Territory Manager

Reporting to US National Sales Director-Cattle, this customer position is primarily responsible for working the identified geographical territory and/or strategic cattle accounts to represent and sell the complete Bimeda cattle focus products including biologicals, antiparacitics, antimicrobials and other key cattle products to new and current end user accounts.  The TM will accomplish these goals by taking practical and innovative initiatives to broaden the Bimeda customer base, annually increase product sales while strengthening customer relationships and Bimeda’s brand in the marketplace.

This role will also collaborate and support the rest of the Bimeda Sales and Marketing Team by reviewing and communicating sales performance, market intelligence, sales projections, and strategies specifically for Bimeda portfolios from time to time, to ensure alignment of resources and market demands.

Key Role Specific Requirements

Strategic Sales Management

• Be able to develop relationships and influence large cattle operations at the top levels of their organization and all decision makers to support Bimeda products
• Function as a key point of contact for all sales activities within the defined territory relating to sales of Bimeda Cattle Focus products to resellers or beef customers.
• Territory includes a designated geographical area and all customers.
• Make scheduled sales calls on current customers to grow business.
• Optimize the use of pre-call planning to work the territory to make the agreed-upon call objectives efficiently.
• Use CRM via SalesForce technology to communicate projects and sales effectively.
• Communicate with the NSD-Cattle on a routine basis.
• Follow up promptly with all customer requests and inquiries.
• Communicate with key stakeholders externally involved with the responsible accounts like production managers, veterinarians, nutritionist, distributor sales reps and branch managers to support the Bimeda product line.
• Sell custom made biologicals to veterinary accounts
• Sell Bimeda branded product or private label product through distribution where directed.

Commercial Development Activities

• Connect with key decision-makers involved with large cattle operations such as managers, veterinarians, nutritionists and key distributor personell to maximize sales of Bimeda products to accounts of influence.
• Connect with crucial personal within Bimeda’s distribution channel to maximize sales of Bimeda products. This will include;
  • Travel with and relationship management of distributor outside sales representatives.
  • Relationship management of distributor inside sales representatives.
  • Relationship management of regional branches of Bimeda’s distribution partners within the territory.
• Develop and communicate an effective travel plan for the area to support sales of Bimeda Products.
• Respond to marketing department sales requests for information.
• Provide competitive intelligence via SalesForce as directed by the NSD.

Marketing Initiatives

• Attend tradeshows within the territory to support sales of Bimeda’s Products
• Support and Communicate Bimeda marketing programs within the area as required to all levels of target consumers of those programs. Includes veterinarians, veterinary practice staff, distribution, and beef producers.
• Provide monthly updates on sales trends and challenges.

Cost Control & Budget Management

• Work with management to create territory sales and cost budgets.
• Manage territory sales budgets and expenses.
• Monitor current sales performance and budget ratio by using SalesForce to achieve quarterly and yearly sales goals.
• Monitor move-out of Bimeda products using FTG or Animalytix sales reports

Commercial Team Cooperation

• Participate in conference calls as requested
• Interact with and report to Regional Sales Manager on a routine basis to discuss current market trends, ongoing action plans etc.
• Interact with Technical Services Department as needed to support sales initiatives
• Interact with the Marketing department as needed
• Attend Regional and National meetings as required
• Travel with Bimeda management and Technical services as required

Please note that this job description is not exhaustive, and the role holder may be required to undertake other relevant duties commensurate with the grading of the post. Activities may be subject to amendment over time as the role develops and/or priorities and requirements evolve.

Role Competencies

BUILDING RELATIONSHIPS – is the process of developing social connections.  This is a fundamental business competency that is the basis for reputation, influencing, closing deals, and sustaining business relationships.

ANALYTICAL THINKING/PROBLEM SOLVING - is the ability to identify the information needed to clarify a situation, seek that information from various sources and then tackle a problem by using a logical, systematic, sequential approach.  Ability to identify and separate the key components of problems and situations.  Ability to interpret information from a range of sources to spot patterns and trends in information and to deduce cause and effect from this

CUSTOMER ORIENTATION – The ability to demonstrate concern for satisfying one’s external or internal customers. Identifies and prioritizes customer needs and recognizes constraints.  Seeks to find out more about customers and provide better service.  Is professional, reliable and delivers on promises.  Brings a competitive focus to customer.

NEGOTIATION – Is the ability to know how to get what you want; understands the win-win relationships; understands each party’s interest in the situation.

STRATEGIC THINKING – The ability to analyze the company’s competitive position by considering market and industry trends, existing and potential customers (internal and external), and strengths and weaknesses as compared to competitors.

Role Requirements

Essential:

• 4 Year BS Degree; BS in Agriculture or Business preferred
• Multiple years of animal health industry experience
• Biological product sales experience
• Good knowledge of Microsoft Excel, Word, and PowerPoint
• Accomplished sales professional with an excellent reputation in the cattle industry
• Strong knowledge and relationships in cattle industry
• Previous experience in Cattle immunology and vaccinology and the selling of antibiotics
• Previous experience in bovine respiratory disease management and control
• Basic understanding of general animal health products (antibiotics, parasiticides, hormones, etc.)
• Commitment to team participation, growth, and feedback
• Willingness to collaborate across departmental lines and species
• Professional attention to detail
• Self-starter/Self-directed
• Effective communication in English; writing, reading and speaking

Desirable:

• Masters in Agriculture or Business
• Large cattle operations, and Animal Health Products experience
• Autogenous vaccine selling experience

About Bimeda

Bimeda is a leading global innovator, manufacturer and marketer of veterinary pharmaceuticals and animal health products and has over half a century’s experience in providing science-driven solutions to optimize the health, wellbeing and productivity of the world’s animals.

Bimeda’s global innovation program sees six state-of-the art R&D centers across four continents collaborate on an enviable product development pipeline which anticipates the ever-evolving needs of the animal health industry.

Bimeda’s nine manufacturing facilities across seven countries allow the company to manufacture a broad range of preventative, curative and nutritional products including sterile injectables, vaccinations, nutritional boluses, feed additives, tablets, water-soluble powders, pastes and non-sterile liquids.

Globally, the company focuses on the development, manufacture and commercialization of quality Bimeda-branded products while also being the partner of choice for contract manufacturing and R&D services for prominent companies within the animal health industry.

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