Position Title:

Territory Business Manager (TBM)

Supervisor Title:

Sales Manager

Job Level

1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. S path

Position Type:

Full Time

Job Function:

Commercial

Location:

UK

Position Description:

At Elanco we understand the powerful role healthy animals play in making lives better. As pets increasingly become important parts of our families, so too does the need to help them live longer, healthier, higher-quality lives. As the global population grows, so too will the need to meet the demand for safe, affordable food for all. Elanco has been working to empower our customers - from veterinarians to food producers to all those concerned with animal health - to address these global challenges, and advance a vision of food and companionship enriching life.  We strive to develop and deliver products safe for consumers, animals and the environment through innovation and a shared vision to enrich the life of people worldwide.

The purpose of the Ruminant Territory Business Manager role is to build solid relationships with buyers, business principals, sales managers and prescribers employed in Agricultural Merchants and Veterinary practices, providing sales support, sales effectiveness, delivering in-house training and CPD and promotion of the Company’s products and services, building value in the Elanco brand with prescribers and producers.

Functions, Duties, Tasks:

• 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, prioritising 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 (e.g. 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 infuencers in the region

Minimum Qualification (education, experience and/or training, required certifications):

• 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
• 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 and 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

Other Information:

• Travel: Field based travel - around 75% field time (with vets, farmers and farms), including some overnight stays based on customer and team requirements. The use of digital and virtual technology can be used effectively in this role.

• Location: This role has a specific geographical area and the ideal candidate would centrally reside within the area.

1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. Title:

Veterinary Territory Business Manager – Northern Ireland

Reporting To:

UK & NI Sales Director

Location:

Field Based - Northern Ireland

1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. 1. Role Summary:
                                    2. This role involves responsibility for growing the company’s full range of veterinary products across all sales channels within Northern Ireland. It includes but not limited to, the promotion of our Large Animal, Companion Animal and Equine ranges. In addition to managing relationships with an existing and expanding list of individual veterinary practices, buying groups and wholesalers, it also involves developing contacts and business opportunities across the wider animal health industry.

Key Functions & Activities

• Work with all stakeholders to meet annual NI sales budgets across the defined product areas.
• Build annual business plan to assist in achievement of agreed targets and review and amend as necessary throughout the year
• Call on an existing client list of veterinary practices and other relevant customers at an agreed frequency throughout the year.
• Work and engage closely with individual independent veterinary practices, veterinary groups and corporate customers, across the territory to build on our existing business in NI.
• Manage relationship and work closely with wholesalers in the territory to maximise sales.
• Promote our existing range of veterinary products and help launch new products and services throughout the territority
• Work with company Technical Veterinary Advisor to add value to customers and use this important resource to drive revenue growth.
• Explore opportunities to grow existing business outside core vet channel and manage new accounts to maximise sales opportunities.
• Establish and maintain relationships with key accounts and new potential customers.
• Identify and resolve client concerns, resolve queries, including reporting and managing of adverse and product complaints and enlisting help of company regulatory resources as appropriate.
• Develop ways of offering increased value and service to all clients to further build the company reputation and brand.
• Submit details of sales, market and competitor information, and client activity in your area on a weekly basis.
• Plan and review territory activity using modern analytical techniques
• Maintain an excellent knowledge of the DVS veterinary product range
• Attend customer trade shows or other business development events as needed
• Assist in the operation of a well maintained credit control system where necessary
• Gather and share market information and intelligence to assist in development of overall company strategy and plan.
• Update company systems i.e CRM, Herbst, as required
• Work with procurement, finance, marketing and other departments as required to ensure smooth operation of all aspects of the business to help drive overall company growth and success
• Due to the changing nature of the business requirements, the role may change from time to time. Should this occur, your supervisor will go through those changes at that time
• Any other reasonable request from your manager

Person Specification:

1. Previous experience in selling and developing business relationships in the Veterinary sector, preferably NI – strong candidates with sales experience in related industry sectors will be considered.
2. Degree in life sciences including agricultural science, veterinary science or animal science will be preferable.
3. Good communication and interpersonal skills and a proven ability to establish, develop and maintain long-term customer relationships.
4. Flexible and adaptable approach to work
5. Good computing skills, including experience of using Microsoft Excel and databases
6. Good organisation skills, strong self-motivation, initiative and self-starter, with great work ethic
7. A professional appearance, providing a positive company image to the public
8. Good decision-making skills
9. Strong team player
10. Current clean drivers’ licence
11. Whilst this role is a full time position we would be open to discussing alternative arrangements with suitable candidates.

Competencies Required for this Role:

The post holder will demonstrate competence in the following areas:

Managing Relationships

1. Is committed to building and maintaining effective relationships with internal and external stakeholders
2. Understands client needs and delivers timely response to ensure their needs are met

Anticipating & Adapting to Change

1. Has a positive attitude to change and willingly identifies and embraces new plans for the business

Imagination, Innovation & Creativity

1. Embraces innovation and creativity within the Company
2. Displays fresh and forward-thinking approach

Communications Skills

1. Demonstrates ability to communicate verbal information clearly and concisely and actively participates in relevant meetings

Learning and Development

1. Is open to giving and receiving constructive feedback from colleagues and others as appropriate
2. Demonstrates a commitment to develop oneself in line with business needs.