Experiencing together a unique human adventure
Animal health is key to the health of the planet. Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution. Encouraging internal mobility between positions and countries, offering individual development plans and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams. We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives. Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business.
To plan, manage and direct the Livestock Health sales force 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. Manage sales and profitability of assigned Strategic Accounts. (ie: key buying groups, Tier #2 and Tier#3 distributors). Seek for constant optimization of the Gross to Net within the budget while having Virbac perceived as a trusted and respected partner in Livestock Health.
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.
• 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 Livestock Health. Propose commercial tactics and programs to ensure growth in volume and revenue of the Livestock Health products
• Manages and controls any rebates, contract pricing agreement. 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 to the new products launch strategy and lead the commercial tactics.

Expected results: Increased sales performance of the Livestock Health products and targeted/differentiated commercial policy by customers segment
Area of accountability no.2: Sales team management

• 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
• Ensures maximum level of motivation with the team and rewards the sales force. Participate to 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 TSM 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.

Expected results: Achieve revenue budget and maximize sales through well coached and highly engaged team with low turnover
Area of accountability no.3: Strategic Accounts Planning and Relationships

• Participate in the Development of the strategy each calendar year for the Strategic Account by participating in ownership of key areas critical to the overall success of the organization.

• Assist in defining the financial terms and Gross to Net budget.
• Assist in developing the contract templates by working with the Director and Legal Council.
• In Collaboration with marketing build out the process and plan to integrate brand plans into the SA's. Develop and maintain strong relationships by presenting Virbac products, services, information, and business solutions to Strategic Accounts to help grow our combined business.
• Develop and implement financial agreements that drive Virbac brand adoption and growth across the account
• Organize, plan, and execute Virbac sponsorship and participation at Strategic account national or regional sales meetings.
• Identify issues/potential issues with account(s) and work with appropriate personnel to effectively communicate and resolve matters
• Contribute to the commercial and service policy to be proposed to the strategic accounts in close collaboration with the VP of New Business and the Marketing and Technical Associate Director.

Expected results: Builds loyalty to Virbac products and services by developing relationships with Strategic/Key Account decision makers and influencers. Relationship usually resulting in a contractual agreement
Area of accountability no.4: Cross Functional Collaboration and Industry representation

• Internally:
  • Partner with finance and VP of New Business to monitor performance of LH 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 Virbac groups (Livestock Health team, BD and R&D team,...)
  • 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 customers 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 relationship with Distributors in collaboration with the NAMs and push the sales team to do the same.

Expected results: Regular update meetings with internal and external customers, represents Virbac in different events, gather insights and market intel.
Know-how: job-related skills required to complete activities
Demonstrate ability to manage a sales team and develop talents Demonstrate strong financial acumen related to performance and Gross to Net management 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 Strong selling and negotiation skills Demonstrated ability to execute a business plan Superior organizational, analytical, and time management skills
Essential skills for the position:
Promote innovation, demonstrate visionary and astute thinking Manage execution showing drive and results orientation through the field team Demonstrate Strong Customer Focus Develop cross-cultural and cross-functional collaboration Communicate Effectively across departments and across customer layers/levels Effectively analyze problems and situations
Cross-Functional Relationships : which may impact the job's activities
Ability to promote cross cultural and cross functional collaboration. Must already be demonstrating a Level 4 Senior Competency Career Level in SIRS Admin Level Chart to be considered for role.
Context and Environment: main threats and/or opportunities that impact the job; level of autonomy of the job
1. Must possess ability to build and maintain strong customer relationships; keeping Virbac's Brand top of mind for the Account and leveraging the features and benefits Virbac's products to maximize sales
Optional: Training / Experience necessary to fulfil the job
Educational level or equivalent experience: Bachelor's Degree (Sales, Marketing, Business or related field)
Total number of years' experience required to fulfil the role: Minimum of 3-5 years of experience managing Corporate or GPO type accounts in a field-based role.
Career pre-requisites:

• Experience with strategic account management
• Knowledge of and current relationships within the Animal Health industry strongly preferred
• Experience in sales of goods and services
• Experience developing and implementing/negotiating contractual agreements
• Strong business acumen including P&L knowledge
• Ability to travel

Virbac provides numerous career opportunities, thanks to the diversity of its jobs and their international dimension.
Joining Virbac means joining dynamic teams ambitious for success.
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