Strategy Implementation
- Contributes to the implementation of the marketing strategies for each portfolio
- Organizes the local implementation of strategies at the field level and together with marketing is
- In agreement with the marketing department and sales operations department to deploy and
Expected results:
Implementation of effective local sales and marketing strategies that increase
sales and profit contribution within the region
Area of accountability no.
5:
Industry Relations and Market knowledge
- Keeps up to date with market trends and evolutions, attends veterinary conferences and trade
- Represents Virbac within the region and as such should behave accordingly (companies values,
- Has the lead on distribution (Purchasing Groups) within the region. Works with Sales Ops to
- Works closely with Veterinary Technical Services to ensure
Expected results:
Projects the image of a professional Sales Manager for Virbac, emulates the
core values of Virbac. Keeps up with industry trends and market knowledge
Area of accountability no.
6:
Corporate Account Responsibility
- Works with Sales Operations manager to ensure Virbac products are listed in the Corporate clinics
- Works with GM to analyze an create contracts with Corporate Accounts (HeadQuarters)
- Works with TSM's to place new products in corporate account clinics with pull through of utilization
- Meets with Corporate Accounts frequently to ensure Virbac is highlighted within the corporate
Expected results:
Manage corporate accounts both at HeadQuarters and in the region to ensure
Virbac's profitability. Assist with enhancing our presence and partnership within the Corporate
Accoun
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