Territory Manager

Job Description

Job Description Salary:
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 Bimedas 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 Bimedas 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 Bimedas 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 Bimedas 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 ones 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 partys interest in the situation.
STRATEGIC THINKING

The ability to analyze the companys 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 centurys experience in providing science-driven solutions to optimize the health, wellbeing and productivity of the worlds animals.

Bimedas 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.

Bimedas 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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