Territory Sales Manager - Central West / Western Nsw

The primary responsibility of the Territory Sales Manager is to profile, promote, and maximise sales of the company's range of Over-the-Counter (OTC) BioPharma and ID products for Production Animals (predominantly Cattle & Sheep) to End Users (Primary Producers) through Distribution (Customer) intermediaries in a defined Rural Territory, as well as to provide backup support for products relating to RUBU AU's Technology SBU or other company Animal Health AU Business Units.

Of critical importance to the successful execution of this role is the ability to liaise with End Users, Rural Retail Store Managers and Staff, Local Veterinarians and Agricultural Department personnel; attendance at Conferences, preparation and delivery of Technical Training Events, Technical detailing of company products to Producers, and assistance in the planning and implementation of marketing and product promotions.

This Territory Sales Manager role sits within the BioPharma + ID Sales Team of the Ruminant Business Unit within the country's Animal Health organization and reports to the Regional Sales Manager for NSW & ACT.

• What You Will Do
• Responsibilities include, however not limited to
• Strategic Sales Approach
• Maximisatoin of Annual Gross Sales in the Territory
• Devise and document strategic Territory Business Plans and execute associated local Sales Tactics
• Dynamic segmentation of both the 'Customer' (Distributor) Population and the 'End User' Population in the Territory
• In conjunction with the respective Sales Manager, execute sell-in strategies to Distributors / Partners to maintain stock levels to meet local demand and promote Key Account-specific marketing strategies
• Execute sell-out strategies via partnership creation with local Rural Distributors and other Territory Influencers
• Ensure that all Brand Campaigns are well executed in the Territory (including effective dissemination of Point-of-Sales material) with the goal of maximizing sales of the promoted brands. This includes all sales, marketing, and technical aspects of each campaign
• Provide Technical and Product Training to Distributor staff and undertake On-Farm calling in tandem, or individually, on local Livestock Primary Producers to sell the company's range of solutions and products
• Identify and recommend additional product and market opportunities
• Relationship Management
• Develop and maintain effective enterprise relationships with leading End Users (Farmers) in the Territory
• Maintain effective relationships with OTC Customers with degree of focus determined by Customer Segmentation
• Identify, establish and maintain strategic personal relationships with Key Opinion Leaders (KOLs), Local Veterinarian Healthcare Professional (HCPs), and other Key Influencers (KIs) in the Territory other than personnel from within the traditional Distribution base
• Deliver Key Account (KA) focused activities & work with all Distributors (Customers) to drive sales by each KA
• Ensure product complaint investigations, pricing queries, other internal issues, legislative compliance and follow up requests are executed.
• Provide Corporate / Brand / Technical Presentations to relevant Consumer (End User) Groups & Customers
• Ensure all CRM System and Account data is accurate to facilitate accurate targeting by the BU's Digital Marketing initiatives
• Input accurate Call Scheduling and Call Reporting data into the organisation's CRM system as per communicated organisational timelines
• Talent Development
• Completion of all aspects of Organisation's Annual 'Talent Management' process (Annual 'Priorities' Setting; Regular 'Achievements' v 'Priorities' Review sessions with Direct Manager; End of Year Review)
• Ensure a robust Employee Development Plan is in place to document desired Career Pathway and to identify personalized training requirements and requests
• Completion of all other mandatory Training (Face-to-Face or e-Learning) in accordance with company parameters and as per organisational timelines
• About You
• Tertiary qualified preferred not essential (Life Science + Commercial qualification ideal)
• Extensive and relevant commercial experience in a 'Sales' related role, essential (Life Science related industry ideal)
• Demonstrable 'Sales' skills and 'Commercial' acumen
• Key Account management experience an advantage
• Highly developed skills in negotiating, influencing, and establishing collaborative relationships
• Familiarity with Customer Relationship Manager (CRM) systems and willingness to embrace routine utilization of such
• Sound Territory management skills including competent time management, ef