Job Specifications
At Elanco (NYSE: ELAN) – it all starts with animals!
As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. At Elanco, we are driven by our vision of Food and Companionship Enriching Life and our purpose – all to Go Beyond for Animals, Customers, Society and Our People.
At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.
Making animals’ lives better makes life better – join our team today!
Your role:
The role of the Field Sales Coach/ Account Mgr is to both create demand and secure sales by delivering and demonstrating the value of Elanco and its products to veterinarians and coaches account managers aligned with CVS and SAM processes. The Field Sales Coach/ Account Mgr is held accountable for coaching and developing the account managers in Benelux (no direct reporting lines), for delivering sales results and implementing agreed strategies and plans.
The Field Sales Coach/ Account Mgr manages a territory (>50% of time) through yearly action planning, account planning, effective expense management and appropriate communications consistent with Elanco's marketing and sales objectives. Sales territory contacts consist of individual, corporate and buying group veterinarians and might consist of buying groups and wholesalers.
Your responsibilities:
External focus:
Execute effective sales calls to vet clinics through focusing on the customer needs & wants that will drive loyalty and maximize sales potential to achieve targets
Transfer key messages and scientific information about Elanco products to veterinarians, and key influencers within the designated sales territory through both individual calls as well as through interactive presentations Anticipates product brand shifts in industry and advises leadership and customers on potential impacts
Around 90% field time, this includes managing own territory as well as in-field coaching of the account managers Develop talent through targeted recruitment, continuous coaching and development and active retention (no direct report lines)
Drive Value Beyond the Product (EKS) projects in line with the VMR regulations and Internal Elanco policies and procedures
Business focus: build and maintain business relationships with veterinary customers through delivering high quality customer service
Report any Pharmacovigilance case and adhere to all Elanco policies and procedures
Internal focus:
Manage and operate a territory to maximize business potential, expertly leverages industry knowledge with industry participants within BU
Deliver effective working practices, relationships, record keeping and communications within Elanco
Disciplined reporting of all call reports, territory intelligence and customer information within designed CRM, as well as coaching reports
Proactively interact with sales lead for optimization of client segmentation, targeting and execution of marketing plans
Understands the financial drivers and requirements of the customer's business as well as the financial implications of customer decisions on Elanco's business
Identify needs, develops, and implements coaching & training strategies of account managers in collaboration with the Sales Lead (based on Global Sales Competencies, Customer Value Selling)
Point of contact for all CVS related requests from marketing/ technical/sales to support field activities with delivery of CVS trainings
Considered a valuable coach and positive mentor within BU
What You Need to Succeed (minimum qualifications):
Minimum educational level: Bachelor’s in animal science/animal husbandry or similar level due to work experience
A master’s in animal science or a master’s in veterinary medicine is considered an advantage.
Continuously demonstrates qualities of Senior Sales Rep, influential beyond district and region.
5+ years of industry experience.
Ability to build collaborative relationships with indirect reports.
In-depth understanding of the field's concepts and principles.
Demonstrate interest and passion for VET PH industry and its stakeholders (vets, Corporates, Buying Groups, Wholesalers…)
People oriented manager with genuine interest in developing his/her team
Clarity in presenting to customers, managing time/prioritization, able to learn and advance.
Team player who is comfortable working across functions.
Strong business acumen and results driven.
Excellent Interpersonal and Communication skills
Good influence and leadership skills
Strong learning agility
Organizational and implementation skills
Personal accountability with high initiative and sound work ethics
Computer lit
About the Company
At Elanco, we work to improve the health of animals through innovative products and services for pets and farm animals around the world. As a global animal health company, we provide solutions that empower our customers to advance a vision of Food and Companionship Enriching Life. Since 1954, Elanco has committed to empowering veterinarians, farmers, and all those who care for animals with the tools they need to help animals live healthy lives.
Healthier animals are the key to making our lives better - This is the fundament...
Know more