Field Activation Lead

Job Description

Our Territory Representatives interact face to face with our customers understand their needs and consult to offer the right solutions. We work collaboratively in Field Sales Teams and play a critical role in supporting our customer centric business model.

Summary of the Job and Role Purpose:

The Field Activation Lead (FAL) serves as a professional sales leader in building and maintaining a profitable and initiative-taking relationship with animal health distribution companies that support our companys Animal Health products and services in their offerings to veterinarians and customers. The FAL focuses on building strong relationships with distributor stakeholders at the field sales organization to understand their business model unique value offerings and partnership opportunities.

Reporting to the National Account Director for the respective specie business unit the Field Activation Lead is responsible for driving initiatives communicating and articulating the medical importance of our Companys Animal Health products and activating the distribution salesforce to drive growth of strategic products. The individual will work collaboratively with distributor field sales teams and play a critical role in supporting our customer centric business model. This position is responsible for their assigned distributors by selling our companys Animal Health division products supporting pull-through activities relative to the customer strategy and ensuring that our companys Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. This position works collaboratively with channel management marketing and sales organizations to drive outcomes and actions and has accountability for assigned accounts.

The FAL discovers field level opportunities and trains field selling distributor Territory Managers. The FAL is also held accountable for delivering strong financial results for our companys Animal Health. This position leverages analytics to drive accountability and uncover opportunities to maximize growth.

Additionally this position is responsible for understanding and utilizing market insights to drive opportunities and position our companys Animal Health as an industry leader. The Field Activation Lead position contributes to a best-in-class Salesforce Effectiveness and Enablement team by actively contributing to a culture that promotes innovation continuous improvement a customer-focused mindset and values feedback and inclusion.

Essential Accountabilities: Strategic Operational and Leadership Responsibilities Strategic responsibilities may include but are not limited to: (10%)

Execute sales strategies within assigned accounts and communicates delivered strategies to our Companys Animal HealthSales leaders

Identify marketing opportunities across teams for partnership and shepherd the opportunitiesto completion

Responsible for developing and clearly articulating the value of our full partnership as a margin contributor and our comprehensive partnership

Candidate possesses professional and advanced presentation skills focused on providing solutions for the customer

The Strategic Account Activation Lead will utilize other centered selling in their approach to the customer with an advanced skillset in developing business planning capabilities with the outcome of maximizing sales performance within the assigned geography

Operational Responsibilities may include but are not limited to: (70%)

Actively participate in distributor events develop trainings and activate the salesforce to grow our Companys Animal Healthproducts

Candidate possesses professional and advanced presentation skills focused on providing solutions for the customer

The Strategic Account Activation Lead will utilize other centered selling in their approach to the customer with an advanced skillset in developing business planning capabilities with the outcome of maximizing sales performance within the assigned geography

Deliver on Key Performance Measures of distribution through collaborative efforts with internal departments and across business units

Regularly communicate and document all key account activities including but not limited to sales trends performance metrics risks and opportunities to appropriate individuals and teams

Communicates about product in a way that is meaningful and relevant to the distributor; customizes discussions and interactions based on understanding of distributors needs.

Input and utilize call notes in MAXX

Develop agendas for meetings and communicate meeting objectives to appropriate team(s)

Develop a timeline of field leadership meetings tradeshows and promotional activities with distributor and share with key stakeholders

Attend National Area and Regional business meetings

Conduct quarterly business reviews ensuring that accounts understand the value of our Companys Animal Health relationship and their performance relative to quarterly semiannual and annual growth expectations

Uses analytics and insights to enhance decision-making and tactical execution

Troubleshoot and take the lead on resolving any account issues shepherd and champion resolution

Resolve first line issues and misunderstandings

Deliver consistent messaging in communications to support our Companys Animal Healthstrategic priorities

Candidate possesses professional and advanced presentation skills focused on providing solutions for the customer

Leadership Responsibilities may include but are not limited to: (20%)

Take leadership role to identify and adhere to key account management timelines for key leadership discussions quarterly reviews and presentations

Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the distributor and our Companys Animal Healthon shared goals

Partner communicate and facilitate collaborative interactions with peer organizations to ensure objectives tactics and long-term strategies are aligned and executed appropriately to achieve business goals

Ensure plans/actions/decisions do not negatively impact other of our companys species / business units

Share best practices and organizational learnings with the Marketing organization and company-wide where appropriate

Applicable candidate must be able to lead without authority driving key strategic imperatives in conjunctions with the Area Business Leaders RM teams and TMs

Organizational Network and Collaboration Internal Key Contacts:

Species Leads Channel Management Team Area Business Leaders Regional Managers Territory Managers Strategic Account Team Finance Marketing CABU Leadership Sales Leader

External Key Contacts:

External C-suite and Distributors sales leadership middle management outside sales reps inside sales reps marketing leadership

External company networks industry associations

Required Education:

Bachelors degree required (animal science focus preferred)

MBA preferred

Required Skills/Abilities:

Minimum of five (5) years account management or equivalent experience.

Demonstrated ability to work within US animal health industry landscape.

Must be results oriented and able to work independently with little direct supervision.

Take action and dont wait for someone to bring it to your attention.

Superior organizational analytical and time management skills.

Ability to work collaboratively across all species coordinating activities leveraging resources and knowledge of accounts to identify opportunities/solutions to resolve customer issues and drive results.

Demonstrated understanding of positions contribution to the business goals and willingness to adopt changes to current processes identifying emerging needs and participating indefining innovative solutions to meet customer needs.

Exhibits expert skills in identifying unmet and evolving needs of customers and is sought out to provide customer-centric solutions that drive long-term sustainable results.

Demonstrates expertise in building partnerships and sustainable relationships with customers leveraging business insights to drive solutions and strategies throughout the customers organizations.

Demonstrated ability to develop and implement an accurate business plan.

Excellent oral written and presentation communication skills.

Strong understanding of financial and business metrics.

Strong selling and negotiation skills.

History of sound decision making and innovative thinking.

Up to 70% Travel; this role is national in scope the selected candidate should reside near a major US airport to fulfill travel requirements as needed for the role

Required Skills:

Preferred Skills:

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Effective September 5 2023 employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week Monday - Thursday although the specific days may vary by site or organization with Friday designated as a remote-working day unless business critical tasks require an on-site Hybrid work model does not apply to and daily in-person attendance is required for field-based positions; facility-based manufacturing-based or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note this Hybrid work model guidance also does not apply to roles that have been designated as remote.

The salary range for this role is

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employees position within the salary range will be based on several factors including but not limited to relevant education qualifications certifications experience skills geographic location government requirements and business or organizational needs.

The successful candidate will be eligible for annual bonus and long-term incentive if applicable.

We offer a comprehensive package of benefits. Available benefits include medical dental vision healthcare and other insurance benefits (for employee and family) retirement benefits including 401(k) paid holidays vacation and compassionate and sick days. More information about benefits is available at can apply for this role through (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

San Francisco Residents Only:We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only:We will consider for employment all qualified applicants including those with criminal histories in a manner consistent with the requirements of applicable state and local laws including the City of Los Angeles Fair Chance Initiative for Hiring Ordinance

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