Regional Sales Manager, South Region

Job Description

Background & Context

Position Overview - Basic Functions & Responsibility

The primary responsibility of the Regional Sales Manager South Region is to lead and develop a designated regional sales team to achieve identified business outcomes and sales performance. The Regional Sales Manager is responsible for supporting strategies developed at a national business unit level that promote growth within the Companion Animal Business Unit with nominated key customers.

The Regional Sales Manager sits within the Animal Health Sales organization and reports to the National Sales & Key Accounts Lead Australia Companion Animals. This role will be based in Melbourne VIC.

Primary Activities Accountabilities

Primary activities include but are not limited to:

Sales Team Leadership

Lead the activities of a regional sales team to deliver on identified individual and business priorities.

Conduct regular performance reviews leading the giving and receiving of feedback to achieve best performance outcomes.

Implement team territory planning processes including best practice implementation of marketing campaigns.

Develop and regularly review territory account and geographical responsibilities of each team member.

Collaborate with the National Business Unit and Commercial Effectiveness team to identify and measure key sales team metrics ensuring best practice use and adoption of MAXX by the sales team.

Lead a sales-oriented culture and implement routine training and coaching processes to maximise selling expertise.

Build sales team business acumen to optimise territory management planning and targeting against segmentation to maximise customer interactions and account outcomes.

Coach and mentor a regional sales team developing individual capabilities and fostering a culture of individual development.

Manage day to day team needs including approval of expense claims and leave applications.

Ensure a culture of safe driving practice and management of tool of trade vehicles.

Account Management

Lead the routine servicing of nominated Veterinary Wholesale accounts or buying groups at a head or state office level.

Implement business reviews with nominated customers.

Lead the development of strategic and tactical business plans in conjunction with the account National Sales & Key Accounts Lead sales team and marketing/technical functions as required.

Identify other key influencers in each account and work with them to deliver on agreed outcomes.

Work with National Sales & Key Accounts Lead to determine priority accounts and customer strategy.

Utilise sales and market data to build and implement effective customer sales strategies that drive mutual profitable sales results within key accounts.

Sales Achievement and Financial Performance

Achieve sales budgets and desired market share as identified for the business unit and achieve identified team sales metrics.

Ensure compliance to key rebate discount and pricing policies.

Identify and maximise sales profits on new business opportunities.

Ensure customer trading terms are implemented in an appropriate time frame.

Market Dynamics and Competitor Activities

Maintain and report on market trends competitors activities and other market information.

Ensure monitoring of competitor activities and provide strategic and tactical recommendations to grow company market share.

Documentation and PV Responsibilities

Maintain all documentation in accordance with Company and relevant quality standards.

Undergo PV training to ensure that you are familiar with the required reporting processes and timelines for Adverse Events and Product Quality complaints.

Ensure that all potential PV and Product Quality Complaint information encountered during marketing activities is reported as per the PV reporting processes and timelines described in your local and global PV/ PQC training.

EHS

Ensure all hazards and environmental aspects in their area are identified documented assessed and controlled in accordance with EHS procedures.

Ensure compliance with legal and other requirements.

Assist in the development of EHS objectives targets and performance indicators establish EHS improvement projects and review progress.

Ensure all employees receive such EHS information instruction training and supervision as is necessary to perform their work in a manner that is safe and without significant risk to health or the environment.

Ensure compilation of EHS reports as required by senior management regulatory authorities and others.

Identify and record EHS monitoring requirements and implement appropriate monitoring.

Ensure scheduled audits and inspections (for which you are responsible) are conducted and necessary corrective actions are developed and completed.

Key Skills Knowledge Experience Qualifications and Competencies required

(include specific skill levels required to apply Company Leadership Standards)

Minimum 5 years work experience in related markets or industries.

Demonstrated experience in sales management and/or marketing.

Excellent written and oral communication skills including audio visual presentations.

Excellent ability to communicate with internal stakeholders.

Good management skills including leadership time management objective setting and budget preparation.

Highly developed skills in negotiating influencing leadership and staff motivation.

Ability to think strategically with medium to long term goals clearly identified.

Ability to achieve stocking and promotion of brands from a state level down.

Ability to analyse data and problem solve in a logical manner.

Demonstrated financial acumen.

Capacity to act as a team member and leader in physical isolation from staff and colleagues.

Excellent organizational skills and timeliness in responding to customer needs.

Ability to work well with other departments in a team setting demonstrating collaboration and inclusive behaviours.

Self-starter with initiative who works well with minimal supervision.

Ability to work under pressure to meet deadlines.

Ability to make decisions on a day-to-day basis concerning normal activities.

Ability to follow corporate policies and processes.

Required Skills:

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co. Inc. Rahway NJ USA also known as Merck Sharp & Dohme LLC Rahway NJ USA does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place introductions are position specific. Please no phone calls or emails.

Employee Status:

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

*A job posting is effective until 11:59:59PM on the day BEFOREthe listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.