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.