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 literate: MS Office
- Able to speak and understand Dutch, English and preferably also French
Don’t meet every single requirement? Studies have shown underrepresented groups are less likely to apply to jobs unless they meet every single qualification. At Elanco we are dedicated to building a diverse and inclusive work environment. If you think you might be a good fit for a role but don't necessarily meet every requirement, we encourage you to apply. You may be the right candidate for this role or other roles!
Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status