- Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions
- We work collaboratively in Field Sales Teams and play a critical role in supporting our customer centric business model
Reporting to the National Account Director for the respective specie business unit, the Field Activation Lead is responsible for driving initiatives, communicating, and articulating the medical importance of our Company's Animal Health products and activating the distribution salesforce to drive growth of strategic products
- The individual will work collaboratively with distributor field sales teams and play a critical role in supporting our customer centric business model
This position is responsible for their assigned distributors by selling our company's Animal Health division products, supporting pull-through activities relative to the customer strategy, and ensuring that our company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals
- This position works collaboratively with channel management, marketing, and sales organizations to drive outcomes and actions, and has accountability for assigned accounts
- Essential Accountabilities: Strategic, Operational, and Leadership Responsibilities Strategic responsibilities may include, but are not limited to: (10%)
- Execute sales strategies within assigned accounts and communicates delivered strategies to our Company's Animal Health Sales leaders
- Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion
- Responsible for developing and clearly articulating the value of our full partnership as a margin contributor and our comprehensive partnership
- Candidate possesses professional and advanced presentation skills, focused on providing solutions for the customer
The Strategic Account Activation Lead will utilize “other centered selling” in their approach to the customer, with an advanced skillset in developing business planning capabilities with the outcome of maximizing sales performance within the assigned geography
- Operational Responsibilities may include, but are not limited to: (70%)
- Actively participate in distributor events, develop trainings, and activate the salesforce to grow our Company's Animal Health products
- Deliver on Key Performance Measures of distribution through collaborative efforts with internal departments and across business units
- Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams
- Communicates about product in a way that is meaningful and relevant to the distributor; customizes discussions and interactions based on understanding of distributors’ needs
- Input and utilize call notes in MAXX
- Develop agendas for meetings and communicate meeting objectives to appropriate team(s)
- Develop a timeline of field leadership meetings, tradeshows, and promotional activities with distributor and share with key stakeholders
- Attend National, Area, and Regional business meetings
- Conduct quarterly business reviews ensuring that accounts understand the value of our Company's Animal Health relationship and their performance relative to quarterly, semiannual, and annual growth expectations
- Uses analytics and insights to enhance decision-making and tactical execution
- Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution
- Resolve first line issues and misunderstandings
- Deliver consistent messaging in communications to support our Company's Animal Health strategic priorities
- Leadership Responsibilities may include, but are not limited to: (20%)
- Take leadership role to identify and adhere to key account management timelines for key leadership discussions, quarterly reviews, and presentations
- Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the distributor and our Company's Animal Health on shared goals
- Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long-term strategies are aligned and executed appropriately to achieve business goals
- Ensure plans/actions/decisions do not negatively impact other of our company's species / business units
- Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate
- Species Leads, Channel Management Team, Area Business Leaders, Regional Managers Territory Managers, Strategic Account Team, Finance, Marketing, CABU Leadership, Sales Leader,
- External C-suite and Distributor’s sales leadership, middle management, outside sales reps, inside sales reps, marketing leadership,
- External company networks, industry associations
- Take action and don’t wait for someone to bring it to your attention
- Superior organizational, analytical, and time management skills
- Ability to work collaboratively across all species, coordinating activities, leveraging resources, and knowledge of accounts to identify opportunities/solutions to resolve customer issues and drive results
- Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes, identifying emerging needs, and participating in defining innovative solutions to meet customer needs
- Exhibits expert skills in identifying unmet and evolving needs of customers and is sought out to provide customer-centric solutions that drive long-term sustainable results
- Demonstrates expertise in building partnerships and sustainable relationships with customers leveraging business insights to drive solutions and strategies throughout the customers’ organizations
This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely
