Regional Manager, Companion Animal

Regional Manager, Companion Animal

The success of a company depends on the passionate people we partner with.

Together, let's share our talents.

As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing , producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet.

We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife.  

Indeed, Our "Together, Beyond Animal Health" vision emphasizes that the health and wellbeing of people, animals and our planet are totally interlinked. More than ever, Ceva is committed to a "One Health" approach.  

As part of our "Diversity, Equity and Inclusion" policy, Ceva Animal Heath is committed to the employment of people with disabilities and will make reasonable accommodations throughout the interview process to ensure an inclusive and accessible experience for all applicants. To request an accommodation, please contact a member of the Ceva Talent Acquisition team. 

 

Your
missions :

Regional Manager, Companion Animal

Location: Candidate must reside within 50 miles of a major city/international airport –Detroit, MI, Cleveland, OH or Indianapolis, IN

Job Summary and Purpose:

The Ceva Regional Manager is a self-motivated and results-oriented team leader who leads by example. Reporting to the Sales Director, the Regional Manager is responsible for managing all sales activities for a specific region within a Business Unit via the Territory Managers on their team. The Regional Manager embodies our core values of customer passion, entrepreneurial spirit, innovation, and solidary.

Responsibilities and Key Duties:

Management

The primary responsibility of the regional manager is to grow and develop individuals on their team to reach and exceed their financial targets.

· Spend 75% of available time on field-coaching rides to support the Territory Managers in meeting performance objectives.

· Foster a culture of accountability and strengthen the teams' core capabilities and professional development.

• Consistently coach to exceed the Consultative Selling capabilities.
• Attract top talent through recruiting/hiring, ongoing coaching, proactive/effective use of colleague development, and performance management tools.
• Demonstrate strong leadership and collaboration across all team members.

· Managing internal and external customers to achieve desired sales results.

Collecting & Analyzing Market Data/ Generating Market Insights

· Monitor, analyze and draw conclusions from operating results, evaluating them by individual sales professional, territory, key customers, and segments.

· Perform analyses of strengths and opportunities for sales success in the region.

· Initiate structural adjustments, as needed, to drive change management.

Preparing & Executing the Sales Plan

· Develop and execute Regional Sales Plans annually, to achieve sales goals, set priorities and focus on alignment with the Corporate Strategy.

· Ensure the development and execution of each Territory Manager's Annual Sales Plan at the territory level, to achieve the overall sales objectives.

· Plan, organize and attend regular meetings with the Territory Manager.

Developing & Preserving Relationships

· Works closely with the Veterinary Service Manager (VSM) to ensure technical fluency of the team and influence and educate accounts in the region.

· Work with channel partners (i.e., Strategic-, Key- and Corporate Accounts, Distributor Management teams, Marketing, Supply Chain, Controllers, Business Unit Managers and General Directors), in order to build collaborative, and mutually beneficial, partnerships at the management and regional level.

· Manage coverage at all local and state meetings within the region, incl. distributor Sales and branch meetings and/ or corporate account meetings.

Negotiating

· Negotiate with key buyers in accordance with the commercial policy.

· Collaborate with the Sales Directo to negotiate contracts, terms, and conditions, when needed.

Communicating & Reporting

· Report to upper management on the teams' performance, sales forecasts, market data, competitor data and any other relevant commercial information, in a timely fashion.

· Ensure Omnis 360 is used for the management and reporting of the customer relationship.

Managing Sales Results & Outcomes

· Be responsible for commercial processes (e.g., Sales forecasting, sales budgets and related financial processes, portfolio rationalization, Sales meetings, priority setting etc.).

· Hold monthly review meetings and complete Excellence Reviews once per Territory Manager, per quarter.

Impact & Influence: Creating a High Level of Confidence in Products

· Act as a channel of communication between the field and corporate teams, filtering and reframing messages on objectives and results, as needed.

· Collaborate and communicate broadly, and frequently, with peer marketing and corporate account leadership, Regional- and National Account Managers, the Veterinary Services and Inside Sales teams.

· Lead and manage the team on Sales Force Excellence, ensuring appropriate Annual Objectives are set for each Territory Manager, and coaching activities are provided at least once per month.

Core Competencies and Attitudinal Characteristics:

● Drive ambition and accountability.

● Engage and develop.

● Shape solutions out of complexity.

● Client focus

● Collaborate with empathy.

● Influence others

Technical / Functional Competencies:

· Project management & organizational skills

o   The ability to initiate, plan, prioritize, execute, control, and close work in order to achieve goals and meet specific success criteria at specified milestones.

· Customer knowledge

o   Demonstrates a knowledge and understanding of the customer's organizational structure, value drivers, products and services, financial situations, and competitive market positions.

· Product knowledge

o   Demonstrates a knowledge of Ceva's products and services, as well as those of Ceva's competitors.

o   Have a knowledge of the strengths and weaknesses of the products and services currently available/upcoming in the market.

o   The ability to defend Ceva products and services' value with customers and within a B2B environment.

· Sales process skills ability.

o   Analyze sales process using the CRM tool correctly.

o   Identify and develop new sales opportunities.

o   Overcome objections.

· Negotiating & closing skills

o   The ability to apply proven negotiation techniques and strategies to ensure a win-win outcome and create measurable business value through a strong sales and account management approach.

Qualifications:

Education – bachelor's degree.

Work Experience

· Preferred minimum of 3 years people leader/management experience.

· Previous animal health sales and management experience is strongly preferred.

· At minimum, 5 years of outside sales experience with proven success with demonstrated leadership characteristics and experience.

· Other - Must have a clean driving record. Must be willing and able to spend 8+ hours per day in vehicle. Significant overnight travel required, approximately 75%, and evening and weekend attendance at various conferences, tradeshows, and events. Basic computer skills needed – experience with MS Excel, PowerPoint, CRM, and other software.

Physical Requirements:

Must possess the ability to read, speak and understand English. Must be able to see, hear and speak. Must be able to conduct the role via computer and phone a minimum of 40 hours a week. Live within reasonable driving distance of a major airport and be able to commute by vehicle or plane approximately 75% of the time. Must be able to lift shipments containing products or literature to receive and ship samples.

Working Conditions:

When working remotely, has a professional home office environment to conduct business over the phone with minimal to no background noise or distractions. Depending on where this person lives, they should be able to work the hours that match the working hours of their team.

Travel Required:

Occasional overnight travel required for sales meetings, field visits, home office meetings. The estimated travel percentage is approximately 75%.

This job description is intended to convey information essential to understanding the scope of the job and general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, duties, and responsibilities or working conditions associated with the job. This job description is not an employment contract. Ceva reserves the right to modify job duties and/or job descriptions at any time to meet the needs of the business.

*VEVRAA Federal Contractor **Ceva is an equal opportunity employer and all qualified applicants will be considered for employment without regard to race, color, religion, sex, national origin, age, genetic information, actual or perceived sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law. Ceva encourages men and women, members of all racial and ethnic groups, individuals with disabilities and veterans to apply.

685

#USCEVA

Your
profile :

Qualifications:
Education – bachelor's degree.
Work Experience
· Preferred minimum of 3 years people leader/management experience.
· Previous animal health sales and management experience is strongly preferred.
· At minimum, 5 years of outside sales experience with proven success with demonstrated leadership characteristics and experience.
· Other - Must have a clean driving record. Must be willing and able to spend 8+ hours per day in vehicle. Significant overnight travel required, approximately 75%, and evening and weekend attendance at various conferences, tradeshows, and events. Basic computer skills needed – experience with MS Excel, PowerPoint, CRM, and other software.

---