Regional Sales Manager - New York & New England

To plan, manage and direct the Canadian sales force to achieve sales and commercial margin goals within the region through effective implementation of marketing strategies and management controls.

Area of accountability no.1 : Region Sales Results

Highly self-motivated and results-oriented Manager that executes SMART objectives

Exhibits initiative by taking advantage of opportunities

Participates and validated in a 12-month rolling sales forecast of the region to ensure accuracy

Manages and controls any rebates and promotions within the region

Manages the day-to-day activities of the region as it relates to sales targets and programs

Expected results : Achieve and exceeds yearly sales targets while managing expenses

Area of accountability no.2 : People Management and Building Talent

Set Smart objectives and evaluates performance of the sales force

Develops talent of the sales force through coaching and counseling team on territory management, planning and business development

Ensures maximum level of motivation with the team and rewards the sales force

Works with VTS to develop a plan for each TSM ensuring technical knowledge is competent

Drives regional 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 highly engaged team with low turnover

Area of accountability no.3 : Veterinary Customer Management and Development

Oversees the implementation and utilization of the CRM system and the optimization of customer coverage in the region

Ensures customer driven calls by Territory Sales Managers based on CRM analysis and customers needs and follow the ROI on these actions.

Manages the region on the lifecycle of customers , uses data and support functions of the organization to further develop veterinary customers

Works closely with Veterinary Technical Services to ensure sales reps have the appropriate level of knowledge related to products and competitors

Expected results : Manage customers portfolio, develop customer intimacy and loyalty and optimize customer profitability contribution

Area of accountability no.4 : Marketing Strategy Implementation

Contributes to the implementation of the marketing strategies for each portfolio

Organizes the local implementation of strategies at the field level and together with marketing is responsible for the follow up and the measurement of effectiveness of the strategies

In agreement with the marketing department and sales operations department to deploy and measure the ROI of marketing and sales strategies

Expected results : Implementation of effective local sales and marketing strategies that increase sales and profit contribution within the region

Area of accountability no.5 : Industry Relations and Market Knowledge

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 brand

Represents Virbac within the region and as such should behave accordingly (companies values, image etc)

Has the lead on distribution (Purchasing Groups) within the region. Works with Sales Ops to ensure adequate stock coverage for region

Works closely with Veterinary Technical Services to ensure

Expected results : Projects the image of a professional Sales Manager for Virbac, emulates the core values of Virbac. Keeps up with industry trends and market knowledge

Area of accountability no.6 : Corporate Account Responsibility

Works with Sales Operations manager to ensure Virbac products are listed in the Corporate clinics

Works with GM to analyze an create contracts with Corporate Accounts (HeadQuarters)

Works with TSM’s to place new products in corporate account clinics with pull through of utilization

Meets with Corporate Accounts frequently to ensure Virbac is highlighted within the corporate account clinics

Expected results : Manage corporate accounts both at HeadQuarters and in the region to ensure Virbac’s profitability. Assist with enhancing our presence and partnership within the Corporate Account

Education & Experience :

Bachelor’s Degree strongly preferred

8+ years sales experience with accolades and proven success

Experience with previous sales management experience with P + L responsibility preferred

Animal Health Industry strongly preferred

English and French languages strongly preferred

Work hours may include evenings, weekends and holidays