National Sales Manager - Pet Nutrition at Virbac

To plan, manage and direct the Pet Nutrition sales team to achieve sales and commercial margin goals through effective implementation of marketing strategies and management controls. Actively contribute to the commercial policy and the new launches. Constantly analyse and report on the sales performance and sales efficiency of the team. Seek for constant optimization of the Gross to Net within the budget while having Virbac perceived as a trusted and respected partner in Pet Nutrition.

Area of accountability no.1: Sales performance and commercial policy

• Highly self-motivated and results-oriented Manager that executes SMART objectives

• Exhibits initiative by taking advantage of opportunities 

• Contribute to the customer segmentation and its implementation at territory level. Ensure growth of the customer base as well as product portfolio within existing customers. Propose plan to mitigate attrition of customers and improve retention.

• Is the interface between the pet nutrition team and the rest of Virbac sales team

• Foster a 12 month commercial action plan to be revised quarterly within the sales team

• Contribute to the creation of the commercial policy in collaboration with the VP of New Business and the Marketing and Technical Associate Director Pet Nutrition, the Pet Nutrition distribution, logistic and alternative channels Director. Propose commercial tactics and programs to ensure growth in volume and revenue of the different diets at each quarterly POA

• Manages and controls any rebates, contract pricing agreement or commission. If needed refer to the VP of New Business for specific agreements

• Manages the day-to-day activities of the region as it relates to sales targets and follow up

• Collaborate on the new products launch strategy and lead the commercial tactics.

• Generate data driven sales reporting and analysis to drive performance especially (but not limited to) during the biweekly Pet Nutrition LT meeting, during the QBR as well as the budget session

• Collaborate to shape and establish an efficient outbound sales team

Expected results: Increased sales performance of the Pet nutrition products and targeted/ differentiated commercial policy by customers segment

Area of accountability no.2: Sales team management

• Manage a team of current pet nutrition specialists along with the growing business and growing team.

• Develops talent of the sales force through coaching and counseling team on territory management, planning and business development. Lead the annual performance interview as well as the mid-year development interview process. Set Smart objectives and assess performance of the sales team. Use, implement Virbac sales models and coaching models.

• Ensures maximum level of motivation with the team and rewards the sales force. Participate in the definition of the SIP of the team in collaboration with the VP New Business.

• Ensure proper and constantly filled CRM and data management. Propose and define commercial KPIs. Foster constant uptake of the CRM process within the sales team.

• Works with Marketing and Technical Marketing Director to develop skills of each PNS ensuring appropriate marketing and technical knowledge of the products and new products

• Drives sales team to achieve budget and maximizes sales by utilizing technical expertise, coaching, and development of sales force to maximize each individual territory of the region

• Through strong leadership ability has a highly engaged team resulting in lower turnover.

• Collaborate with the Pet Nutrition distribution, logistic and alternative channels Director in order to ensure a high quality customer service and inside sales teams. Propose and collaborate on the elaboration of inside sales quarterly campaigns.

Expected results: Achieve revenue budget and maximize sales through well coached and highly engaged team with low turnover

Area of accountability no.3: Cross Functional Collaboration and Industry representation:

Internally:

• Partner with finance and VP of New Business to monitor performance of Pet Nutrition strategy implementation and ROI

• Attend and present, internally and externally, at meetings and with other functional Virbac departments (Sales, Marketing, Production, Technical Services)

• Initiate and maintain regular communication of customer requirements with internal and cross functional Virbac groups 

• Collaborate with the Marketing and Technical Director and the VP of New Business in the development of marketing &; commercial plans for the group to drive new penetrations and growth of Virbac brands in selected customer segments.

Externally:

• Keeps up to date with market trends and evolutions, attends veterinary conferences and trade shows as needed for development or to drive further awareness to Virbac products

• Represents Virbac and as such should behave accordingly (companies values, image etc)

• Foster constructive relationships with Distributors in collaboration with the NAMs and push the Pet Nutrition sales team to do the same.

• May represent Virbac in front of the Corporate chain executives

Expected results: Regular update meetings with internal and external customers, represents Virbac in different events, gather insights and market intel.

Education & Experience:

• Demonstrate ability to manage, coach, and drive a sales team and develop talents

• Demonstrate strong financial acumen related to performance and Gross to Net management. Demonstrate capability to generate sales efficiency reporting

• Demonstrated ability to work closely with large strategic accounts, distributors and buying groups, and effectively pull through business

• Demonstrated ability to build business relationships both internally and externally

• Demonstrated ability to build and develop strategies with strategic accounts (key account management skills)

• Excellent oral, written, and presentation skills supporting strong selling and negotiation skills

• Demonstrated ability to execute a business plan

• Superior organizational, analytical, and time management skills

• Promote innovation, demonstrate visionary and astute thinking

• Manage execution showing drive and results orientation through the field team

• Demonstrate Strong Customer Focus

• Develop efficient and successful cross-cultural and cross-functional collaboration

• Communicate Effectively across departments and across customer layers/levels

• Strong data driven acumen

• Experience developing and implementing/negotiating contractual agreements

• Strong business acumen including P&L knowledge

• Previously demonstrated success in commercial planning, sales leadership, marketing, launching products and product life cycle management, training and development, sales operations and analytics.

• Sophisticated understanding of the Animal Health market, including market mechanisms, various channels of engagement, relationship management with key organizations and authorities

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