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Territory Business Manager
2 months ago
About Elanco
At Elanco, we're dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. Our vision is to 'Food and Companionship Enriching Life' and our approach to sustainability – the Elanco Healthy Purpose – aims to advance the health of animals, people, the planet and our enterprise.
Our Values
We pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you'll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.
Job Description
The purpose of the Ruminant Territory Business Manager role is to build solid relationships with key decision-makers in Agricultural Merchants and Veterinary practices, providing sales support, sales effectiveness, delivering in-house training and CPD, and promoting the Company's products and services. The person will be responsible for the whole territory, identifying and partnering with businesses and key personnel to identify mutual growth and business opportunities aligned to the farm animal goals.
Key Responsibilities
- Responsible for the whole territory, identifying and partnering with businesses and key personnel from analysis to activation to identify mutual growth and business opportunities aligned to the farm animal goals.
- Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones both long- and short-term objectives.
- Accountable for the attainment of sales targets and customer value delivery through the creation, implementation, and execution of strategy and tactics linked to business and strategic account goals along with (Sales Force Effectiveness) SFE metrics.
- Account Management – ability to partner with key accounts, prioritizing time and resources across both trade and vet channels to drive business using strong commercial acumen and customer focus, to build long-term sustainable relationships.
- Data analysis – ability to derive key insights from real-world data (milk data, disease data, and herd performance data, Share of Wallet (SOW), doses, etc.) to influence and change current and future working practice of vets and farmers.
- Works with the use of business plans within Elanco Partners plan alongside Strategic Account Manager (SAM) as appropriate to drive business in the territory.
- Elanco Knowledge Solutions (EKS) - deploy EKS tools and value-adding activities effectively on farm.
- Ensures stock holding and ordering regimes are in place so customers can run their business in line with seasonality. Aware of short-dated stock in the channel and aids the sell-out to avoid stock write-off.
- Develops a deep understanding of customer needs, expanding product and industry knowledge to mutually grow business. Is innovative and able to facilitate engaging in-house CPD training sessions, including objection handling, and uses internal resources as appropriate to enhance account offering.
- Liaises on a regular basis with team members to identify local market needs to seize opportunities to develop new business – seen as conduit to this process.
- Through Customer Value Selling (CVS) establishes, creates, and executes effective sales calls through focusing on customer needs and wants to drive loyalty, value, and sales.
- Cultivate customer relationship to promote and reinforce the Elanco value proposition.
- Operates 'Diamond' approach to account management, planning resource of Elanco Technical, Marketing, Business Development Manager (BDM) team, and management.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
- Ensures customer complaints and product-related issues are fed to HQ in line with AHP3 guidelines.
- Engage with key farmers and influencers in the region.
Requirements
- University Bachelor Degree (preference for Agricultural, Life Science, Veterinary Science, or Business).
- Demonstrated strong commercial business acumen and results-driven/playing to win mindset.
- Strong technical ability and learning agility.
- You will have a demonstrable interest and passion for the animal health industry and its stakeholders (vets, farmers, nutritionists, etc.).
- You will have a deep knowledge of the animal health industry and/or agriculture or demonstrate willingness to learn.
- Relevant sales experience required (Animal Health or related industry preferred).
Additional Preferences
- Passion for Ruminant business and especially sheep sector.
- Demonstrated success in persuasion, influence, and negotiation skills.
- Demonstrated business acumen and results-driven.
- Demonstrated ability to learn, impart, and apply technical/scientific knowledge at appropriate levels.
- Excellent communication and presentation skills: both face-to-face and virtual. Ability to communicate orally & electronically with clarity, brevity, and impact.
- Ability to converse effectively and develop long-term business relationships at all levels of a customer organization from boots to board.
- Organizational skills – strong balance of decision, attention, and energy.
- Strong sense of personal accountability and holding others accountable openly even if challenged.
- Demonstrated ability to lead and coordinate others without direct line responsibility through daily demonstration of our values and culture.
- Ability to develop and continually grow long-term business relationships.
- Flexible to learning new products and diseases over time.
- Continual drive to connect, explore, and identify customer needs through persistent curiosity and effective sales skills.
- Innovative, creative, and curious mindset, happy to consistently question and challenge status quo.
- Excellent English – written and verbal.
