Job Description
PURPOSE STATEMENT:
- Lead and execute the regional Ruminant commercial and marketing strategy to achieve revenue, margin, and market share objectives within approved budgets.
- Provide technical and commercial support to sales teams, key accounts, and channel partners across the designated region.
- Build sales capability through active coaching, performance management, and disciplined pipeline/CRM practices.
- Strengthen relationships with key veterinarians, cooperatives, agricultural wholesalers, and producer groups to drive demand and adoption.
- Coordinate and deploy marketing initiatives and key account plans to exceed targets with strategic customers.
PRINCIPAL ACCOUNTABILITIES:
- Own all commercial activities in the designated region; deliver sales, margin, and market share targets.
- Develop territory plans, set objectives, and manage the sales funnel and forecasts.
- Maintain accurate CRM data for accounts, contacts, opportunities, and activities.
- Customer and Channel Management
- Coordinate technical and product support for sales staff and clients; ensure value-based selling and post-sale follow-up.
- Lead key account planning with veterinarians and cooperatives; conduct regular business reviews with chief buyers to identify opportunities.
- Initiate and manage marketing activities with key cooperatives and wholesalers; optimize promotions and trade programs.
- Product, Technical, and PV
- Support new product launches: demand generation, training, activation, and post-launch tracking.
- Coordinate product complaints and adverse events; report to Pharmacovigilance/Technical Manager within required timelines and support investigations.
- Liaise with cooperatives, agricultural wholesalers, and veterinarians on new developments, including initiatives linked to the company's Research Farm at Malelane.
- Coordinate regional congresses/conferences and continuing education programs.
- Deliver ongoing product and selling skills training to staff and clients; lead the Malelane Academy of Learning calendar.
- Coach and develop sales representatives and OTC agents; conduct ride-alongs, skills assessments, and performance reviews.
- Monitor and control monthly expenses; manage promotional budgets and ROI.
- Ensure desired margins are maintained through pricing discipline, contract/tender compliance, and mix management.
- Prepare weekly activity reports, market intelligence, and monthly performance summaries for the Business Unit Manager.
- Adhere to our company's policies and local regulations, including anti-bribery/anti-corruption, PV reporting, quality, HSE, and tender governance.
NATURE AND SCOPE:
- Plan, coordinate, and deliver training for staff and clients on Animal Health quality products and solutions.
- Advise clients on the ruminant product portfolio (parasiticides, antibiotics, implants, in-feed solutions, vaccines, etc.) based on clinical and commercial needs.
- Coordinate stands and promotions at agricultural shows and industry events; represent Animal Health in public forums.
- Engage farmer unions and related organizations on partnerships and sponsorships.
- Grow our company's Animal Health market share with cooperatives, agricultural companies, and veterinarians through account plans and execution.
- Ensure responsible use and care of company assets (laptops, mobile devices, iPads); promote digital tools adoption (CRM, e-detailing).
- Play an active role in developing sales capability: value selling, negotiation, objection handling, and data-driven territory management.
KNOWLEDGE AND EXPERIENCE REQUIRED
- AVCASA certification (or willingness to obtain within onboarding timeline).
- Matric or equivalent; tertiary qualification in Animal/Veterinary Science, Agribusiness, or Business preferred.
- Minimum 2–4 years sales management or senior sales experience in animal health or Agri/pharma; ruminant market experience strongly preferred.
- Proven skills in selling, presentation, negotiation, and stakeholder management.
- Strong time management, planning, and coaching capability; experience running pipeline reviews and field coaching.
- Computer literacy: CRM (e.g., Salesforce), Excel/analytics, PowerPoint; comfortable with digital engagement tools.
- Basic financial acumen: pricing, margins, discount structures, budget control; finance course or equivalent experience is advantageous.
- Leadership and team development
- Strategic planning and territory/portfolio organization
- Customer service orientation and relationship management
- Adaptability and resilience
- Initiative and proactive problem-solving
- Analytical thinking and data-driven decision-making
- Sound judgment and decisiveness
- Collaboration across cross-functional teams
Required Skills:
Adaptability, Animal Health Care, People Leadership, Sales Forecasting, Sales Management, Sales Objectives, Sales Operations, Sales Reporting, Sales Strategy Development, Sales Territory Management, Strategic Thinking, Technical Product Sales
Preferred Skills:
Current Employees apply HERE
Current Contingent Workers apply HERE
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status:
Regular
Relocation:
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Remote
Shift:
Valid Driving License:
Hazardous Material(s):
Job Posting End Date:
12/4/2025
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